We are thrilled to announce the Marketer of the Year winner for 2011!
We received more entries than ever before and the selection process was very difficult. Many entries were considered extraordinary, however in the end our team of certified coaches selected the following entry based upon the execution of 3 important factors: creativity, the event itself, and most of importantly ROI.
 
Congratulations, this years winner is:
 
James R. Mounier, CSNA, CRPC®, CIMA®, CFP®
Senior Vice President – Investments
Wealth Management Advisor
Merrill Lynch
7210 East State Street, Suite 102
Rockford, Il  61108
 
  James and his Team will be awarded one full year access to The Weylman Center for Excellence in Practice Management™  and two coaching sessions with Richard. 
  
  
  Here is his Team’s winning entry, enjoy…..
 
 The following three events really standout based on the feedback we have received from our clients and prospects.  It is difficult to tell if our new client relationships were a direct result of them attending one or more of our events.  One thing we do know, these events separates us from many of our competitors in Rockford.  We believe all of our events allow our clients to get to know us better and gives prospects the opportunity to learn more about us and interact with our happy clients.  People ultimately do business with the people they like and trust.
 
At each event (except the hockey game) we give a copy of The 50 Questions You Need to Ask….To Achieve the Financial Advisor Relationship You Deserve to anyone who does not already have copy. I wrote and published this book in 2006.
 
Prospecting Event (Women Only)
This event was held June 20, 2011.  We hosted “Organizing Your Financial Life” seminar at Anderson Japanese Gardens in Rockford.  We purchased tickets for the garden tour and allowed time beginning at 4:00 for everyone to tour the gardens before our event that began at 6:00.  The gardens are rated as one of the top Japanese gardens outside of Japan.  This was a women’s only event.  There were 32 attendees.  More than 1/4 was prospects, best girlfriend, adult daughters, daughters-in-law, or mother-in-law.
 
Original Idea:  Heard about doing a women only event from Dion Rooney with MFS Investments.
 
Objective One:  Thank you to our clients.
 
Objective Two:  Connect with clients’ family members.
 
Objective Three:  Meet clients’ friends.
 
Objective Four:  Spend time with key prospects.
 
Invitation:  Personalized email
    
Follow-Up:  For this event we sent an email to clients and called prospects thanking them for attending and to see if they would like more information or to set-up a time to meet.
Overall Outcome:  See the overall outcome under “Client Appreciation Event.”
 ____________________________________________________________
Prospecting Event (Men Only)
This event was held August 11, 2011.  We hosted a “Weathering Market Storms” seminar with dinner coupled with a “Short Game Clinic” at my country club.  This was a men’s only event.  We had two PGA professionals from the country club teach chipping and sand shots.  We asked the attendees to bring their wedges and 7-iron to the clinic so they could get individual attention.  There were 35 attendees.  More than a 1/3 was prospects, best friend, adult sons, sons-in-law, father or father-in-law.  The invitation lists the golf clinic after dinner but we actually held the golf clinic first and then the presentation and dinner after.
 
Original Idea:  We heard about this idea from several investment wholesalers.
 
Objective One:  Thank you to our clients.
 
Objective Two:  Connect with clients’ family members.
 
Objective Three:  Meet clients’ friends.
 
Objective Four:  Spend time with key prospects.
 
Invitation:  Personalized email.
 
 
Follow-Up:  For this event we sent an email to clients and called prospects thanking them for attending and to see if they would like more information or to set-up a time to meet.
Overall Outcome:  See the overall outcome under “Client Appreciation Event.”
 
 ____________________________________________________________
 
Client Appreciation Event
Our community has an American Hockey League team (IceHogs) that is
affiliated with the Chicago Blackhawks.  The games have proven to be a great venue for an entertaining  clients and prospects.  Clients love to bring their children and grandchildren.  We rent the “Party Deck” that holds about 150 people for a Saturday evening game and provide food and refreshments.  Everything is included except parking passes.  We also arrange for the IceHogs mascot (Hammy Hog) to visit the Party Deck after the first period.
 
This event will be held December 3, 2011.  We have done this in past years with great success.  150 attend our last event on the “Party Deck.”
 
Original Idea:  Jim Mounier and John Larson.
 
Objective One:  Thank you to our clients.
 
Objective Two:  Connect with clients’ family members.
 
Objective Three:  Meet clients’ friends.
 
Objective Four:  Spend time with key prospects.
 
Invitation:  Personalized email (see below).
 
Follow-Up:  For this event we simply sent an email thanking everyone for attending.
 
Overall Outcome:  From prospects who have attended our events, so far this year we have opened 9 client relationships totaling more than $14,000,000 AUM.  We have several other prospects that we have met with one or more times.  We believe we will open at least 4 new client relationships within the next 3 months with total assets of about $6,000,000 AUM from these prospects. (For a total of $20,000,000 in AUM from these three events.)


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