Jay Abraham's Case Study #224
From: Jason Jackman
To: Jay Abraham
Sent: Thursday, August 01, 2002 11:59 PM
Dear Jay,
For four years now I have been studying and gradually implementing your material into my business with excellent results.
I own a mortgage firm specializing in saving people time and significant amounts of money. In the four years I have been using your marketing methods my business has on average DOUBLED every year, last year we increased 126%.
Examples of the techniques used -
1. At Mastermind Marketing seminar in 1998 at Heathrow you specifically told me to significantly increase the fees I charged. We did and the net value of every case increased, as did the number of clients. The higher fee has reduced the number of objections. We have since increased the fee again in late 2000, which contributed to a major proportion of the 126% growth for that period. Simple and very powerful.
2. I wrote an educational/pre-emptive based direct mail pack sent to prospective clients in late 1998 that guarantees a response rate of 5% every single time we mail. This is an excellent lead generating device.
3. Referral strategies - we have implemented and consistently use 3 strategies for referrals, at initial presentation, follow-up on completed business and reciprocation based offer/incentive once per year for existing clients that has currently resulted in our ratio of referral business being 50%+ today.
4. Using the PEQ, I rewrote our presentation to be more pre-emptive /educational and core story based. Our conversion rate previously had been 1:4 of people seen would sign up. At the same time that I rewrote the new presentation I took on two new sales consultants and trained them to present exactly the way I wanted them to. Their conversion rates are 1:1 and 1:2 respectively!! I estimate that this change alone will make a difference of £600,000.00 this year, even without increasing the amount of new clients we see!! A phenomenal result.
Kind regards,
Jason Jackman
M.D. Gold Flexible Mortgages
P.S. I appreciate every single thing you do and know that even with the above success stories I am only scratching the surface of what can be done.