This document outlines a 20 point per day system for insurance agents. Agents are awarded points for various activities like making phone calls, setting appointments, completing fact finders, and making sales. Earning 20 points per day can come from any combination of the listed activities. Examples show how multiple points can be earned from a single interaction by completing multiple tasks like setting an appointment during a cold call. The document also includes a tracking sheet for agents to log their daily points earned from each activity.

1. 20 Point a Day Card
This is all you ever do everyday you work. You never buy leads and you do just fine.
My 20 Point Day System
How to get points and what the action is worth
1. Making a phone call and asking the person you were trying to call for an appointment. 1 Point
2. Getting any appointment. 2 Points
3. Getting a Qualified Lead a Qualified Lead means you have full name, address, and phone number. 1 Point
4. Doing a fact finder. 2 Points if you get the 2nd appointment for the sales call. 4 Points
5. Doing a face to face sales call, with the amount of premium and face amount known to prospect. 4 Points
6. Making any sale. 10 Points
7. Cold walking and giving the 5 ways and asking for the appointment. 1 Point
8. Giving a "Free Quote" to anyone face to face. 1 Point

2. 9. Going to meeting with any group where you are trying to get prospects. 1 Point
10. Having any meal or coffee with any prospect. 1 Point
11. Meeting with any client to review insurance, and see if the need has changed. 2 Points
12. Mailing out 10 letters, putting out 10 fliers, or handing out 10 cards. 1 Point
13. Getting a call or any reply from letters, cards or fliers you gave, mailed or handed out. 2 Points
14. Showing anyone the kind of work you do. 1 Point
15. Adding and any kind of rider or buy up to any insurance policy already in force. 1 Point
16. Getting referral from closed/non closed customers. 1 Point
You must make 20 Points per day everyday. It does not matter how you get the 20 points, but you must
get 20 Points.
20 Point a Day Card

3. Example 1: You go cold walking, you meet Mr. Big. You give Five Ways Approach to Mr. Big and asking for
time to see him. 1 Point Then you set up to see him next Wed at 4:00 P.M. 2 Points. Now you have earned 3
Points from Mr. Big all at the same time.
Example 2: You are putting out 100 fliers. 10 Points While you are putting them out, you talk to prospect and
show them the kind of work you do. 1 Point, then you set time to go meet with prospect. 2 Points You have
earned 14 Points from that one action taken.
Example 3: You call John Smith on the phone, and talk to him. Then you ask for an appointment. 1 Point You
set the appointment for next Tue at 7:00 P.M. 2 Points. Now you have earned 3 Points from John Smith all at
the same time.
20 Point a Day Card

4. No Activities – Day 1 1 2 4 10 Total
1
2
3
4
5
6
7
8
9
10
11
12
14
15
16

5. No Activities – Day 2 1 2 4 10 Total
1
2
3
4
5
6
7
8
9
10
11
12
14
15
16

6. No Activities – Day 3 1 2 4 10 Total
1
2
3
4
5
6
7
8
9
10
11
12
14
15
16

7. No Activities – Day 4 1 2 4 10 Total
1
2
3
4
5
6
7
8
9
10
11
12
14
15
16

8. No Activities – Day 5 1 2 4 10 Total
1
2
3
4
5
6
7
8
9
10
11
12
14
15
16

9. No Activities – Day 6 1 2 4 10 Total
1
2
3
4
5
6
7
8
9
10
11
12
14
15
16

10. No Activities – Day 7 1 2 4 10 Total
1
2
3
4
5
6
7
8
9
10
11
12
14
15
16

11. No Activities – Day 8 1 2 4 10 Total
1
2
3
4
5
6
7
8
9
10
11
12
14
15
16

12. No Activities – Day 9 1 2 4 10 Total
1
2
3
4
5
6
7
8
9
10
11
12
14
15
16

13. No Activities – Day 1 1 2 4 10 Total
1
2
3
4
5
6
7
8
9
10
11
12
14
15
16

14. No Activities – Day 1 1 2 4 10 Total
1
2
3
4
5
6
7
8
9
10
11
12
14
15
16

15. No Activities – Day 1 1 2 4 10 Total
1
2
3
4
5
6
7
8
9
10
11
12
14
15
16

16. No Activities – Day 1 1 2 4 10 Total
1
2
3
4
5
6
7
8
9
10
11
12
14
15
16

17. No Activities – Day 1 1 2 4 10 Total
1
2
3
4
5
6
7
8
9
10
11
12
14
15
16

18. No Activities – Day 1 1 2 4 10 Total
1
2
3
4
5
6
7
8
9
10
11
12
14
15
16

19. No Activities – Day 1 1 2 4 10 Total
1
2
3
4
5
6
7
8
9
10
11
12
14
15
16

20. No Activities – Day 1 1 2 4 10 Total
1
2
3
4
5
6
7
8
9
10
11
12
14
15
16

21. No Activities – Day 1 1 2 4 10 Total
1
2
3
4
5
6
7
8
9
10
11
12
14
15
16

22. No Activities – Day 1 1 2 4 10 Total
1
2
3
4
5
6
7
8
9
10
11
12
14
15
16

23. No Activities – Day 1 1 2 4 10 Total
1
2
3
4
5
6
7
8
9
10
11
12
14
15
16

24. No Activities – Day 1 1 2 4 10 Total
1
2
3
4
5
6
7
8
9
10
11
12
14
15
16

25. No Activities – Day 1 1 2 4 10 Total
1
2
3
4
5
6
7
8
9
10
11
12
14
15
16

26. No Activities – Day 1 1 2 4 10 Total
1
2
3
4
5
6
7
8
9
10
11
12
14
15
16

27. No Activities – Day 1 1 2 4 10 Total
1
2
3
4
5
6
7
8
9
10
11
12
14
15
16

28. No Activities – Day 1 1 2 4 10 Total
1
2
3
4
5
6
7
8
9
10
11
12
14
15
16

29. No Activities – Day 1 1 2 4 10 Total
1
2
3
4
5
6
7
8
9
10
11
12
14
15
16

30. No Activities – Day 1 1 2 4 10 Total
1
2
3
4
5
6
7
8
9
10
11
12
14
15
16

31. No Activities – Day 1 1 2 4 10 Total
1
2
3
4
5
6
7
8
9
10
11
12
14
15
16

32. No Activities – Day 1 1 2 4 10 Total
1
2
3
4
5
6
7
8
9
10
11
12
14
15
16

33. No Activities – Day 1 1 2 4 10 Total
1
2
3
4
5
6
7
8
9
10
11
12
14
15
16

34. No Activities – Day 1 1 2 4 10 Total
1
2
3
4
5
6
7
8
9
10
11
12
14
15
16