It takes eleven window switches to get from the last appointment to the first suggestion for the next.
Before the appointment, the adviser looks in the CRM, the securities holdings, the product catalogue and the note from last year's annual review. Four sources add up to eleven look-ups, because the catalogue alone comes up four times: the terms for each product are kept somewhere else. With only twenty minutes to spare, preparation shrinks to a glance at the CRM.
20 minutesbetween two appointmentsThat is all the slack the adviser has when the diary is full.
11window switchesCRM, securities holdings, product catalogue and last year's note are opened one after another, several times over.
80products in the catalogueThat is how many the adviser can choose from; she has a dozen in her head.
3suggestions in the meetingPreparation will not stretch to more, and they usually come from the same dozen.
The branch manager first sees the 30% higher closing rate in the annual reviews where the opening line is about the customer's expiring savings plan.
The 30% higher closing rate is this agent's headline figure. Eighty products and twenty minutes between two appointments describe a typical day in branch advisory work; none of it is measured.