EJ Culture Etc. Flashcards
What is the 5 Step Process?
Discovery Stage
1) where am I today?
2) where would I like to be? (Goals)
Analysis - do they have the resources, knowledge, time horizon, etc.
3) Can I get there?
Solution - leverage IPC guidance (1 click away)
4) How do I get there?
On-going Support/Contact
5) How can I stay on track?
What is the ‘Ideal Client Experience’?
1- Personal relationships
2- Solutions based approach
3- Exceptional Client Service
What are our 4 core values?
1- our clients interests come first
2- we believe in quality-oriented, long-term investment policy
3- We value working in partnership.
4- Individuals and their contributions are valued
What is EJ’s mission
1- We help individuals achieve their serious, long term financial goals by understanding their needs and implementing tailored solutions.
What are the 5 critical activities?
1- 25 quality contacts
2- asking open-ended questions to obtain financial needs and goals.
3- Present an appropriate solution and ASK for the order
4- Assess each contact and add to Jones Link- indicate next action
5- Contact prospective clients at least every 2 weeks
Key: ALWAYS DO WHAT IS RIGHT FOR THE CLIENT
Name the 4 KPI’s used to evaluate your performance.
1- Contact Rate (35%)
2- Lead Rate (20%)
3- Quality Contact(15%)
4- Close Rate (25%)
How do you determine CONTACT RATIO?
What does it tell you?
CONTACT RATE = # of people who open door/ # of doors knocked
Benchmark- 30-40%
- test different days/hours to identity best contact rate
- don’t start at 1 because you’ll be tired when people get home at 5
How do you determine LEAD RATE?
What does it tell you?
LEAD RATE = # giving permission for F2F follow-up but no phone #/ # of doors opened
BENCHMARK - 20#
- tells you how good ‘pitch’ is
- people interested in what you had to say but unwilling to give number
How do you determine QUALITY CONTACT RATE?
What does it tell you?
QUALIFIED CONTACT RATE = # of quality contacts / # of doors opened
T
BENCHMARK- 20%???
- tells you if you are working in Right territory
- forms your pipeline
Eval/Grad GOAL - 800
How do you determine 1st APPOINTMENT RATE?
What does it tell you?
1st APPOINTMENT Rate = # of set appointments set/ # of interactions
- how long it takes to turn a quality contact into a F2F appointment and op to establish client relationship.
How do you determine CLOSE RATE?
What does it tell you?
CLOSE RATE = # of sales/ # of appointments
BENCHMARK- 20% (EJ- 60-70%)
- tells you how good your pitch is
What is the response rate for over-sized mailers (postcards)?
- 25%
- Best response rate of all forms of direct marketing campaign.
