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

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

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

1. Ads

Number of activities

Investmentof time &

money

Returnon

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 ROAProspecting Best Practices

5

Rank AADB Start Date Advisor Name Dominant Marketing Secondary Marketing

15 10-02-00 G. L. TV Niche

21 09-04-01 J. D. Referrals  

24 07-29-02 D. J. Niche Networking, COI

39 12-01-01 M. L. Niche  

32 11-01-00 G. B. Mining  

44 11-01-00 M. F. Mining  

1 05-31-07 J. T. COI Referrals

6 10-15-08 E. L. Networking COI

3 01-11-08 K. W. COIReferrals, Advertising, Seminars

Marketers, Large (75+) books (9/13)Top 50 net sales of 2012

6

Rank AADB Start Date Advisor Name Dominant Marketing Secondary Marketing

30 10-02-00 T. T. Social Networking

22 10-02-00 G. M. Seminars Niche

8 10-02-00 D. T. Niche marketing  

18 05-31-07 R. A. Mining  

37 05-31-07 R. W. Mining Referrals

48 05-08-07 P. G. Mining COI

50 07-21-00 I. G. Mining  

27 10-02-00 D. P. Media Social

42 06-01-09 N. Y. COI Networking

Marketers, Medium books (9/22)Top 50 net sales of 2012

7

Rank AADB Start Date Advisor Name Dominant Marketing Secondary Marketing

5 05-08-07 J.-P. N. Telemarketing residences  

29 07-08-08 N. L. Telemarketing residences  

31 01-15-07 R. A. Telemarketing residences  

34 08-11-08 A. A. Telemarketing residences Telemarketing Business

45 11-11-08 J. V. Niche  

Marketers, Small (<30) books (5/15)Top 50 net sales of 2012

Thank you

For advisor use only

Assante Wealth Management’s advisory services are offered through Assante Financial Management Ltd., Assante Capital Management Ltd. and Assante Estate and Insurance Services Inc. Assante Estate and Insurance Services Inc. is owned by Assante Financial Management Ltd. and Assante Wealth Management (Canada) Ltd. ®The Assante symbol and Assante Wealth Management are registered trademarks of CI Investments Inc., used under licence.