Build Habits for Success

Top 10 Successful Habits of an FR from Chris Foder

Step 1: Pull Up, Refine, and Complete your Business and Marketing Plan

Step 2: Create your Model Work Week

What is a Model Week?

A Model Week is an ideal calendar that includes all the key activities you should complete each week to reach your business goals. Setting and following a model week ensures your calendar is focused on continuing to develop your knowledge while driving key activities that will generate revenue or result in setting new appointments. We recommend you work with your Agency Leader to set up your week initially, and then periodically review it in your one-on-one meetings. Make adjustments as necessary to focus on revenue-producing activities.

Key Elements to Incorporate in your Model Week

Agency Meetings

Enter all regularly scheduled agency meetings and coaching sessions your Agency Leader has requested you attend.

Marketing Activities

Set time to actively generate new leads. Activities during this time can include networking events, establishing centers of influence, posting content on social media etc.

Structured Phoning Time

Phoning for appointments is key to your success. Structured dialing time every week helps ensure you meet your weekly appointment goals. Successful FRs recommend scheduling at least 6 hours per week for phoning. Set two-hour blocks of time, keeping in mind the best times to reach your targeted prospects.

Appointments

Typically, new FRs are encouraged to hold at least 10 appointments a week. Some may be joint work and others may be independent. Discuss agency activity expectations regarding appointments and joint field work with your Agency Leader. If you are doing joint field work, coordinate your appointment slots with the person who will be doing the appointment with you.

Case Preparation

Set time to prepare for your appointments. Some FRs recommend scheduling a larger block of time early in the week to prepare cases for your week; others prepare daily. Gather all information you need for the week’s meetings. Review quick facts, product illustrations, prepare applications etc. Have a daily 30-minute slot to review each appointment’s agenda and finish any last-minute items.

Daily Preparation

Take time to prepare for your day: What appointments are on the calendar? What key priorities need to be taken care of today? Who will you be calling?

Administrative Work

Although you’ll want to minimize the time spent on paperwork, it’s important to schedule some time for processing illustrations and applications, responding to email, returning phone calls and other tasks that need to be completed.

Lunch

Leverage lunch as a time to network or learn from experienced FR’s. As you will see on our sample, we have lunches setup with colleagues or marketing meetings.

Training

Ensure your calendar is blocked to continue your ongoing training. It’s important to have this time so you can master the necessary skills. Typically, new FRs spend an average of 1 hour a day in training activities, such as:

Agency Training Sessions - agency sessions covering topics such as sales skills, LBS, products and strategies.
Self-Study –This is time to complete training checklist items and “to do’s” from agency trainings as well as the Self-Study Activities.
One-on-One coaching with your Agency Leader - use this time to practice your sales skills and get questions answered.
Joint Field Work – to be completed in appointments.

Sample Model Week

On the Sample Model Week calendar below, time blocks are color-coded based on activity type. This can be used as a guideline when create your own Model Week.

Green Time - Income Generating Activity

Prime business hours: these are hours during the week needed for appointment generation or sales meetings. Remember, you MUST see 6-8 new prospects each week to target making over $100,000 per year. To take into account cancellations and items you cannot control, we recommend you set your goal at 10 appointments per week. All other activities are scheduled around Green Time. As you are beginning your business, you should focus most of your time on generating leads, setting appointments and seeing prospects and clients. When you catch yourself doing a non-green activity during green time - drop whatever it is, pick up the phone and make a call.

Yellow activities - Necessary but will not Generate Income

Yellow activities are items you need to complete, but by themselves do not generate income. These items are done only in non-green zones and must be scheduled around green time. Remember, nothing happens until something is sold!

Red - Down Time

Down time means your business is not operating. This would be blocked personal time, such as gym, family time etc. While some personal time is necessary, remember that the more time your business operates the more revenue it will produce.

Sample Model Week Example

Setting Your Model Week

Start with any immovable items in the schedule; trainings, required obligations etc. Then focus on filling in the Green Time. All Yellow Activities are then filled in around the Green Activities. Items to keep in mind for your calendar:

Is it realistic? Be realistic about the time each activity will take.
Do you have at least some open time to allow for the unexpected items that pop up?
Does your calendar have mostly Green Time? If not, it’s time to adjust. Note our model calendar contains more than 30 hours of Green Time.

ACTION: ✏️ Download and Complete the Fillable Model Week PDF.

Expanding Your Network: Improve Visibility- Weylman Center Course 1

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Improve Your Visibility Workbook

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Steps to Creating an Industry Network

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Expanding Your Network: Improve Your Social Prospecting Skills- Weylman Center Course 2

Improve Your
Social Prospecting
Skills Workbook

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Steps to Creating an Industry Network

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LinkedIn Daily Habits

The key to success with Digital Marketing is to incorporate daily habits. Below are suggested Time Blocks & Tasks to help you make LinkedIn & Digital Marketing a part of your Daily Routine.

ACTION: ✏️ Download and Complete the Fillable LinkedIn Daily Habits PDF.

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Click Here upon Completion of Course 6