C.R.
Ekern & Company
Private Client
Sales Manager's Conference
Scottsdale, AZ - October 2004
Client Data
C.R. Ekern & Company held its first annual Private Client Sales Manager's Conference in October, 2004. The Sales Manager's Conference was an invitation only event and included the principals, sales managers and key production personnel from many of the nation's leading brokerage firms.
At the beginning of this event, C.R. Ekern & Company asked our Private Clients about the dynamics of their firm's internal resources, their revenue base, and their large account production and retention efforts since adopting the Consultative Brokerage Methodology. The results of the questionnaire are as follows:
| Category | Results |
| Total Revenues of firms in attendance | $ 455,000,000 |
| Total Commercial Revenues | $ 310,000,000 |
| Which of the following on-staff resource capabilities does your firm currently have? | |
In-house Claims Management (beyond standard claims reporting and monitoring duties) |
93% |
|
93% |
|
80% |
Industry - Specific Resources |
67% |
| Prior to adopting Consultative Brokerage™, what % of your firm's new revenues came from BOR's? | 7.6% |
| What % now comes from BOR's? | 35% (a 460% increase) |
| Prior to adopting Consultative Brokerage, what was your average new account target size? | $ 16,300 |
| What is that target size now? | $ 31,600 (a 94% increase) |
| Prior to adopting Consultative Brokerage, what was your commercial hit ratio? | 27% |
| What is your hit ratio now? | 54% (a 100% increase) |
Sales Manager's Conference Overview Page
Overview of our Private Client Program
Best
regards to all Consultative Brokers
C.R. Ekern & Company
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