Services for sales professionals in the financial services industry
Comer Consulting offers services designed for accountants, financial advisers, financial planners, insurance agents, registered representatives and private bankers. We help you attract
Carriage Trade ClientsTM.
Through individual consultation and coaching, we will examine your current financial services practice to help you:
Once we have created the framework for moving your client base upscale, we will provide coaching for six months to implement the plan. If desired, we will also execute the marketing plan.
Identify a market niche of high net worth clients.
This service will examine your practice to identify market niches for acquiring high net worth clients. We will segment your client base, identify markets that you currently attract and identify clients that you prefer. We will analyze your existing client base to determine how much leverage affluent clients provide in your practice. This will help you make fact-based decisions about the risk/reward trade-offs of an affluent practice. We will use this information to
- Create a target client profile to help you identify prospective Carriage Trade ClientsTM.
- Identify your target market so you will know where to find your target prospects.
- Leverage the success you have already had to jump-start acquisition of Carriage Trade ClientsTM.
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Develop a marketing strategy to penetrate that market niche.
This is the core service of Comer Consulting, LLC. We will:
- Develop your marketing plan by focusing on the market niche we have identified
- Leverage strategies you have found successful in the past
- Identify additional strategies to increase the carriage trade prospects in your pipeline
- Provide support materials, training and coaching to help you become comfortable using any strategies that may be new to you.
Comer Consulting will develop a complete marketing plan from the strategic to the tactical. In addition to summarizing the strategic direction for the marketing efforts, this plan will include tactical details tied to your growth objectives:
- Goals
- Audience
- Activities
- Budget
- Measures of success and
- Activities calendar
If you are affiliated with a corporate brand, the marketing plan will leverage any corporate initiatives and resources that complement your strategies. However, the marketing plan will be centered on you, the financial sales professional, because the key to acquiring and retaining affluent clients is a personal connection with the prospect.
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Provide client service that deepens relationships with clients in that market niche.
Comer Consulting bases its approach to client service for
Carriage Trade ClientsTMon the following concepts:
- Client service is the key. Once you have acquired Carriage Trade ClientsTM, your ability to keep them is highly dependent on your client service.
- Carriage Trade ClientsTM require a different and generally higher level of service. The client service expectations and needs of affluent clients differ from the expectations and needs of middle-America.
- Not all Carriage Trade ClientsTM have the same expectations. Within the affluent market, the expectations of a wealthy investment banker in New York will differ from an entertainment executive in California. The needs of a retiree in the Sun Belt will differ from the needs of an entrepreneur in the Midwest.
We will design a client service strategy that is appropriate for your target market and that is flexible enough to be customized for the individual needs of each client.
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Establish a financial planning and advice offering for that market niche.
Affluent clients are looking for financial advice. Typically, these clients are financially savvy and have other advisors with knowledge of the issues. To establish and retain credibility with these clients, financial sales professionals need a depth of knowledge in the areas of concern to their target markets. If you have any gaps in your knowledge or skills needed to provide solutions for those advice concerns, Comer Consulting will find or provide training to bridge the gap.
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Speaking
Execution
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