WE WANT... "Immediate Improvement", a way for "Established Advisors to break-through" their production ceiling" and to have a program that has "lasting benefits."
We kept track of most of the people who completed the CAPS™ Ethical Persuasion skills program and compared their production in the year before CAPS™ with the following years. Here is a sampling of the results. All data was supplied by Home Offices or it was published in monthly leader’s club magazines.
IMMEDIATE IMPROVEMENT
Advisor# | Selling | Average Per Month | Average Per Month |
1 | 1 year | 4,857 production points | 23,791 points = 389% |
2 | 18 months | 3,530 production points | 7,348 points = 108% |
3 | 8 years | 2,980 production points | 5,710 points = 91% |
ESTABLISHED ADVISOR’S “BREAK-THROUGH”
| Advisor# | Selling | Plateau | 1st Year | 2nd Year |
4 | 18 years | 8 yrs @ 79,000 | 240,000 points | 237,000 points |
5 | 19 years | 6 yrs @ 61,604 | 104,332 points | 96,125 points |
6 | 6 years | 3 yrs @ 44,467 | 154,237 points | 150,216 points |
LASTING BENEFITS FROM CAPS™
Advisor # | Selling | 1 Year | 1st Year | 4 Years |
7 | 13 yrs | 73,699 points | 140,404 points | 146,511 points |
8 | 12 yrs | 41,077 points | 77,303 points | 117,798 points |
9 | 6 yrs | 47,296 points | 178,619 points | 148,047 points |
10 | 4 yrs | 40,362 points | 84,792 points | 112,489 points |
All of the sales offices who participated in the CAPS™ Workshop increased their over all production, persistency improved, sales per household increased, they got more repeat sales and referrals and new advisor retention was 60% better at the point where most trainee Advisors had failed before they adopted CAPS™.
Experience has proven, advisors always make progress toward their client development objective whenever they use CAPS™ Ethical Persuasion Skills correctly and in a timely manner, and that means the outcome of the conversation is beneficial to everyone concerned.
CAPS™ Coaching is an available addition to the CAPS™ Ethical Persuasion Skills program. Managers and Field Trainers have reported, "Now I can transfer my experience to new trainees, and I've saved as much as four weeks of joint work getting them ready to work independently. That means more time for my personal production and they can develop quality business much sooner, so that's good for everybody!"
