Work out the activity your FYC target needs

Sales Tools carries four tabs: Pledge Sheet, Activity → FYC, FYC → Activity and District Pledges. The two middle ones are the same sum run in opposite directions.

FYC → Activity is the one that answers “what does my month have to look like”, because you give it the income you want and it hands back the appointments, the cases and the leads sitting behind that number.

Work backwards from your target

To run it:

1. Open Sales Tools, then FYC → Activity.
2. Drag Annual FYC Target to your number.
3. Set the four sliders under Assumptions to your own figures.
4. Read Monthly Activity Required.

Annual FYC Target runs from $12K to $500K in steps of $6,000, and starts at $120,000. The line under it does the division for you and shows the same target per month.

Set the assumptions to your own numbers

Four sliders sit under Assumptions, each with an info mark that says what it means. Open the one beside a slider you’re unsure of.

Avg Case Size is the average annual premium per policy. It runs from $500 to $20K and arrives at $2,400. Commission Rate is your first-year percentage, somewhere between 5% and 75%, and it arrives at 35%.

Closing Ratio is the share of appointments that convert, anywhere from 5% to 80%, and it arrives at 20%. Lead → Appointment Rate does the same job one stage earlier: the share of leads that turn into an appointment at all, between 1% and 50%, arriving at 10%.

Note

Those four arrival figures are only a place to start. The answer is worth something once the closing ratio and the case size are yours, and your Log page has both.

Read the answer

Appointments / Month is the headline, with the same figure divided into a week underneath it. Cases to Close and Leads Needed sit below, both per month.

How is this calculated? opens the three lines the answer is built from. Cases closed is your monthly FYC target divided by case size times commission rate, appointments is that figure divided by your closing ratio, and leads is the appointments divided by your lead-to-appointment rate.

Each step multiplies the one before it, which is why nudging the closing ratio moves the leads figure much further than it moves the cases figure.

Run it the other way

Activity → FYC starts from the activity and ends at the money, in four numbered steps.

Set your activity inputs holds the sliders: Appointments / Month from 5 to 200, Closing Ratio from 5% to 60%, Avg Case Size from $500 to $10,000 and Commission Rate from 10% to 55%. Start from leads instead swaps the first one for Total Leads / Month and Lead → Appt Conversion, and shows the appointments those two work out to.

Your projected income gives you Annual FYC with the monthly figure under it, plus Cases Closed / Month and Premium / Month.

How much time do you spend per appointment? takes Hours to set each appointment, from 0.5h to 8h, and Hours per closing meeting, from 0.5h to 6h. It totals the hours a month at your activity level.

Your real hourly rate puts two numbers side by side. FYC-only hourly rate is first-year income divided by those hours. True hourly rate is the same hours against everything one case pays over 10 years, and the caption says the multiple between them.

The table under it breaks that 10-year figure into FYC (Year 1), SPI + AI Bonus, Renewal commissions, Career benefit and APF, then totals it as Total value per case (10 yrs). Show calculation workings opens the arithmetic in full.

FAQ

Are my figures saved?

No. Both tabs keep everything in the page. Leave the tab and every slider is back at its default, so write the answer down or put it in a goal.

Where do I put the target once I’ve worked it out?

On your profile as your yearly FYC target, or as a goal on the Goals page. Those two are the same number, so setting either one sets both. See Set a goal and track your pace.

Why do the two tabs disagree?

They won’t, given the same assumptions. Activity → FYC caps case size at $10,000 and commission at 55%, while FYC → Activity goes to $20K and 75%, so check the sliders match before you compare.

I can’t find Sales Tools.

It’s a district module, and yours doesn’t have it switched on. District modules are switched on by the ActivityTracker team. See Why a page or tab is missing for you.