We noticed that an Advisor had conducted 24 prospect meetings within an 8 week period.
This data in and of itself did not raise a flag other than missing the goal of getting 5 prospect meetings per week. What we did see is that he only had 1 second meeting.
Through a timely intervention with our coach, his Branch Manager and himself, we found the reason he was not booking second meetings and he is now back on track.
We also uncovered a core competency, booking meetings with senior executive at large organizations, an ability he was not aware he possessed. He is now focused on that market segment and producing results.
Case Study #2
Being more comfortable with marketing an Advisor spent 17 hours one week hand writing envelopes inviting cold prospects to a seminar. Within one week we were able to help the Advisor shift from a focus on marketing activities to sales activities which generated 4 meetings the following week.
