For the convenience of other audience members, cellphones should be silenced or turned off during presentations. The document provides strategies for financial advisors to increase their profits, including focusing on factors within their control like expenses, cost of sales, and total sales. It examines the super profit formula of quantity (number of prospects x conversion rate) times quality (number of sales per client x average sale per client) times leverage (systems/capital/etc). Case studies show how practices increased profits by reviewing existing clients more thoroughly and implementing a full needs analysis for new clients. The document stresses concentrating efforts on the factors an advisor can control to drive business growth.

1. For the convenience of other audience
members, please check your cellphone

2. Super Profits

3. Cut to the
chase...
 M a isermaket dolas ae w st
ost dv r ing l r r a ed
 E er w nt t ma mor money
v yone a s o ke e
 E er t mor moneycomes fr
v yone hinks e om
ha ing mor cl s
v e ient
 E er w nt newpr
v yone a s ospect idea
ing s
t efor
her e
 BUT M e cl s equa mor ser icing,
or ient l e v
dista ions, cost
r ct
 AND Notalcl s ae good cl s
l ient r ient

4. The real issue: Getting More $ per client
W lconsidert st aegic ov l y
e’l he r t era
W tyou a ual contol
ha ct ly r
W tis t Pr for a
ha he ofit mul
L a 2 r lexa es
ook t ea mpl
W w lt l t ct
e il ak a ics
Some suggest t go forgol
ions o d

5. Strategic
Overlay
Considert fa s....
hese ct
• 60 a iser see t
% dv s hemsel es differ l t w tt
v enty o ha hey
a ual do
ct ly
• A iser ae t No 1 sour offina linfor t foronl
dv s r he ce ncia maion y
19% ofKiw i’s
• 79% ofmaket l ds nev conv t
r ing ea er er
• T w NUR UR l ds gener t 50 mor in saes, a
hose ho T E ea ae % e l t
3 % l maket cost
3 ess r ing
• Nurur l ds ma 4 l r pur ses t n newy
t ed ea ke 7% ager cha ha l
quaified l ds
l ea
T cr t aCust t e mustbe Tust
o eae omer her r
T buil L ly
hen d oyat
T ConfidentCust s r
hen omer efer

6. Smart: Control
what you can
PR is ha ing mor t a saes t n t costofsaes a
OFIT v e ot l l ha he l nd
expenses.
SuperPr is ha ingW Ymor – r ous R
ofit v A e idicul OI
T pah t SuperPr : know what you can
he t o ofit
control T tis:
. ha
 Expenses,
 Costofsaes, or
l
 T a saes
ot l l
T per s us t concentae on onl 1 el , so w lgo for
ime mit o rt y ement e’l
“T a Saes”
ot l l

7. Super Profit Formula:
The QUANTITY (no ofprospect x conv sion r t
s er ae)
X QUALITY (no sales/client x average sale/client)
X LEVERAGE (systems/capital/etc – time & capacity)
X MARGINS (costofsaes + expenses a %)
l s
= SUPER PROFIT

8. Quick recap....what you can control
Pros pecting – pot ia a it a a ied
ent l bil y nd ppl
Convers ion a it – pr
bil y ospect int cust s, cust s int cl s,
s o omer omer o ient
cl s int COI, et
ient o c
Number oft you sel t ea cust
hings l o ch omer
T $$ value ofea t you sel
he ch hing l
T go forgol focus on w tyou CA cont ol
o d, ha N r

9. Case Study: Single Adviser Practice
20 9: $14 ,60 A Aer ge sae $1,3
0 0 0 PI. v a l 15
20 : $13 ,70 A Aer ge sae $1,576
10 8 0 PI. v a l
O ne Change made: Review every A & B client
20 R t
11 esuls:
$255,360 API. Aer ge sae $2,20
va l 1
32% incr se in numberofsaes
ea l
39% incr se in a er ge sae size
ea va l
84% incr se in t a NewBusiness
ea ot l

10. Case Study: Large multi-adviser practice
20 : Al r a isor for r onl a er ge A persae $1,20
10 age dv y ce, isk y, v a PI l 0
O ne Change made: “Ful needs anal
l ysis”
20 Aer ge sae size gr t ov $1,50 A Saes v ume incr sed
11: v a l ew o er 0 PI. l ol ea
onl sl l (3
y ighty %).
25% incr se in business fr sa cl s, sa a iser sa
ea om me ient me dv s, me
pr s
oduct

11. Which levers work for what?
Quick Impact Long Term Gain
L v ume ofpr
ift ol ospect
s. Aer ge sae v l w h needs a l + 3 (e.g. 110 A t
v a l aue it naysis 6% 0 PI o
L quait ofpr
ift l y ospect (a da it
s ffor bil y) 150 A
0 PI)
R wa iv y– your orot s. (a g a iser6a s/ k? “SEE
a ct it s her v dv ppt w ). Focus on being ma infor t pr ider Cont maket is t
in maion ov . ent r ing he
the peopl e” go.
Conv sion – LE T Nt cl (I a t al ser
er NG HE ime/ ient m ot ly ious!) Impr e skils A experise. Knowmor t ch mor sol e mor
ov l ND t e, ea e, v e.
Use meet a . Setexpect t
ing genda aions. T lt w tyou ca do
el hem ha n
M o ca igns
icr mpa Cl segment t F on t you ca getexcept lr ur
ient aion. ocus hose n iona et n
on.
Sel iv fee- t M pr ect
ect e seting. ini oj s.
Numberofsaes/ omer T Big. Biggerissues/ ut G for
l cust : hink sol ions. o
Numberofsaes/ omer St r Smal(ba cov enha
l cust : at l se er ncement s).
w letshae – t l ime v l
al r hink ifet aue.
ov o edium (compl ayser ices &pr l .
M et M ement r v oduct ines)
Use Lev a (peopl $, infr stuct e)
er ge. e, a r ur

12. Content Marketing:

13. Action Plan
Pr ion pl nned. R a, pr a
omot a egul r ogr mmed.
Cor M r ing a iv ies schedul
e aket ct it ed.
R a COI a iv yschedul
egul r ct it ed.
One- one pr
on- ospect t al t
ing ime locaed.
Cl (r enue- aing)meet pl nned
ient ev gener t ings a
Cl meet pr &folowup pl nned
ient ing ep l a
...t al t ga t be used for“office w k” a “dr ins” or
hen low he ps o or nd op-
“ser ice” w k.
v or

15. Pulling it together...
The sal bone’s connected to the marketing
es Getting the right things done
bone...the marketing bone’s connected to the
CRM bone... right, in the right order...
Communicae. T l t peopl
t ak o e.
Ha e t getbusy&a iv L ha fr fir .
v o ct e. ow nging uit st
F on BLUE t in SuperPr for aa st r
ocus hings ofit mul t at
(qua it quait l er ge – in t tor )
nt y, l y, ev a ha der
Be t infor t sour – cont !
he maion ce ent
Buil tustw h quait infor t a da e sol ions t
d r it l y maion; ffor bl ut o
t needs; pr
heir ofessiona pr
l ocess; cl rexpect t
ea aions.
T Nyou ae becomingr r bl
HE r efera e
Communicae. T l t peopl
t ak o e.

16. F mor infor t oridea check out
or e maion s, :
ww r l
w .st ictybiz.co.nz
TonyVidler
http://tonyvidler.blogspot.co.nz/
htp:/w w cebook.com/ ges/ r l Business-
t / w .fa pa St icty-
Ld/ 94
t 2914 997569951
http://www.linkedin.com/in/tonyvid ler