By Brent J. Welch, CFP, CRPS, ChFC, CLU, AIF
S-curve explosions, part two
Are you seeking to grow your busi- ness to massive amounts of gross revenue? Would you like to see
your business booming? Wouldn’t it be
nice to have prospective clients beating a
path to your door?
You are about to read how super-advi-sor Ron Carson broke through multiple
barriers to build his multimillion-dollar
advisory practice and generate more than
$15 million of gross revenue.
Through this chronological story line,
you may be able to glean some insight
into how your practice can grow and
flourish. During a presentation he gave in
By knowing what
they were doing as
developed a clearer
vision of what they
were doing as a
team. The teamwork
improved, and the
business grew tenfold
in two years.
April in Arizona, Ron expressed how his
30-year career grew exponentially when
he focused on various disciplines that
helped him explode his business in an s-curve pattern.
You are somewhere with your business
right now. Where you are is where you
are. But where do you want to be? If you
want to get from here to there, you need
to implement some basic fundamentals to
help you grow.
BRENT WELCH, CFP, ChFC, CLU, is founder and managing member of Welshire Capital LLC. Reach im at www.welshirecapital.com.
Ron Carson went
from $140,000 in revenue in 1989 to $1
million in 1991, and
he credits system integration as the key
to his growth. By systematizing everything
in his practice, he had
every one of his team
everything they did.
He did the same, and
then they created a
systems manual. This
manual became the operations guide to help
them develop intentional competency. By
knowing what they were doing as individuals, they developed a clearer vision
of what they were doing as a team. The
teamwork improved, and the business
grew tenfold in two years.
Some of the things they documented
included establishing account minimums
for new business of at least $250,000 and
setting up communications standards with
clients to chart how each client would receive 100 touches per year. Clients would
receive a weekly market commentary, a
monthly newsletter, quarterly calls and at
least an annual review.
In addition to this, Ron began to sys-
tematize his sales presentations. When
he followed a pattern of how he present-
ed his recommendations and action plan,
he could improve that presentation with
each presentation. Finally, he developed
what he called love-affair marketing.
Ron put one person in charge of being
in touch with current and prospective
clients in a personal and relational way.
This relationship marketing specialist
would create random
acts of kindness for
clients in need or cele-
brating exciting times
in their lives, such as
or the birth of a grand-