Jay Abraham's Case Study # 307
From: Alan "Skip" Canavan
To: Jay Abraham
Dear Jay,
My success story may not rival some of the others but it is a sucess to me. For five years I was the sales manager at a merchant credit card processing firm called eCredit Card Services. We wrote both retail and internet accounts. Prior to using your techniques we were writing a dozen new accounts per month. Our method of lead generation was via telemarketing new business lists and salesman cold calling. Business was slow and steady.
I created our USP based on our honest dealings in a cut throat business. All potential clients could call on our existing clients to check us out. Our client list was open to inspection. With nothing to hide potential clients trusted us.
We also started a very aggressive referral system. As sales manager/business development manager I contacted all vendors who worked with new businesses. These included banks, accountants, cash register firms, sigh companies, etc. They were in turn paid $100 to $200 for each lead that resulted in a new client. Also new clients were paid the same for other referrals.
Another avenue was paying our rivals for their turndown accounts. When we moved into internet processing we added web designers, ISP's, etc. With the internet we were able to receive referrals from all over the country. These are only a couple of the "Abraham" methods we employed. Trust me, there were a lot more. As a result our sales went from about 12 per month to over 50 per month. And our profit per sale went way up.
A year ago our parent company was sold and our division was shut down. The best thing about our wild ride and demise was that your teachings work.
Thank you,
Alan "Skip" Canavan
Alan Canavan
Loan Officer, Cornerstone Commercial Mortgage
Alan "Skip" Canavan has over 20 years of sales and business development experience. Skip spent two years as a loan officer for a Las Vegas mortgage company where he developed the commercial lending department. Prior to that position he spent eight years as the sales and marketing manager for an internet based banking firm.
Skip is involved with the local community serving as a youth t-ball, basketball and soccer coach and active with Pop Warner Football. In 2004 he was involved in the downtown Las Vegas Redevelopment Tours serving as a guide and speaker for out of town developers.
A Boston native Skip attended El Camino College in Torrance, CA. **Skip's currently a loan officer of Cornerstone Commercial Mortgage, where they ONLY arrange loans with QUALIFIED INSTITUTIONS for HARD MONEY FINANCING.