1
Intro
2
Production
3
Team
4
Marketing & Lead Generation
5
Sales Process
6
Team Management
7
New Business
8
Existing Clients
9
Operations
10
Technology
11
Financials
12
Strengths & Weaknesses
Intro Questions
What is your name?
*
What is the name of your practice?
*
What is your phone number?
*
What is the best email to reach you at?
*
Production Questions
This Year's Production Goals
*
Less Than $3M or As Needed
$3M to $6M
$6M to $12M
$12M to $25M
$25M+
Not Applicable
FIA
Target Premium Life (Multiple by 10)
Securities
Alternatives (REITs, etc.)
YTD Actual Production
*
Less Than $3M or As Needed
$3M to $6M
$6M to $12M
$12M to $25M
$25M+
Not Applicable
FIA
Target Premium Life (Multiple by 10)
Securities
Alternatives (REITs, etc.)
Last Year's Production
*
Less Than $3M or As Needed
$3M to $6M
$6M to $12M
$12M to $25M
$25M+
Not Applicable
FIA
Target Premium Life (Multiple by 10)
Securities
Alternatives (REITs, etc.)
"Best Year" Production Numbers
*
Less Than $3M or As Needed
$3M to $6M
$6M to $12M
$12M to $25M
$25M+
Not Applicable
FIA
Target Premium Life (Multiple by 10)
Securities
Alternatives (REITs, etc.)
Do you want your practice to continue to grow or do you just want to maintain a certain income to support your lifestyle?
Growth Practice
Lifestyle Practice
Over the past three years, has the company's production trended up or down?
*
Up
Down
Steady
If your company is experiencing growth, is it because of strategic planning or sheer force?
*
Strategic Planning
Sheer Force
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Production Number
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Production Number Total
Team Questions
Do you have a servicing producer(s)? Applies to sub-producers that are working with your existing book and not proactively generating new business
*
None
Want to add someone with industry experience
Want to add someone without industry experience
In the process of hiring
1 servicing producer
2+ servicing producers
Do you have selling sub-producers? Sub-producers main initiative is closing business and hitting production goals.
*
0 Sub-Producers
0 Sub-Producers but want to add someone WITHOUT experience
0 Sub-Producers but want to add someone WITH experience
1 Sub Producer
2 - 3 Sub producers
3+ Sub producers
Please provide sub-producer names here
What is the structure of the associate producers' compensation?
*
W-2
1099
Both (Base Salary from Company and 1099 on Commissions)
What percentage is the associate producer receiving from their sales?
*
10%
20%
30%
40%
Greater than 50%
Comments about questions above
What expenses are the associate producers responsible for?
What are the production goals for the associate producers?
*
Don't have pre-determined production goals.
Less than $2M
$2M - $4M
$4M - $6M
$6M - $8M
$8M to $12M
$12M+
Who does the lead generation for the associate producers?
*
Associate Producer
Main Producer (You)
Who does the new business processing/client servicing for the associate producers?
*
The Associate Producer
The Team
Team Member
*
0 Employees
0 Employees, but want to add
1 Employee
2-3 Employees
3-6 Employees
6-10 Employees
10+ Employees
Does the company have a Director of Operations or an Office Manager?
*
Yes
No
Other
Please define "other":
*
Do you have department heads or a leadership/management team? If yes, how many department heads or leaders?
Is there one person on the team that manages all of the HR issues (hiring, firing, reviews, raises & benefits) besides the producer?
*
No
Spouse
Team member when necessary
Dedicated person with full trust
Do any of your family members work in the business or do you anticipate any of them working in the business?
*
Yes
No
Current Team
*
Name
Title
Compensation
Please identify all the benefits that are currently being offered to your employees.
*
Vacation Time within 1st Year of Employment
Vacation Time after 1 Year of Employment
Sick Time
Flex Time
Health Insurance
Retirement Plan
Maternity Leave
None
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Benefits Number
Would your employees say that you give them positive feedback? (i.e. random acts of kindness)?
*
Not at all
Want to but am uncomfortable doing so
Rarely
Consistent & Creative
Comments on positive feedback
Does the company have an issue with turnover?
*
Yes
No
Do you feel you need to hire any additional help at this time?
*
None at this time
Marketing Person
Receptionist
New Business/Client Service Specialist
Service Producer
Other
Who are you looking to hire?
*
Do you trust your team to get the job done accurately & efficiently?
*
Yes
Sometimes or only certain people
No
How often do you interrupt your team?
*
Everytime You Need Something
One or Twice a Day
Rarely
On a scale of 1 to 10 (10 being the best), how efficient do you think your overall team is?
*
1
2
3
4
5
6
7
8
9
10
Comments on your ranking of the team
Is there a relationship that needs to be reestablished or repaired?
Please provide any additional feedback on your team here
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Team Number
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Team Number Total
Marketing & Lead Generation
Annual Marketing Budget
*
Basic Marketing - Please select an answer for each strategy below.
*
Currently Doing & Effective
Currently Doing & Ineffective
Just Started & Results TBD
Stopped Doing Because of Budget
Stopped Doing it Because Ineffective
Want to Do But Can't Due to Budget
Plan to Implement in Next 90 Days
Don't Know How To
Never Heard of It
No Interest
Logo
Brand
Website
Solid Seminar Presentation
Lead & Prospect Follow-Up System
Distinct Client Experience
Basic Client Drip
Understanding ROI from Each Strategy
Intermediate Marketing
*
Currently Doing & Effective
Currently Doing & Ineffective
Just Started & Results TBD
Stopped Doing Because of Budget
Stopped Doing it Because Ineffective
Want to Do But Can't Due to Budget
Plan to Implement in Next 90 Days
Don't Know How To
Never Heard of It
No Interest
Consistent Sales Process
Radio Show
Radio Commercials
Shock & Awe
Solid Referral Program
Advocate Event
White Papers
Concierge Mailers
Informational Events
Bring a Friend Event
College Courses/ARI
Appreciation Events
Client Birthday Parties
VIP Client Events
Reinvesting RMDs and Partial Withdrawals (10% Annual WD)
Life Insurance Strategies
Expansion Marketing
*
Currently Doing & Effective
Currently Doing & Ineffective
Just Started & Results TBD
Stopped Doing Because of Budget
Stopped Doing it Because Ineffective
Want to Do But Can't Due to Budget
Plan to Implement in Next 90 Days
Don't Know How To
Never Heard of It
No Interest
Book Publication
Local or National PR Firm
Multiple Markets (Multiple Offices with Multiple Marketing Strategists)
Professional Relationships
Advanced Marketing
*
Currently Doing & Effective
Currently Doing & Ineffective
Just Started & Results TBD
Stopped Doing Because of Budget
Stopped Doing it Because Ineffective
Want to Do But Can't Due to Budget
Plan to Implement in Next 90 Days
Don't Know How To
Never Heard of It
No Interest
TV Show
TV Commercials
Practice Acquisitions
Market Domination
Director of Marketing
Use a Celebrity
Miscellaneous Marketing
*
Currently Doing & Effective
Currently Doing & Ineffective
Just Started & Results TBD
Stopped Doing Because of Budget
Stopped Doing it Because Ineffective
Want to Do But Can't Due to Budget
Plan to Implement in Next 90 Days
Don't Know How To
Never Heard of It
No Interest
Landing Pages
Social Media
SEO
Check-In Calls (Producer)
Check-In Calls (Team)
Marketing on Demand
Welcome Kit
Holiday Cards
Holiday Pies
Billboards
Are you tracking and able to provide ROI reports for each marketing strategy that is implemented?
*
Unable to produce reports - Go By My Gut/Checking Account Balance
Seminars Only
Could Improve it
Know exactly the return of each strategy
Comments on tracking ROI from previous question
Does the practice have a strategic marketing plan or calendar beyond seminars?
*
Yes
No
Is the "ideal client" clearly identified and marketed according to your marketing plan?
*
I market to anyone that is breathing
My only qualifier is net worth
Clearly Defined
My marketing methods are precisely geared toward ideal clients
Are leads consistently generated with the current strategies in place?
*
No
Inconsistently
Yes
More than we can handle
If your primary lead source dried up, what type of impact would that have on the practice?
*
Significant
Moderate
Limited Impact
Please rank your current website
*
No Website
Ineffective Website/Not Ideal
Currently redesigning website with Impact
Currently redesigning website with other vendor
Impact Website
Fully developed & current website
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Website Rank Number
Marketing comments and feedback
Are you currently doing seminars or webinars or do you intend to?
*
Yes
No
Who does the mailer, online marketing and/or lead generation for your seminars?
*
Steep
Resource Solutions
RME
Acquire Direct
White Glove
Other
Please provide the name of the company who does the mailer, online marketing and/or lead generation.
*
Seminar RSVP Line
*
RSVPs come directly to my office - prequalification done by my team
RSVPs come directly to my office - no prequalification happening
Use 800 Service - Leads being prequalified by my team
Use 800 Service - Leads being prequalified by 800 service
Use 800 Service - Not pre-qualifying leads
Is someone scrubbing seminar attendees against your State Insurance Department and FINRA Broker-Check?
*
Yes
No
Which Seminar Presentation Are You Using?
*
Another producers presentation
Steep/White Glove
No PPT/Using Flip Chart and Questions From Attendees
Impact Seminar
My Own Seminar
Seminars - Rank Your Seminar in the Following Categories:
*
Poor
Needs Improvement/Generic
Good
Excellent - I'm a rock star
Seminar Introduction
Seminar Presentation
Seminar Folder Contents
Seminar Propaganda (Books, Banners, Articles, etc.)
Seminar Greeting & Check-in Table
Appointment Setting Process at Seminar
Are you setting appointments at the seminar?
*
Not setting appointments at the seminar
Happening at the seminar/nothing provided to those that set appointment
Happening at the seminar/provide prospect 1st appointment folder
Happening at the seminar/provide prospect book or other item
Seminar Comments and Feedback
Are you currently doing a radio show?
*
Yes, with Impact
Yes, on my own
Yes, using outside vendor
No
Previously did but stopped
I would like to do a radio show in the future
Other
What is your radio show call to action?
*
Copy of Book
Call to attend our upcoming seminar/webinar
Call for Free Retirement Analysis
Call for Free Report
No call to action
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Radio CTA Number
How do you handle incoming calls from the radio show?
*
Live person from the office
Live answering service
Leave message at the office
Comments about the above question?
How successful are you and your team at converting radio callers into appointments?
*
I have no freakin' idea
Less than 20% set appointments
Between 20 - 30% set appointments
Between 31 - 40% set appointments
Between 41 - 50% set appointments
Between 51 - 75% set appointments
Above 75% set appointments
Comments on the above questions
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Marketing & Lead Generation Number
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Marketing & Lead Generation Total Number
Sales Process
From initial contact to closing, what is your closing ratio?
*
No Idea
Less than 20%
21% to 30%
31% to 40%
41% to 50%
51% to 60%
61% to 70%
70%+
100% (In Your DREAMS!)
Please rate your overall confidence when speaking or facing clients (1 not confident/10 extremely confident).
*
1
2
3
4
5
6
7
8
9
10
When are the majority of your canceled appointments happening?
*
Before the 1st
In between the 1st and 2nd
In between the 2nd and 3rd
In between the 3rd and 4th
Not sure or all of the above
Please Identify the Percentage of Appointments that are Set and Kept.
*
0 to 20%
21 to 40%
41 to 60%
61 to 70%
70%+
1st Appointment Kept
2nd Appointment Kept
3rd Appointment Kept
4th Appointment Kept
Are your prospects receiving something in the mail from your company in between scheduling their 1st appointment and the actual appointment? (Shock & Awe Kit)
*
Yes
No
Please specify what the item(s) are
Do you have a consistent process that compels people to re-engage with you if they've canceled their appointment? (certain amount of calls, emails, pieces of mail, etc.)
*
Yes
No
Do you wake up at 2am wondering what happened to a top prospect from 3 months ago? Please choose the most relevant answer that applies to this scenario.
*
Yes, because I'm moving so fast people fall through the cracks
Yes, because we don't have a defined process to track
No, because I don't care about chasing people. Too many leads
No, because I have full confidence that my team is handling
No, because we have a solid process/program
If you reviewed all of the documents that touch your clients from start to finish in your sales process, how would you rank them?
*
No Consistent Documents Used in My Sales Process
Inconsistent Look & Feel
Hodgepodge
Branded & Professional
What is the primary document that you are presenting to prospects during your sales process?
*
Comprehensive Customized Plan including reports
Instream
Riskalyze
E-Money
Excel Documents
Social Security Analyzer
Retirement Analyzer
Nada (not a darn thing)
Product Brochures/Illustrations Only
Customized One Page Report
With a typical prospect, on which appointment do you close? (either collect a fee, ACAT, gather signatures)
*
1st appointment
2nd appointment
3rd appointment
4th appointment
5th appointment
Is your sales process clearly defined and do you follow it for the majority of your appointments?
*
Yes
No
Comments on your sales process being clearly defined
Are there marketing touches between each appointment?
*
Yes
No
Do you have an up front contract (or clearly defined process) that is reviewed with the prospects in the first meeting clearly defining the expectations?
*
Yes
No
Do you have an effective call to action at the end of each meeting?
*
Yes
No
Why do the majority of people buy from you?
*
They need a product
They buy the educational process
They buy the solution (your planning)
They buy you and the relationship
Other
Please explain why you selected other
*
How much do you typically allocate in each category per household when you close a prospect?
Do you collect a fee for your financial planning?
*
Yes
No
Sometimes
Want to or Considering
How do you complete meeting notes after each appointment?
*
None - I keep the file on my desk
Yellow pad and hope my team and I can read them
Dictation like a novel
Dictation and clear delegation to team
If you are dictating your notes, what company are you using?
*
Mobile Assistant
Copytalk
iPhone
Dragon Dictation
Internal Transcription
None
Other
Dictation Company:
*
Do you dictate your notes in an orderly fashion that allows your team to efficiently process the file?
*
Yes
No
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Sales Process Number
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Sales Process Total Number
Time Management
How many days of the week do you see clients and prospects?
*
7 days per week
6 days per week
5 days per week
3 to 4 days per week
2 to 1 days per week
How many total appointments do you see on an average day?
*
1 to 2 per day
3 to 4 per day
4 - 5 per day
6+
Your typical appointment lasts how long?
*
30 minutes
60 minutes
90 minutes
90+ minutes
How many days per year are you unavailable for appointments? (Training, Impact Events, Team Trips, Incentive Trips, Family time etc.)
*
10 days
15 days
20 days
25 days
30 days
45 days
Other
Days unavailable:
*
If you don't have another appointment waiting for you, does your appointment time expand beyond what was originally communicated with the prospect (i.e. an hour appointment turns into a two hour appointment)?
*
Yes
Sometimes
No
How often are you late for appointments?
*
Always
Occasionally
Never
What are you doing when you are not meeting with prospects/clients?
*
Non Revenue activities (stupid stuff - not sure where the time goes)
Watching webinars
Returning client calls/service issues
Interrupting the team
Getting interrupted by the team
Case Prep
Following up with A+ Prospects
Other
Please define why you selected "other":
*
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Time Management Number
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Time Management Total Number
New Business Processing
Who is processing your applications?
*
Producer
Anybody Nearby
One or two dedicated team members
How many application do you typically fill out for one household?
*
1 to 2
2 to 5
5 to 8
More than 8
What is the average issue time for fixed business (from signature to issue)
*
Over 60 Days
45 - 60 Days
30 - 45 Days
Less than 30 days
What percentage of your applications are signed but never fulfilled (money doesn't transfer over, chargebacks, free looks, people cancel etc.)
*
Less than 5%
Between 6 - 10%
Between 11 - 20%
Greater than 20%
Comments about the questions above:
What is the average time to ACAT Funds?
*
Greater than 2 weeks
1 - 2 weeks
3 - 5 days
Not Applicable
Does your new business processor need more training?
*
Yes
No
Is the company utilizing an E-Application software (i.e. Firelight, Laser App)? If so, please specify company name.
*
Yes
No
Name of E-Application Software
*
Does your new business processor have a desktop scanner?
*
Yes
No
Can you or the team produce a pending business log (all cases that are submitted but not paid)?
*
Yes
No
Are you able to open a client's record in the database and see a status on their pending transfer?
*
Yes
Sometimes
No
In terms of your ideal pending business pipeline amount, what is the lowest number you are comfortable with? (i.e. some producers like to always have $1M in process)
Does your team consistently call everyone with a pending account on a weekly basis?
*
No - Only when something comes up
No - Inconsistently
Yes - Via email
Yes - Via Phone
Post delivery, are the clients' insurance and investment files stored in different locations (different rooms or filing cabinets)?
*
No
Yes
Not securities licensed, not applicable
Is your office paperless?
*
Yes
Somewhat
Currently working on
No
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New Business Processing Number
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New Business Processing Total Number
Existing Clients
How many households does your company manage as active accounts?
*
Less than 100
101 to 250
251-500
501-750
750+
Are your clients records categorized (A+, A, B, C) and up to date?
*
Yes
No
Identify How Many Clients You Have in Each Category
Do you service your existing clients with a pre-determined service schedule (i.e. A clients are proactively scheduled with the producer 4 times per year, B clients are proactively scheduled with the producer 2 times per year, etc.)?
*
Yes
No
How do you manage client review, FIA reallocation meetings?
*
Don't conduct client reviews
Reactive, only when they ask
Proactively
Do you need help managing existing client reviews?
*
Yes
No
Other
Please define why you selected "other":
*
Is the company effective with managing C Clients?
*
Yes
No
How do you manage RMD's?
*
We don't have a process
Ineffectively at the end of the year
Proactively through database, reviews or deliveries
Is it standard practice for your team to email responses or comments to clients?
*
Yes
No
Does every email account have the same look and feel as well as a disclaimer, if needed?
*
Yes
No
Don't know
When was the last time you had your clients complete a survey?
*
Never
Can't remember
Randomly
Annually
Do all of your voicemails (including cell phones) clearly state "do not leave trade instructions or orders."
*
Yes
No
Not sure
If you were your own client, tell me the proactive and reactive processes you'd see.
Where does your company exceed client expectations?
Where does your company fall short with client expectations?
How many referrals does your company generate on an annual basis?
*
Don't know, don't track
None
Less than 5
5 to 10
11+
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Existing Clients Number
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Existing Clients Total Number
Operations
Please rank your overall office feel.
*
Poor
Needs Improvement
Good
Excellent
Outside of Building
Ease of Finding Location
Branding Outside of Building
Branding Inside of Building
Lobby
Receptionist Greeting
Conference Room
Common Area (Washroom/Hallways)
Other Area Visible to Clients (Offices, etc.)
Professional Appearance of Team
Filing Room and Operation of Client Files
Awards and Personal Items Displayed
Your system and procedure manual is...
*
A What?
Not Concise
Outdated
Up to Date & Effective
How many offices do you have?
*
One
One plus one satellite
One plus multiple satellites
Two permanent offices
More than two permanent offices
Other
Please define why you selected "other":
*
If you have more than one office, does one office act as the operations headquarters?
*
Yes
No
Only have 1 office
Do you have a weekly team meeting that is productive?
*
No
Have a meeting but it is not productive
Meetings are infrequent but productive when they happen
Consistent, effective team meetings are happening weekly
Do you have a consistent, dedicated marketing meeting?
*
Yes
No
Do you have a dedicated time each week to work on case prep?
*
Yes
No
When a "fire" errupts with a client or a client file, does your team have pre-determined time with you on a daily bases to get answers (i.e. transfer question, client complaint, etc.)?
*
No - done on the fly
No - we use post it notes or email
Yes - but we don't stick to it
Yes - and it's effective
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Operations Number
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Operations Total Number
Technology
What is your current CRM?
*
How is your CRM used?
*
It is not used
Just as an address book
Acts as the hub for the entire organization
Is the CRM web based and accessible from multiple locations?
*
Yes
No
Is the team fully trained on the database/CRM?
*
Yes
No
Does the team have dual computer screens?
*
Yes
No
Is the team automating any processes with workflows within your database?
*
Yes
No
What is your team using for the appointment calendar?
Paper appointment book
Outlook
Google Calendar
CRM Calendar
Is your appointment calendar color coded to reflect the type of meeting (1st, 2nd, money moving, delivery, review, non-revenue)?
*
Yes
No
Please list other office technologies currently in place (i.e. instant messenger, etc.)
Does your company have a server that works efficiently that stores all of the company data?
*
No
Yes but it doesn't work well
Yes but it's disorganized
Yes
What server(s) are you using?
*
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Technology Number
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Technology Total Number
Financials
Do you take a consistent paycheck from your company in addition to distributions?
*
No
No, but if I did it would make my spouse happy
Yes
What is your monthly overhead (including your take home pay) to sustain your lifestyle?
*
Less than $10K
$10 - $20K
$20 - $30K
$30 - $40K
$40 - $50K
$50k+
Do you have three months overhead expenses set aside in a separate account?
*
Yes
No
How much income do you want to ideally take out of the business on an annual basis?
*
How are commissions tracked?
*
Not Tracked
Producer
Teammember
Spouse
Bookkeeper
How are accounts payable and receivable managed?
*
Not Tracked
Producer
Teammember
Spouse
Bookkeeper
Are you and the business current on federal and state taxes?
*
Yes
No
How much debt do you have due to the business?
*
$100K+
$50 - $100K
$25 - $50K
Less than $25K
None
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Financials Number
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Financials Total Number
Strengths & Weaknesses
Please Identify Your Biggest Challenges
*
Lead Generation
Lead to Client Conversion (Sales Process/Closing)
Marketing Disorganization
Operations Disorganization
Staffing
Lack of Focus
Reporting of Data (Unsure of Marketing Results or What Is or Is Not Working)
Revenue
Lack of Drive or Direction
Transactional/Seminars Only
Cheap
Taxes
Debt
Confidence
Competition
Location
Education
FMO Support
None
If you'd built the practice of your dreams, what would be different than today? What's stopping you from doing it?
*
What is the hardest part of the practice for you?
*
How does home life look for you?
*
Please Rank Yourself In Each Category
*
Poor
Good
Excellent
Mind
Body
Spirit
Work
Money
Family
Personal Balance
What is the greatest under-utilized talent or resource at your company?
*
Goals, my top three most important are…
Goal 1
*
Goal 2
*
Goal 3
*
Top 3 initiatives to Grow Your Practice
Initiative 1
*
Initiative 2
*
Initiative 3
*
How can Impact help you more?
*
I am aware of my problems and want to…
*
Cry
Ignore them
Fix them myself
Have someone help me when I am ready
Create a plan to fix them
Δ
