{"id":19153,"date":"2023-07-13T15:00:47","date_gmt":"2023-07-13T14:00:47","guid":{"rendered":"https:\/\/www.franchiselocal.co.uk\/news\/?p=19153"},"modified":"2023-07-13T13:15:19","modified_gmt":"2023-07-13T12:15:19","slug":"focalpoint-case-study-increase-business-revenue-by-35-in-just-one-year","status":"publish","type":"post","link":"https:\/\/www.franchiselocal.co.uk\/news\/focalpoint-case-study-increase-business-revenue-by-35-in-just-one-year\/","title":{"rendered":"FocalPoint Case Study: Increase business revenue by 35% in just one year"},"content":{"rendered":"<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_88 counter-hierarchy ez-toc-counter ez-toc-grey ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">Table of Contents<\/p>\n<span class=\"ez-toc-title-toggle\"><a href=\"#\" class=\"ez-toc-pull-right ez-toc-btn ez-toc-btn-xs ez-toc-btn-default ez-toc-toggle\" aria-label=\"Toggle Table of Content\"><span class=\"ez-toc-js-icon-con\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #101010;color:#101010\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewBox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #101010;color:#101010\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewBox=\"0 0 24 24\" version=\"1.2\" baseProfile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/span><\/a><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 eztoc-toggle-hide-by-default' ><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"#\" data-href=\"https:\/\/www.franchiselocal.co.uk\/news\/focalpoint-case-study-increase-business-revenue-by-35-in-just-one-year\/#company-profile\" >COMPANY PROFILE<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"#\" data-href=\"https:\/\/www.franchiselocal.co.uk\/news\/focalpoint-case-study-increase-business-revenue-by-35-in-just-one-year\/#challenges\" >CHALLENGES<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"#\" data-href=\"https:\/\/www.franchiselocal.co.uk\/news\/focalpoint-case-study-increase-business-revenue-by-35-in-just-one-year\/#solutions\" >SOLUTIONS<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"#\" data-href=\"https:\/\/www.franchiselocal.co.uk\/news\/focalpoint-case-study-increase-business-revenue-by-35-in-just-one-year\/#results\" >RESULTS<\/a><\/li><\/ul><\/nav><\/div>\n<span class=\"span-reading-time rt-reading-time\" style=\"display: block;\"><span class=\"rt-label rt-prefix\">Reading Time: <\/span> <span class=\"rt-time\"> &lt; 1<\/span> <span class=\"rt-label rt-postfix\">minute<\/span><\/span><h3><span class=\"ez-toc-section\" id=\"company-profile\"><\/span>COMPANY PROFILE<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>An independent financial advisor.<\/p>\n<h3><span class=\"ez-toc-section\" id=\"challenges\"><\/span>CHALLENGES<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>The business was relatively flat year over year and they wanted $10M AUM growth per year. Their marketing was yielding single-digit returns at best.<br \/>\nThey were frustrated with some of their prospects and clients.<\/p>\n<h3><span class=\"ez-toc-section\" id=\"solutions\"><\/span>SOLUTIONS<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>We started at the beginning and measured Key Performance Indicators (KPIs) and Key Risk Indicators (KRIs) to ascertain that marketing events were yielding less than 10% prospects and from 0-5% prospects to clients. We then used DISC to redo the sales process and change the prospect assessment and associated approach to closing prospects. We refocused marketing to a referral-based strategy and did some extensive strategic work to realign.<\/p>\n<h3><span class=\"ez-toc-section\" id=\"results\"><\/span>RESULTS<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>The advisor is much happier with the business and the path it&#8217;s on. The last event they did had a 70% attendance to prospect and a 25% close rate on those prospects. In the first full quarter with the new focus they added $2.7M AUM all from referrals and\u00a0existing clients. There is much work still to be done but they are excellent at following the process and doing the work.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>COMPANY PROFILE An independent financial advisor. CHALLENGES The business was relatively flat year over year and they wanted $10M AUM growth per year. Their marketing was yielding single-digit returns at best. They were frustrated with some of their prospects and clients. SOLUTIONS We started at the beginning and measured Key Performance Indicators (KPIs) and Key [&hellip;]<\/p>\n","protected":false},"author":8,"featured_media":19164,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[30,1536],"tags":[],"class_list":["post-19153","post","type-post","status-publish","format-standard","has-post-thumbnail","category-business-franchises","category-focalpoint-uk"],"acf":[],"jetpack_featured_media_url":"https:\/\/www.franchiselocal.co.uk\/news\/wp-content\/uploads\/2023\/07\/unnamed-9.png","_links":{"self":[{"href":"https:\/\/www.franchiselocal.co.uk\/news\/wp-json\/wp\/v2\/posts\/19153","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.franchiselocal.co.uk\/news\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.franchiselocal.co.uk\/news\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.franchiselocal.co.uk\/news\/wp-json\/wp\/v2\/users\/8"}],"replies":[{"embeddable":true,"href":"https:\/\/www.franchiselocal.co.uk\/news\/wp-json\/wp\/v2\/comments?post=19153"}],"version-history":[{"count":0,"href":"https:\/\/www.franchiselocal.co.uk\/news\/wp-json\/wp\/v2\/posts\/19153\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.franchiselocal.co.uk\/news\/wp-json\/wp\/v2\/media\/19164"}],"wp:attachment":[{"href":"https:\/\/www.franchiselocal.co.uk\/news\/wp-json\/wp\/v2\/media?parent=19153"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.franchiselocal.co.uk\/news\/wp-json\/wp\/v2\/categories?post=19153"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.franchiselocal.co.uk\/news\/wp-json\/wp\/v2\/tags?post=19153"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}