The Five-Step Hub-and-Spoke System for IPPs: Plan IPPs around preset appointments. Start with appointments you set during your phone block. Leveraging your CRM, develop a list of prospects close by. A zip code search is often the best means to do this. Plot three to five prospects on a map around your preset appointments. Develop the most efficient driving route to call on these planned IPPs with the least amount of windshield time. Give yourself time between appointments—before or after—to call on these prospects face to face. Don't stop until you reach your goal.
