1. 10 – 3 – 1

2. What does it mean? 10 Suspects(people who you believe have a good chance of becoming a client)  3 Fact-finders(an interview with prospect addressing facts and feelings)  One Client(a paying entity)

3. What does it mean? • 10 – 3 – 1 is a formula based on 25 years of data that qualifies activity into results • There was a time lag – the “1” new client came over the course of three years • 60% the first year • 30% the second year • 10% in the third year • Granum’s research showed that no matter your tenure in the business, if you did certain activity you could predict your results

4. Why didit work? • Granum was a scientist of our business – studying the numbers with academic rigor. His findings are supported by 25 years of data. • He integrated his findings into a system (his is called The One Card System) – taking the science and making it applicable to daily business practices • He provided representatives with insights into their practice, encouraged them to track their activity and study their numbers

5. Others who agree • “It's tough to make predictions, especially about the future.” ― Yogi Berra • “The scientist is not a person who gives the right answers, he's one who asks the right questions.” ― Claude Lévi-Strauss • “Science is a way of thinking much more than it is a body of knowledge.” ― Carl Sagan

6. How can 10 – 3 – 1 help you? • By tracking your activity, you can predict your results • You can make better daily decisions on how to spend your time – what you should be doing to get the results you would like • Understanding your ratios helps you manage rejection – it is inevitable in this business no matter your experience

7. Questions to Discuss • Do you track activity? If so, what? • What are the benefits and/or challenges in tracking activity? • How do you use your numbers to predict what activity is required to generate your desired results? • How do you study your business? • What is your key take-away from today’s discussion?