1. LIVE IN L.A. Your all access pass to complete Wealth Management Eric Lauzon, Regional Vice-President, Eastern Canada Assante Advisors: Keith Donoghue and Sam El-Chaer Prospecting Success: Active vs. Passive Marketing

2. 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. 2 Prospecting Best Practices

3. 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 3

4. 1. Ads Number of activities Investment of time & money Return on 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

5. 5 RankAADB Start DateAdvisor NameDominant MarketingSecondary Marketing 15 10-02-00G. L. TVNiche 21 09-04-01J. D. Referrals 24 07-29-02D. J. NicheNetworking, COI 39 12-01-01M. L. Niche 32 11-01-00G. B. Mining 44 11-01-00M. F. Mining 1 05-31-07J. T. COIReferrals 6 10-15-08E. L. NetworkingCOI 301-11-08K. W. COI Referrals, Advertising, Seminars Marketers, Large (75+) books (9/13) Top 50 net sales of 2012

6. 6 Rank AADB Start Date Advisor NameDominant MarketingSecondary Marketing 30 10-02-00T. SocialNetworking 22 10-02-00G. M. SeminarsNiche 8 10-02-00D. T. Niche marketing 18 05-31-07R. A. Mining 37 05-31-07R. W. MiningReferrals 48 05-08-07P. G. MiningCOI 50 07-21-00I. G. Mining 27 10-02-00D. P. MediaSocial 42 06-01-09N. Y. COINetworking Marketers, Medium books (9/22) Top 50 net sales of 2012

7. 7 Rank AADB Start Date Advisor NameDominant MarketingSecondary Marketing 505-08-07J.-P. N.Telemarketing residences 2907-08-08N. L.Telemarketing residences 3101-15-07R. A.Telemarketing residences 3408-11-08A. Telemarketing residencesTelemarketing Business 4511-11-08J. V.Niche Marketers, Small (<30) books (5/15) Top 50 net sales of 2012

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