He swore by his use of checklists.
They helped him stay honest regarding the activities he knew he needed to accomplish in order to be a great wholesaler.
And who were we to argue, considering he just might do a billion dollars in sales this year?
Adapted from his reading of The Checklist Manifesto, we offer you the Wholesaler Masterminds Activity Checklist.
A closer look at the checklist reveals the activities we at Wholesaler Masterminds know yield outstanding results when applied to your practice on a consistent basis.
These are your weekly objectives, derived from your annual plan.
Sales: Your weekly sales number is simply your quarterly sales goal divided by the number of months in the quarter:
$25,000,000/13= $1,923,076.92 weekly sales goal
One on One Meetings: Face to face appointments with advisors, whether scheduled, drop-by, or walk through.
Outbound Calls: Proactive calls that you are making during the course of the day as described in 5 Calls Wholesalers Need To Start Making.
COI Meetings: Scheduled sit-downs with Centers of Influence to implement the 5 Critical Strategies That Will Make COIs Love You.
Have additional weekly objectives?
There’s room to add three more.
Too many wholesalers find themselves in a swirling vortex of unproductive time during their scheduled office day.
Make yours far more productive, insuring that you attend to these Office Day Imperatives:
Send Weekly Appointment Agendas: The type we outline in 3 Ways Wholesalers Can Have More Productive Advisor Meetings.
Complete Advisor Reconnaissance for the week ahead: You must touch the advisor’s heart and their head, which we elaborate on in How To Leverage Advisor Reconnaissance For More Successful Advisor Appointments.
Reconcile Weekly Expenses: Show us a wholesaler who is behind on expenses and we’ll show you a wholesaler who has far deeper organizational issues in their practice, as we discussed in Your Canary In The Coal Mine.
Construct Call List for Week Ahead: In order to achieve your Outbound Calls objective from the prior section, you need to head into the week with an organized list of who your planning to call, with phone numbers ready to go.
Place Literature Orders: The never ending list of materials that you need sent to one location or another for any form of appointment or meeting.
Clean Out Inbox: You may not get to ‘inbox zero’, but you can clean up that wasteland you have been staring at for months. We discussed that, and more, in Daily Habits of Highly Profitable Wholesalers.
Have more to do on your office day?
There’s room to add three more.
This is where the rubber meets the road.
Your ability to execute the Daily Objectives.
Internal Check-in: Have you connected with your internal partner today to review any one of many items outlined in 14 Guaranteed Ways to Achieve Success With Your Internal Wholesaler?
Daily Outbound Dials: Committing to making your calls each and everyday.
Enter CRM Notes: Waiting until week’s end to do your CRM input is a weight sinking your to-do list. Enter your CRM notes every single day.
Check Follow-up Task Worksheet: 48% of wholesalers surveyed said they need to improve their ability to follow-up. Great wholesalers use the Follow-up Task Worksheet, or something similar to it.
Prepare Next Day’s Appointments: Gathering all the necessary materials (hypotheticals/zephers/illustrations/literature/sales ideas/advisor recon results, etc.) required for you to succeed in tomorrow’s appointments.
Daily Expense Input: Yes, daily. It’s the single best way we know to stay on top of your expenses – and eliminate the anxiety too many wholesalers feel from the weight of constantly running behind on this important admin activity.
Have more activities you need to track daily?
There’s room to add four more.
To get your FREE copy of the Wholesaler Masterminds Activity Checklist now, click this link.
If you’d like the Excel spreadsheet we used to create the Activity Checklist so you may customize as needed, click here to remit $49.97 via PayPal.