Most insurance agents skip tracking closing rate, answer rate, show rate, and cost per sale, which Timothy Schucker says cripples their business. Uplines discourage the practice, pushing agents to focus only on weekly AP written. Tracking these metrics is what separates agents who succeed from those who don't.
I haven't met a single agent whose upline has told them to do this. Nobody tells agents to track their numbers, which is absolutely insane. How on earth are you going to run a business without knowing your numbers? It's like trying to fly a plane that doesn't have windows. So from talking with a bunch of agents, nobody knows their closing rate, their answer rate, their show rate on appointments. They don't know their cost per sale, none of the numbers. The only number that agents know is how much AP they write per week. I mean, honestly, I think probably the reason that uplines do that because they don't want agents to know what their numbers are, because they knew it, they probably wouldn't want to keep working. So it's basically just like the blind leading the blind. But if you actually want to be a successful agent, you should track your numbers and you should know all of your metrics.
