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
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?
*
Who is your Impact Sales Rep?
*
Aaron Keith
Becky Bautz
Brandon George
Caleb Anthony
Eddie Nolan
Evan Ward
Howie McCormack
Jared Lomeo
Joshua Bare
Matt Dorminey
Musa Smith
Paul LeCour
Ron Eastman
Sid Mullins
Thane Maudslien
Production Questions
What was your production in the last twelve months for the following:
FIA
*
AUM
*
Life Insurance (FYTP)
*
GDC
*
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?
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Up
Down
Steady
If your company is experiencing growth, what do you attribute it to?
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Specific Lead Strategy
Increased Referrals
High Net Worth Clients
Not applicable at this time
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Production Number
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Production Number Total
Team Questions
Do you have a downline?
*
Yes
No
In the process of hiring
Team Member
*
0 Employees
0 Employees, but want to add
1 Employee
2-3 Employees
3-6 Employees
6-10 Employees
10+ Employees
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?
*
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
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
*
What is your marketing budget for the next 30-45 days?
*
Basic Marketing - Please select an answer for each strategy below.
*
Currently Doing & Effective
Currently Doing & Ineffective
I'm Interested in Learning More
Not Using
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
I'm Interested in Learning More
Not Using
No Interest
Radio Show
Radio Commercials
Define Kit
Solid Referral Program
White Papers
Concierge Mailers
Informational Events
Bring a Friend Event
College Courses/ARI
Appreciation Events
VIP Client Events
Reinvesting RMDs and Partial Withdrawals (10% Annual WD)
Expansion Marketing
*
Currently Doing & Effective
Currently Doing & Ineffective
I'm Interested in Learning More
Not Using
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
I'm Interested in Learning More
Not Using
No interest
TV Show
TV Commercials
Practice Acquisitions
Market Domination
Director of Marketing
Celebrity Endorsement
Are you tracking and able to provide ROI 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
Does the practice have a strategic marketing plan or calendar beyond seminars?
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Yes
No
Are leads consistently generated with the current strategies in place?
*
No
Inconsistently
Yes
More than we can handle
Are you spending money on any other marketing programs not listed?
What kind of marketing are you doing over the next 60 days?
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Marketing & Lead Generation Number
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Marketing & Lead Generation Total Number
Sales Process
Out of your last 10 clients, 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
What is your biggest frustration and need when it comes to your current lead generation strategy?
*
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
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
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
What are your top selling products currently?
*
Do you feel it is taking more appointments than necessary to finalize a sale?
*
Is your sales process clearly defined and do you follow it for the majority of your appointments?
*
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?
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Yes
No
Do you have an effective call to action at the end of each meeting?
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Yes
No
What is your CTA?
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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?
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Yes
No
Sometimes
Want to or Considering
What is it?
*
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Sales Process Number
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Sales Process Total Number
Time Management
How Many Hours per week are you working on non point of sale related items?
*
0 to 3
4 to 6
7 to 10
10+
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Time Management Number
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Time Management Total Number
New Business Processing
Do you have any frustrations with processing business? If so, what are they?
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New Business Processing Number
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New Business Processing Total Number
Existing Clients
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
How many offices do you have?
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One
One plus one satellite
One plus multiple satellites
Two permanent offices
More than two permanent offices
Other
Please define why you selected "other":
*
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Operations Number
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Operations 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?
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What is the hardest part of the practice 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
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Initiative 2
*
Initiative 3
*
How can Impact help you more?
*
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