1. Lead Generation and the Process to closing the sale Stephen Egan

2. Introduction Intro. Solas Financial – Property investment, development and mezzanine finance company servicing investors of varying wealth and risk profiles in mainland Europe and North America. – We Sell Investments. We are a Sales Company.

3. About Solas Financial Products are various asset classes from – Hungary (Budapest) – Florida – France – Ireland Value add – Tax efficient structures, legal, local finance, screening, syndicate organisation.

4. Business Model Commission on sale. (Cashflow & Transactional) Consult / Syndication. (Profitable and Time Consuming) % of profit on spec projects (V Profitable and V Time Conuming)

5. Sale Process Clear Definition of Ideal Client. – >150 equity, Joint Income of >85k (Cashflow & Transactional) – >500 equity, Joint Income of >200k. (Profitable and Time Consuming) – >1m cash plus significant other assets and willing to invest / co-invest into well researched projects. (V Profitable and V Time Conuming)

6. Sale Process Process is very Web Centric. – SalesForce.com is the CRM Engine. – Extensive use of customisation features. – All Brochures delivered electronically – Leads direct to CRM, most are responded via Rules – Clear Documentation on how each lead get categorised Status: Warm, Hot, Closing, Cold, Closed. Capacity Rating: 250, 500, 1M Clear Definition on next action. Clear notes on each engagement. (large volume) Method to track and extract investors requirements. – (Example Jardins)

7. Sale Process (Advertising) – Web based Advertising. – Defined Cost Per Lead Objective (<10) – Lead defined as one with valid Email address and Valid Phone no. – Constant monitoring of where leads are coming from and what category of Client they fit into and monitoring whether they are closing Surprising results. Some advertisers a grossly underselling their online add space. More simply do not know how to price online advertising. – CRM process allow us to respond to c. 400 new leads per month. –

8. Sales Process, Ideal Client Defined Sales process feeds Cat 3 ideal Client Clear categorisation and screening eliminates effort and product been allocated incorrectly.

9. Summary Once product and sales process is defined and validated then, repeat and repeat and repeat. Hard, Repetitive, 99% Sweat and grunt work. Easy to find excuses not to do the repeat bit. Interesting work is not necessarily where the cash flow or profit lies.