Best Practices for Deal Management

Using Loss Reasons Accurately

Loss reasons are only useful if they're honest. Avoid defaulting to "Other" — it's a catch-all that produces no useful signal. The goal is to build a dataset over time that tells you where your process has friction.

If you notice "Chose another advisor" clustering, that's a useful signal about how you're presenting your practice versus alternatives. If "Timing" is your most common reason, a re-engagement follow-up sequence would likely convert several of those.

Linking Deals to Referral Codes

When you create a deal, you can associate it with one of your referral codes. This is how Policy Stack attributes the referral source for analytics:

1. Open the deal (or create a new one).
2. Click "Edit" in the deal header.
3. In the Source field, select "Referral Code" and choose the code from your list.

This links the deal to the code so that if the prospect becomes an active client, the referral attribution is recorded. Referral credit is calculated based on linked deals that are marked Won.

Notes Cadence

Add a note after every meaningful interaction — calls, emails where you shared materials, meetings. You don't need to write long notes; even a one-line entry ("Had discovery call — sent carrier illustration") is enough to establish a timeline.

Notes are dated automatically and appear in the deal's activity log. When you review the deal later, a clear timeline of interactions tells you immediately where you left off.

Keeping Deal Values Consistent

If you track deal values, decide on one definition and apply it consistently:

• Option A: Annual premium (most actionable for practice revenue forecasting)
• Option B: Total death benefit (reflects policy size)
• Option C: Estimated first-year PUA contribution (reflects capitalization pace)

Mixing definitions across deals makes aggregates meaningless. Document your convention in a team note so all advisors on your practice use the same approach.

Policy Stack is a tracking and visualization tool. It does not provide financial advice, recommendations, or opinions on what you should do with your banking system.

Policy Stack is independent of and is not affiliated with, sponsored by, or endorsed by Infinite Banking Concepts, LLC or the Nelson Nash Institute.