Setup
Where every number comes from, and what still needs John's answer.
What is real and what is ours
- Your dataPolicies, premium and items per producerTeam and Office Monthly Production Tracking
- Your dataLead spend and ROI by vendor and type2026 ROI Report
- Your dataMonthly attainmentTeam and Office Monthly Production Tracking
- Your dataMonthly goalsTeam and Office Monthly Production Tracking
- Your dataCalls per personCall Report 2026
- Your dataMissed callsMissed Call Report
- Your dataLead-to-sale timing2026 ROI Report
- OursMetric weightsBinder provisional
- OursGrade scores and lettersBinder provisional
- OursThe two conversion targetsBinder provisional
- OursSales/Service role labelsBinder provisional
- OursThe $102,600 projectionBinder provisional
- OursAll coaching commentaryBinder provisional
Two of your sheets disagree
- Life per Traget v Goal is $19,352 vs $21,600 (90%); life per Goal v Act % is 142%.
- No activity data recorded for MOA.
- $205,440 written-not-issued, unexplained.
- "FEBUARY" and "FEBRUARY" split across 33 and 139 rows.
Open questions
- Which office is Legacy and which is MOA?
- Grade bands, and what they unlock.
- The real commission plans.
- Whether auto premium is doubled to annualise.
- The $205K written-not-issued gap.
- Whether Process Tracker points add or subtract.
- The phone system make and model.
Where the data comes from
Seven workbooks maintained by hand today. Six of seven come from two systems: ECRM and the phone system.
2026 ROI Report
ECRM
Team and Office Monthly Production Tracking
ECRM
Call Report 2026
Phone system
Compressed Call Report
Duplicate — retire
Office Call Averages (2022–2026)
Phone system
Missed Call Report
Phone system
Process Tracker
Typed by hand
Scorecard template
| Metric | Weight | Monthly goal | Source |
|---|---|---|---|
| Auto apps | 15% | 43 | Team and Office Monthly Production Tracking |
| Auto premium | 15% | $64,500 | Team and Office Monthly Production Tracking |
| Fire apps | 10% | 16 | Team and Office Monthly Production Tracking |
| Fire premium | 10% | $12,000 | Team and Office Monthly Production Tracking |
| Life submitted | 5% | $2,700 | Team and Office Monthly Production Tracking |
| Health submitted | 5% | $2,300 | Team and Office Monthly Production Tracking |
| RNA quotes | 8% | 200 | Team and Office Monthly Production Tracking |
| Outbound calls | 6% | 2,000 | Call Report 2026 |
| Inbound calls | 6% | 200 | Call Report 2026 |
| Talk time | 5% | 2d 12h | Call Report 2026 |
| RNA conversion | 8% | 28% | Ours (provisional target) |
| Call-to-sale | 7% | 3.0% | Ours (provisional target) |
| Total | 100% | Weights are ours |