This document discusses the importance of developing a strong morning routine to set yourself up for success. It provides examples of effective morning routines that include gratitude, visualization, goal setting, healthy eating and exercise. An ineffective routine is described as one with frequent snoozing, unhealthy habits and no planning. The rest of the document focuses on creating sales goals and strategies, including defining target numbers, identifying lead sources, developing a client retention plan and strengthening the sales process.

1. WHAT DOES
SUCCESS
LOOK LIKE TO
YOU?

2. M Y I N S P I R A T I O N
B E H I N D M Y
MORNING
ROUTINE
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3. It has been found that “How you start
your day is how you start your life”.
When it comes to real happiness &
success, I will challenge you in this
area. It can alone make you or break
you.
MORNING ROUTINE
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( T A K E 1 0 M I N U T E S )

4. SH AR E W H AT YOU D O
EACH MORNING
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5. Gratefulness Exercise Visualization/MeditationGoal setting
planning out the
most important
tasks of the day
MIT
Drinking water,
juicing, healthy
breakfast
30 min of reading or
watching a spiritual
or educational or
inspirational video
e.g. YouTube
W H AT W E W AN T TO H EAR
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6. W H AT W E D ON ’T W AN T TO H EAR
Hitting the snooze
button over and
over
Getting ready
and leaving (no
priming)
Checking
emails
Looking at texts,
social media and
voice mails
Having unhealthy
breakfast habits
e.g. consuming
sugar drinks
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7. GOOD MORNING ROUTINE
Supports relaxation & lowers daily stress.
Have a clearer and sharper mind all
day and less brain fog .
Get more accomplished throughout the day.
Have more energy throughout the day.
Healthier & happier.
Long term success & wellbeing.
Allows you to build momentum and grow,
day after day.
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8. BAD MORNING ROUTINE
Sets you up for a
stressful day
More poor choices
throughout the day
A domino for
unhealthy eating
Less energy and
more lethargy
Increased anxiety &
depression
No long term
benefits
Causes you to stagnate
at the same level in
your life, day after day.
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9. S U N D A
Y
S A T U R D A YW E E K D A Y S
9 : 1 5 A M9 : 0 0 A M8 : 4 5 A M8 : 0 0 A M7 : 1 5 A M7 : 0 0 A M6 : 4 5 A M
Wake up and be
grateful !
(at least 3 things)
Coffee and Stretching
Kids off to school
Continuing with daily devotional
or watching video from the 3 Ts
MIT and dial in my day
e.g. Write down my 5
meaningful calls to make
Social Media Post on
LinkedIn
Start checking and
responding to emails
And returning calls
Strength training
or adventure day
15 minutes on my Spanish
Apps Babbel or Duolingo.
Jesus’ Day !!
MY MOR N IN G R OU TIN E
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10. GOAL
but let each sales person create their own.
Create a healthy morning routine!
Define what it looks like as a team,
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11. KN OW YOU R
NUMBERS.
H OW MU C H D O YOU
WANT TO MAKE?
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12. L AW OF L EVER AGE
If we let each other know the numbers,
we can hold each other accountable.
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13. D E F I N E Y O U R
WHY
B E H I N D T H E
N U M B E R
Y O U W A N T T O
R E A C H
Take a moment to think of
yourself as an 80 years old
and what your life looks
like until this moment.
E X E R C I S E
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W H Y D O Y O U W A N T
T O M A K E X
A M O U N T O F
M O N E Y ?

14. “ W HAT I SN’T
MEASURED
I SN’T
MANAGED”
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15. YEAR L Y IN C OME
GOAL BR OKEN
D OW N TO
MON TH L Y,
W EEKL Y, D AIL Y
How many new accounts do we need to get this
number ?
How long is the closing process?
What do our conversation numbers look like?
Income / $10 = Number of orders
Divide this number by 251
(working days in 2018 )
=Amount of orders you need per
day
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16. BU SIN ESS PLAN TO BU ILD OFF OU R N U MBER S.
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17. Networking Events LinkedIn
Online Website/Social MediaReferrals
WHERE DO YOUR LEADS COME FROM
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18. OPPOR TU N ITY TO
80/20
W H ER E OU R BEST U SE OF
TIME IS.
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19. T H E L A W O F T H E B U L L S
E Y E
E . G B E S T W A Y T O G E T
T O T H E D E C I S I O N
M A K E R S !
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20. How many purposeful/ meaningful
conversations are you having a day
(branch manager questionnaire/ new
lead follow up) ?
What should that number be?
How many Stop byes
Networking events (trade shows,
conferences, organisational
meetings)?
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21. How is your experience with Apex? Please rate 1-10 _____
Explain why in a few words ________
How do you see your role in the office (e.g. are you a producing branch manager)?
When are your office meetings/trainings day & time?
How many LO’s are at this location? ____
How many processors? _____
Are there any other offices affiliated with offices?
Who’s role is it to order the appraisals?
What is your current branch volume?
How would you rate the following 1-10?
Turn times _______
Customer service/communication _____
ROVs, field reviews, & rebuttals_____
What kind of LOS do you use? _______
What is your top 2-3 activities when you are not “working”?
B R A N C H M A N A G E R Q U E S T I O N N A I R E
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22. H OW W ILL TH AT H ELP YOU
GET TO TH E N U MBER OF
ORDERS PER DAY.
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23. What does your approach
look like?
Connect
E.g. HTSS letter asking for
appointment
What does your
interview/needs/sales
conversation look like?
Convert
E.g. HTSS interview
How do you follow up &
equip customers to use
you?
Cement
E.g. Solutions presentation,
asking for the business
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3 C ’S OF SELLIN G
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24. Define customers, clients and VIP clients (80/20 this)
How many times a year we “touch each contact” ?
Client appreciation
event VIP e.g. Guild
baseball game (1)
Holiday emails e.g. 4th of July,
Halloween, Thanksgiving,
labor day, St.Paddy’s day (5)
Phone calls e.g. 1
each quarter (4)
Meet and great Lunch
& Learns (1)
Manager “Go do
something” day (1)
CLIENT FOR LIFE CAMPAIGN
Monday Newsletter
‘State of Appraisals’
(52)
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25. N EW SLETTER ID EAS
FOR TH E C OMIN G W EEKS !
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26. TEAM
Calleb Allen
Regional Sales Director
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