Step 1- Sorting Existing Database  

Client Category Criteria Guide

Client Category Quick Sort

Step 2 – Implement Account Management Plans 

The Account Management Plans   

“A” Client Account Management Plan & 

Tools for this Plan  

Example Invitation Card  

“B” Client Account Management Plan & Tools for this Plan

“C” Client Account Management Plan &

Step 3 – Sorting Undetermined Clients 

Tools for this Step

Research Sources

Qualifying Phone Script

Telephone Qualifying Questions Table

Client Category Phone Qualifying Table 

Client Information Guides

Sample Client Information Guide Layout – Cover Letter 

Sample Client Information Guide
“A” Category Companies

Sample Client Information Guide
“B” Category Companies

Sample Client Information Guide 
“C” & “X” Companies  

The Sales Plans

Potential “A” Client Sales Plan 

Potential “B” Client Sales Plan 

Tools for this Plan:

Potential “C” Client Sales Plan 

Tools for this Plan:

“X” Client Sales Plan 

Step 4 Follow Up Process  

First Phone Call – Book Appointment 

Message 1 - First Phone Call- See Manual

Message 2 - Phone Call

Second Phone Call – Second Message 

First Email Follow Up

Step 5 Business Owner Meeting Process  

Set Up

Pre-Meeting Confirmation

Meeting Process & Presentation

Business Owner’s Client Needs Analysis

Solutions Proposal Template

Step 6 Tracking & Monitoring  

Tracking & Monitoring Form Excel

Tracking Comments Sheet