By Steve Meier, SVP and Director of Marketing for Sequoia System International
You’re likely familiar with our Above the Line / Below the Line terminology. As a quick reminder, your “A”, “B” and High Potential prospects make up your Above the Line, or ATL advisors. Your “C”, “D” and other prospects are your Below the Line, or BTL advisors.
But did you know that shifting 5% of your total appointments to ATL advisors this year can make a tremendous difference to your bottom line?
Assuming you have 800 appointments in a year, replacing one BTL appointment each with an ATL appointment means 40 more (assuming you work 40 weeks a year) ATL appointments.
Now, a change in 40 appointments might not sound like a lot, but you have to consider your Factor, or, the difference in impact and production between an ATL advisor and a BTL advisor to your bottom line. The perfect mathematical factor is 16 (based on the 80/20 rule).
What does that mean? That one more ATL appointment per week is the rough equivalent of 16 more BTL appointments that week. You can begin to see the importance of the ATL/BTL distinction. Over the course of a year, your 40 new Above the Line appointments will be the equivalent of 640 BTL appointments!
As you can see, a small change in your time allocation to the advisors that make the biggest difference will drastically effect your productivity.
And you don’t have to stop at just one new ATL appointment each week – if you can, convert as many BTL appointments as you possibly can into ATL ones, and you’ll see the math work even more to your advantage.