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Eric Lauzon, Regional Vice-President, Eastern Canada
Assante Advisors:
Keith Donoghue and Sam El-Chaer
Prospecting Success: Active vs. Passive Marketing
Marketing vs. Prospecting
• Marketing: – The commercial processes involved in promoting,
selling and distributing a product or service. Most companies have a manager in charge of marketing.
• Sell:– a. To bring about or encourage sales of; promote: Good
publicity sold the product.– b. To cause to be accepted; advocate successfully: We
sold the proposal to the school committee.• Prospect:
– To search for or explore (a region) for mineral deposits or oil.
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Prospecting Best Practices
Prospecting Strategies & Success Stories
• Keith Donoghue– St-Laurent, QC– 20 years experience– 47% AUA last three years– Average $4M net sales per year
• Sam El-Chaer– St-Laurent, QC– 13 years experience– 150% increase AUA last five years– Average $4.6M net sales per year
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1. Ads
Number of activities
Investmentof time &
money
Returnon
activity
1.2.
3.4.
5.
6.
2. Ads in niche publication
3. Targeted mailings from database
4. Targeted seminar
5. Meetings with Niche COI
6.Telemarketing Niche+ + + + +
Marketing ROI and ROA
Prospecting Best Practices
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Rank AADB Start Date Advisor Name Dominant Marketing Secondary Marketing
15 10-02-00 G. L. TV Niche
21 09-04-01 J. D. Referrals
24 07-29-02 D. J. Niche Networking, COI
39 12-01-01 M. L. Niche
32 11-01-00 G. B. Mining
44 11-01-00 M. F. Mining
1 05-31-07 J. T. COI Referrals
6 10-15-08 E. L. Networking COI
3 01-11-08 K. W.COI
Referrals, Advertising, Seminars
Marketers, Large (75+) books (9/13)
Top 50 net sales of 2012
6
Rank AADB Start Date Advisor Name Dominant Marketing Secondary Marketing
30 10-02-00 T. T. Social Networking
22 10-02-00 G. M. Seminars Niche
8 10-02-00 D. T. Niche marketing
18 05-31-07 R. A. Mining
37 05-31-07 R. W. Mining Referrals
48 05-08-07 P. G. Mining COI
50 07-21-00 I. G. Mining
27 10-02-00 D. P. Media Social
42 06-01-09 N. Y. COI Networking
Marketers, Medium books (9/22)
Top 50 net sales of 2012
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Rank AADB Start Date Advisor Name Dominant Marketing Secondary Marketing
5 05-08-07 J.-P. N. Telemarketing residences
29 07-08-08 N. L. Telemarketing residences
31 01-15-07 R. A. Telemarketing residences
34 08-11-08 A. A. Telemarketing residences Telemarketing Business
45 11-11-08 J. V. Niche
Marketers, Small (<30) books (5/15)
Top 50 net sales of 2012
Thank you
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