Financial Services Company Increases Sales By 327% Using A Process To Reactivate Past Clients

Client Profile: The area manager of a national Financial Services Company needed a better strategy for recruiting new associates.

Opportunity: The area manager was having trouble recruiting associates. The major objection was working on straight commission. He had thousands of orphan accounts that his associates could call on, but even his established associates resisted making cold calls. The main problem was that there was no proven method in place to consistently reactivate the orphan accounts.

Strategy: We developed a process for converting the orphan accounts into active accounts and used our results as a recruiting tool to demonstrate that the company offered a proven system for producing a predictable and unlimited income without the need for making cold calls.

We created a short voice-mail script that the associates would leave during the day. The message was NLP (Neuro-Liguistic Programming - a form of conversational hypnosis) based. 28% of the people who received the message returned the associate’s call and set up an appointment to update their financial goals.

The new process was successful because:

• It positioned the associate as a consultant and not a salesperson.
• It eliminated the stress of making cold calls.
• Since the associates were just leaving messages, they were able to reach a larger number ofpeople during the day.

Result: The area manager was able to successfully recruit 12 new associates over a 6-week period. Eleven of the twelve exceeded the company’s 1st year sales quota and continue to be top producers.