Monday
I get to the office for 9am, ready for a quick morning meeting to reflect on last week’s achievements, and set my goals for the week. I then follow this up with an action plan detailing how I will reach my target and why I want to achieve it – this helps me plan for the week ahead.
I start calling my new web leads from 9.30am onwards to introduce myself and fact-find. I then research insurance solutions and identify potential referral opportunities into other areas of financial planning and protection, and aim to call prospects back before end of day.
I often leave at 7.30pm on a Monday due to the volume of enquiries from the day and weekend.
Tuesday
Tuesday then has appointments scheduled with prospects who I have already spoken with yesterday, and have recommendations for. This is typically a busy selling day for me and subsequently 7.30pm to 8pm is my usually get-out time.
In addition, I will speak with underwriters about any problem cases so that I am best-placed for my forthcoming recommendations to prospects.
Wednesday
Nearly all of my morning is spent doing compliance for the sales activity from the day before.
In the afternoon I will contact clients I have sold to in the past – that is, annual reviews – as well as business protection clients, in order to check on any changes in circumstances as well as identifying any areas of financial protection or planning (insurance, mortgages, or retirement planning). I will also take the opportunity to ask for referrals.
I like to have my week’s target done by midweek, so my finish time for the day depends on where I am. If I am behind where I want to be, then I am staying later.
Thursday
Thursday is in many ways similar to Wednesday but the main difference is that I am working on prospects who convert to a sale next week, usually Tuesday. This means I have good consistency in my sales figures.
This is also a day of learning. I am able to catch up with our mortgage adviser and investments and pensions adviser about any market changes, and to update one another on how referrals are progressing as well as identifying opportunities.
Friday
I have a meeting with my administrator to get updates on cases in underwriting, then I tie up any loose ends so that I am in a satisfactory place to leave the office for midday. A weekend with my girls awaits.
Will Hughes is a senior protection consultant at Hampshire-based Roxburgh Financial Management
