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Work out your key production numbers

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Tony Vidler, CFP, CLU, ChFC
Tony Vidler, CFP, CLU, ChFC

Worksheet for Lead Generation workshop

Marketing
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Work out your key numbers Exis%ng Average sale size clients Average transac%ons p.a. Churn/lapse rate p.a. Sales Skills First Appt to Sale ra%o Closing ra%o Referrals p.a. Other new leads p.a. Revenue Requirements Gross new business revenue Exis%ng recurring income Net New Business Revenue required p.a. Lead Genera%on Requirements Net new revenue needed/avg sale size = total new sales Add in an%cipated lapse/cancels Less an%cipated exis%ng lead genera%on results Total new sales leads p.a. Mul%plied by First appt; Sale ra%o for total leads required

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Work out your key production numbers

  • 1. Work out your key numbers Exis%ng Average sale size clients Average transac%ons p.a. Churn/lapse rate p.a. Sales Skills First Appt to Sale ra%o Closing ra%o Referrals p.a. Other new leads p.a. Revenue Requirements Gross new business revenue Exis%ng recurring income Net New Business Revenue required p.a. Lead Genera%on Requirements Net new revenue needed/avg sale size = total new sales Add in an%cipated lapse/cancels Less an%cipated exis%ng lead genera%on results Total new sales leads p.a. Mul%plied by First appt; Sale ra%o for total leads required