Page 49 - Owners

Statistic: # Promo pieces out
Stat Definition: The number of newsletters, flyers, letters or cards (birthday, sympathy,
welcome) sent out via email or snail mail as part of your internal marketing activity to
your client database- Division 2, Dept 4 stat.
Product: A communication delivered to a client.

Statistic: Total Promo out
Stat Definition: The total amount of reminder cards, emails, newsletters- anything sent
out by Division 2 to the existing client database that week. This stat is calculated by
adding up the above two statistics. The importance of this statistic is that the quantity of
pieces mailed to your database determines your Gross Income- that means it also drives
your Transactions & VSD- Division 2, Dept 4 stat.
Product: The volume of communication delivered to your clients.

Statistic: # Activation Calls out
Stat Definition: The number of calls made following up on the reminders sent out to
your client database- Division 2, Dept 5 stat.
Product: A communication delivered to a client.

Statistic: # Clients Contacted
Stat Definition: The number of clients who answer the phone & you talk to when you
call out on the activation calls. You do not include those who call back. You should
contact 50% of the clients you call out to. If not hitting that percentage, then adjust your
schedule, the best time to call is Wed – Fri, 4-7PM and Saturday mornings- Division 2,
Dept 5 stat.
Product: A client contacted.

Statistic: # Appointments made
Stat Definition: The number of appointments made from the clients contacted above,
this is when you initially call them & get them on the phone. You should appointment
90% of the clients you talk to. If not hitting that percentage, then you need to work on
using the Activation Script guidelines until you can effectively appointment 90% of those
you contact- Division 2, Dept 5 stat. You do not include clients who call back from
messages left & make an appointment, this is expected. We are measuring the
effectiveness of handling the client when initially contacted & allows you to refine the
skill with which they are handled.
Product: An Activation appointment made.

The above three stats, Calls out, Clients Contacted & Appointments
made can also be kept separately for Reactivation (actions taken to reactivate a client,
meaning directed to a client who has not been into the practice for one year or more)
& TX Plan follow up ( calls made to follow up on TX Plans presented to clients but not
scheduled) but these areas will not have the same percentages.

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