The Insurance

Game Has
Changed

Exponential

In The
Digital Age

Growth

John T Baier,
CLU,ChFC,CFP,CLF,MSFS
 CLU, ChFC, MSFS, CFP, CLF
 GAMA International HALL
OF FAME
 Past President GAMA
International
 Author “THE 25 POINT
SYSTEM”
 48 Years Experience
 Managing Partner New York
Life
 Company Executive SMNYL
 Member of GAS Study Group
 International Business
Consultant JOHN T. BAIER,
CLU,ChFC,CFP,CLF,MSFS
History
Epidemics
Inflation
Recession
Unstable Currency
Unemployment
Pandemics
Can We Still Grow Our Business?

Yes, BUT….
Recruiting Retention Productivity

In Normal Times

Three Issues
NOW Recruiting
Retention
Productivity
PLUS
Connectivity
 In Person Appointments

In Person Training
What
has In Person Coaching
Changed?
In Person Motivation

In Person Accountability
 Need for Need for Need for
Appointments Training Coaching

What has
NOT Need for Need for
Changed ? Motivation Accountability
Why is the Process
Important?
Why is the Process
Important?

Accountability
Coaching
80% No Goals
16% Have Some Goals
4% Written Goals
1% Review Daily

.
Source: Mattison Enterprise, Inc
80% No Goals
16% Have Some Goals
4% Written Goals
1% Review Daily
The 1% earns 9 X more the 16%
.
Source: Mattison Enterprise, Inc
 80%
of New Years
Resolutions Fail By
February
US New and World Report
Why…..
Absence of Clear Goals

Absence of a Proven Process

Absence of Accountability
 FATHER OF
ACTIVITY
MANAGEMENT

 Alfred Granum
 (1922 - 2014)
THE BETTER RECORDS I KEEP
THE BETTER THE RECORDS GET
 The 25 Point Systems

The Method to
The Need for this
Accomplish is
Process has not
bought into the 21
Changed
Century
The 25 Point
System
 Planning Process
 Strategic Plan

 Vision

 3 Year

 Annual Plan

 Quarterly Plan

 Weekly Focus Plan

 Daily Implementation – Points

System
• Helps managers condition new and
emerging financial professionals to
the prospecting and selling habits
that ensure their success.

• Designed exclusively for the

Financial Services Industry

• Modeled after GAMA Hall of Fame

inductee John Baier's 25-Point
System

• Not a CRM! Tier 25 includes

Customized goal setting, real-time
activity tracking, and gamified
progress reports to fit your
organization
© 2017 25 Point Systems, Inc. All Rights Reserved
More energy?
Take a guess
 Contacts to Fact Finding Closing Sales
Appointments Set Appointments Interviews
Set

1/1 to 3/31 55% 48% 87% 83%

3/13 to 4/16 41% 55% 61% 54%
Difference -14% 7% -26% -29%

Pre-Covid vs Covid
 Contacts Appoint. Fact Closings Sales Production Points
Set Appt. Set Finders
Alejandro 73 31 25 9 1 12,457 402
Nathan 126 66 26 24 25 19,641 393
Nancy 125 20 9 3 2 944 224

Activity March 13 to April 16, 2020

 BCI
Activity
3rd
Quarter
2020
Name Cold Referrals C of I Contacts Contacts Appoint. Fact Closings Sales Production Points
Prospects for Appt. Scheduled Finders
Lorenzo 2 41 9 46 37 31 26 23 9 699,000 359
Carlos 0 193 0 0 167 110 140 57 24 352,400 1,298
Nathan 3 68 26 1 270 162 68 61 57 70,110 1,022
Nancy 0 118 3 102 264 121 60 33 30 20,121 1,093
Luis 0 150 0 7 83 44 24 23 3 51,000 684
Arturo 52 55 5 2 47 32 19 13 2 67,000 376
Oliver 34 64 29 18 112 117 20 10 17 4,965 595
Sarah 43 7 2 55 299 95 51 30 25 19,503 729
Fernanda 1 236 2 0 162 95 75 38 10 96,030 1,216

Totals 135 932 76 231 1441 807 483 288 177 1380129 7372
Percentages 56% 60% 60% 61%
Name Contacts Appoint. Fact Closings Sales Production Points
for Appt. Scheduled Finders

Nancy 264 121 60 33 30 20,121 1,093

Ratio 46% 50% 55% 91%

Activity 3rd Quarter 2020

187% Increase
COMPARE AND ANALYZE
Name Contacts Appoint. Fact Closings Sales Production Points
for Appt. Scheduled Finders
Nathan 270 162 68 61 57 70,110 1,022
Ratio 60% 42% 90% 93%

Nancy 264 121 60 33 30 20,121 1,093

Ratio 46% 50% 55% 91%

Name Sales Points

Nathan 57 1,022 Increased

Ratio
Sales 6 to 30
Nancy 30 1,093
Ratio
 Contacts to Fact Finding Closing Sales
Appointment's Appointments Interviews
Set
3/13 to 4/16 41% 55% 61% 54%
9/1 to 9/30 54% 56% 78% 78%
Difference 13% 1% 17% 24%
 Two Most Important
Things for Managers

Check Activity during the Day

Send Encouraging Text

Message

HABIT, HABIT, HABIT

 Customized to the Advisor

Incorporates Periodization

Bulletproof

Monitored in Real Time

Maximizes Sales Builders

Time Tested

Total Connectivity

25 Point System vs. Others

Two Most Important Things for
Agents

Track Activity As It Happens

Hit Each Weekly Focus Plan

HABIT, HABIT, HABIT

Nathan Dempsey
New York Life Agent
Court of the Table

• I am a Court of the Table Agent with 14

years in the business. My goal is to get to Top
of the Table in 3 years. When I started using
the Tier 25 App last year, I was told that it
was important to record my activity in real
time but since I already had good habits not
to worry about getting the 25 Points a day.
However, it was extremely important that I
hit my customized weekly focus plan of 10
new prospects and 7 new appointments set. I
followed it and had a 34% increase for the
year. Of course it helps knowing my coach is
watching in real time. This year I am tracking
for a similar increase and I am feeling
confident about my 3 Year Plan.
Lorenzo Gallardo Maritz Abellera
Top of the Table Manager Sunlife

John Stagg
Jorge Salinas Saide Managing Partner
General Director New York Life
Futurea Prudential
 jbaier@25pointsystems.com

John (+1)201-723-4652
Baier
www.25pointsystems.com

Before the Meeting