Determination of New Business Flow:

1. Establish annual new business premium or revenue objective =

$___________________________

2. Divide obj. by 12 to determine average monthly premium or revenue.

$__________________________ Per Month

3. Determine average account size in premium or revenue =

$___________________________

4. Divide average monthly premium or revenue (2) by average account size (3) to determine average account sales per month.

=________________________ Accounts per Month

5. Determine close ratio = ._________ (ie. .50 = 50%)

Divide average account sales per month (4) by close ratio (5) to determine number of very active accounts needed per month to achieve premium or revenue objective.

= ______________________________________

This number represents the number of very active accounts that must be in the pipeline at all times.