Eldon and Michelle Brown
Del Rio, Texas
When Eldon and Michelle Brown attended Peter Montoya seminar in June 2004, their business had plateaued. With 300 clients in their book, they were generating only about $275,000 in gross revenue per year – and they were exhausted.
"We took on everyone and anyone," Eldon reflects, "and the business was basically running me. I felt stressed out, unsure and I had no direction. Plus, I was working too many hours."
Just as the Browns accepted all comers, they accepted all marketing ideas. "Whatever advertising a person came in to sell us, we just did it," Michelle notes.
Peter Montoya helped Eldon and Michelle change all that. In the 12 months following PBU, they increased their client count up to 329, produced $330,000 gross, and increased their net by 20%. Better still, they are on track for about $400,000 in revenue for calendar year 2005.
To get there, Eldon admits they had to make a few changes.
"At PBU Weekend, we decided to brand ourselves as ‘Del Rio's Retirement Specialist.' However, because we work in a small town, we remained a bit fearful that our new brand might be too exclusive, so we procrastinated a few months.
"Thank goodness our Strategist kept after us. We now attract a higher-caliber client, and we were able to thin out a few clients who never really fit our business … It's about knowing who you want, who you are targeting, and being more confident when someone comes in the door. I feel relieved that I am not taking on clients who don't make any sense given my true area of expertise."
Michelle also sees the difference. "We aren't throwing money all over the place anymore. And, when someone new walks in the door, we are much more confident because we are mutually deciding if this potential relationship is a good fit for all parties."
And you won't find Eldon at the office after 4 p.m. anymore. Chances are, he'll be out cycling, or spending far more valuable time at home with his loved ones. |
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