Ten-three-one. It takes 10 leads (suspects) to generate three prospects (who participate in full fact finding), and one of them will become a client. That’s the essence of the 10-3-1 ratio made famous by Al Granum, CLU, who passed away last week at the age of 91.
There may never have been a more influential person in the industry than Granum, whose groundbreaking sales principles have guided the careers of many thousands of agents and financial advisors. Upon news of his death, agents past and present lined up to present tributes to Granum and credit him with being instrumental in their successful careers. His ubiquitous One Card System for building a clientele remains ingrained in the industry.