1. Module one lead generation system market while you sleep

Transcription

1 1. Module one lead generation system market while you sleep 1.1. Why old marketing strategies don t work anymore Do you have to spend money on adverting The TV Industrial complex what s broken People don t have time, its crowed, too many brands to compete with The law of ideas diffusion and innovation Why you need to pick a niche How to pick a niche Being remarkable Tell them what they want to hear, educate them about what they need Life time value of a client One page marketing plan 1.2. When will print adverting work Most common mistakes (case studies) Print strategies that work what to look for and plan Picking your publication Don t ask people to call you How to write a killer headline Write in point of you Same ad copy 1.3. Webinar marketing an awesome tool Webinar versus seminar Webinar key success factors steps to developing an effective webinar Webinar tools (As a bonus on day 31 you will receive access to a complete webinar course valued at $889) 1.4. Referral strategies Why people refer Why people don t refer Are you referrable? The # 1 referral strategy other referral strategies Rewarding referrals 1.5. Online marketing strategies An effective free report strategy on your website How to automate a free report sales process Pay per click advertising Other online adverting Social media 1.6. Everything that doesn t work save yourself thousands and learn from my lessons tactics that I have wasted money on 1

2 2. Module two sales system convert more leads quicker 2.1. Build trust fast Trust matters The Trust Equation step trust meeting Influencing 2.2. Systemize the sales process Why My system Enquiry Welcome package Before the meeting Meeting and post meeting Follow-up system Sales system 2.3. Qualify hard, sell easy What determines your profit What drives profitability Quality when? PAM What to do then? 2.4. Trust meeting system There s only one way Rule of Set objective Agenda Diagnostic questionnaire Agree on needs Sell you Sell the company Solution Commitment 2.5. Willing sales tools (including NCCP) It s not what you say Hard copy or Content Using NCCP to win the sale quicker 2.6. Quick and effective lead contact system It takes 7 touches Bring value first Final magic! 2

3 3. Module three - systemisation tools only work once 3.1. Prospecting/marketing tools Website Overseas works for simple tasks Save on graphic design Remarketing Webinar and tools Free PR 3.2. Funnel/pipeline Simple works best Quick s write once Library of fanatic value-add articles Newsletter Our best tool 3.3. Lodgement Checklist Texting Application prep worksheet App notes worksheet 3.4. Post settlement/relationship Survey tools How to do the annual review Keep it personal 3.5. Office Quick operations manual Keep on target Virtual PA Dragon dictation Share calendar with clients Time tracking help you focus on your top priorities Send/receive large files safely Server Electronic faxes 3.6. Interview with Mario Borg 3

4 4. Module four How to outsource all admin 4.1. Face your fears - hire admin help with confidence My story Mario's story Common fears False Expectations Appearing Real How to overcome fears The value of an admin person Options - part-time, per file, temp, casual, VA 4.2. Define the role and responsibilities How to write a scorecard The winning attributes of great admin staff What they should do - does the client expect you to do everything? What they shouldn't do 4.3. Recruiting system - search and hire in less than 4 hours costing $ Write the job ad. Video. Be different. Be yourself Record message Post on Seek Review messages and rate using the worksheet Pick the top Interview each for 30 min on the same day Ref checks Offer... Done! 4.4. Managing your staff for productivity The key to staff happiness Accountability and coaching Retention how? Quarterly reviews 4.5. Make themselves replaceable A system for recording the system Website and tools Perfect is the enemy of done What if they get hit by a bus Business value 4.6. Interview with Mario Borg 4

5 5. Module five bullet-proof your business model 5.1. My cautionary tale (my story) Why it worked when it was just me The road I travelled The difference between a principal broker and a staff member SWAT and run the numbers Lack of systems and training - system was in my head Need to admin for 40% EBIT 5.2. Why the business model is important The strength of the business model will affect growth and margin mths on your business model will save you 3 years The business model does all the heavy lifting Sustainability and focus 5.3. Traits of successful business models Scale Reach Work once, sell many times Quick return on cash Doesn't require skilled labour Easy, quick and low-cost to test 5.4. Examples of good and bad business models... some in MB industry YBR Sub-aggregator One stop shop One broker + multi admin Google adwords, Kogan, Blockbuster, MS Word 5.5. How to develop your business model Start with the why Don't innovate on how you make money, innovate service delivery Financial model & SWAT Fire bullets before firing cannons 5

6 6. Module six how to hire a loan writer successfully 6.1. The number one mistake that the industry makes What's the difference between SE, 100% comms and salary If 100% comms, why do they stay? Does your business model need them to stay? What's the difference between a bank and brokerage? 6.2. Remuneration models Base salary + comms Base salary + discretionary bonus Comms 6.3. How to hire them ABH Why recruiting is too risky (talk about Top Grading methodology) Where to find good talent and how to build the relationship How to sell your business - why they should come and work for you Understand cultural differences - between large and small businesses 6.4. Training and coaching System is the key Weekly training and role play - time is your greatest investment Weekly coaching and goal setting - business and try and include personal Role plays Discipline to follow your systems Technical knowledge is their responsibility 6.5. Managing and retaining Clear rewards Recognition (weekly, monthly & quarterly) Clear KPIs Hire slow, fire fast You'll know in the first few weeks A module for knowing when to train, reward or sack 6.6. What if they leave? Employment contract Payout notice period Next closest person call 6

7 7. Module seven making more revenue per client 7.1. Leaving money on the table Value of multiple products A buyer is a buyer Leverage time, knowledge and trust Common objections from brokers 7.2. What to cross-sell 7.3. The key to success Be clear on the why. Make money or help the client? Seamless as possible View it as one service delivered using multiple products - not selling multiple products The sooner you bring it up, the more successful you'll be The client doesn't expect you to have all the answers In-house or alliance Cost Expertise Sticking to what you're good at Sale value Reputation and trust Revenue sharing 7.5. How to get more business from existing clients our story 7.6. Interview with a successful broker - what are his key success factors? 7

8 8. Model eight maximise your exit value 8.1. What does a purchaser pay for? Trail book - is it just an income stream Business with goodwill Start with the end in mind Turnkey business Documented systems Up to date CRM Marketing strategies Alliance / referral partners Staff and expertise Reputation and brand awareness and history 8.3. Relationship with clients personal or business Clients trust people before brands How many people does the average client deal with? Where does communication come from - all one source or multiple? What happens when a Principal takes a holiday? How easily do clients accept dealing with someone new 8.4. Upside What is the purchaser buying? Where's the purchasers value? Leave something on the table for the purchaser - doesn't necessarily exhausted all value 8.5. Getting ready for sale Work yourself out of the business Install management Ownership structure optimised Marketing your business - let people know you're there 8.6. Interview with Mario Borg who sold for 4 times trail. 8