Develop your skill set to maximise your client opportunities. Julian Wells Director Adviser Matrix. Agenda. The relationship - and the difference - between marketing and sales How marketing can help you focus your business efforts
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to maximise your client opportunities
The relationship - and the difference - between marketing and sales
How marketing can help you focus your business efforts
How to get more value from your existing clients and attract new ones
Opening up new revenue streams
Sir James Crosby’s interim report into the mortgage markets predicted the current turmoil in the mortgage market will see many intermediaries forced out of business
Cost and resource management has never been more important in the intermediary market
Advisers need to look at ways to diversify their business and maximise revenue opportunities
Sales are what happen as a result of marketing
Marketing is all about getting yourself in position to make a sale
The right people, the right message, at the right time
NMG Group, May 2008
Which, if any, of the following would it be useful to
get marketing related advice from?
Marketing service providers (e.g.. Web experts, printers, designers)
Other (please specify)
None / do not need advice
NMG Group, May 2008
Many advisers are having to change their business models
If you do this, you have to tell people
If the perception is that you are a mortgage broker… you will get mortgage enquiries
Many adviser businesses have changed their name to address this issue
Do they have the right message?
Are they in the right place?
What is the focus?
If you visited your website, what would you think of your business proposition?
Put yourself in the shoes of your clients
Look at how you source your leads
Are your referral relationships actually delivering value to you
And are you getting the best prices you can
Best eg – conveyancing
Evaluate your whole proposition and don’t be afraid to redesign it
The market has changed!
Successful marketing is all about…
If they don’t fit all of the above, don’t call them
Over 20 Years
Company – Employees
Life Cover (Key Man)
Clubs and networks provide a lot of marketing support
See what is available – there are an increasing number of sources of good, sound advice
Look out for new ones being announced in the coming weeks and months
Adviser Matrix is a free and independent service for brokers considering joining networks
2008 has been a tough year of transition in the market
2009 will see the new landscape evolve
Position your business in a way that means you can capitalise on the opportunities available
Don’t be afraid to change!
The right people
The right message
The right time
This is what marketing is about…
…and it is also what drives sales