1. Right-Sizing Your Broker Base
Presented by: Kevin Cott
CEO of Qualified Financial Services
Toronto, Ontario
Share the tools

2. Share the tools

3. Share the tools

4. Annual Planning Share the tools 4 days Entire Management Team
Review all aspects of the business
Quantify Advisor relationships
Establish plan for the following year
Share the tools

5. Issues Associated With Non-Productive Advisors And Toxic Relationships
Time
Knowledge
Meetings
Lunches
Resources
“Don’t let one bad apple spoil the whole bunch”
Share the tools

6. Spread Sheet Share the tools 1 Smith 269,116.23 2 Johnson 266,629.54 3
Williams
255,608.06 4
Jones
250,857.12 5
Brown
246,733.05 6
Davis
141,759.97 7
Miller
239,272.56 8
Wilson
236,785.32 9
Moore
232,567.85 10
Taylor
231,811.15
TOTAL
2,371,140.85
Anderson
199,324.45
Thomas
Jackson
161,863.74
White
159,376.65
Harris
144,402.68
Martin
133,652.76
Thompson
111,915.35
Garcia
109,428.69
Martinez
106,941.54
Robinson
105,326.72
1,232,232.58
Share the tools

7. Who is controlling your business? Make sure it's you!
The Decision Itself
Who is controlling your business? Make sure it's you!
2009 Kick Off Meeting
“We’re serious about this business!”
Share the tools

8. “It’s Not You… It’s Us” Share the tools Dear Martha,
Qualified Financial Services Relationship and Support
We are writing to you today to inform you of changes that will take place with respect to our working relationship.
We have appreciated and valued the work we have done together. However, it is apparent that your activities have taken you in a different direction. Either you no longer have active contracts with Qualified Financial Services, you have not submitted any new business in the past 12 months, you no longer value our relationship, or our relationship is not impacting your business in a positive way…..
For those who currently hold active contracts with us, we will be terminating all contracts with you effective March 1, 2011, and we highly recommend that you seek other arrangements as soon as possible…..
We want to take this opportunity to thank you once again for your business and for the working relationship that we have enjoyed. If, at any time in the future, you wish to re-establish a serious working relationship with Qualified Financial Services, please feel free to call us. We would be pleased to explore future opportunities with you……..
Share the tools

9. “Peter’s Story”– Confirmation Of Our Decision
Share the tools

10. Where We Are Today– Why QFS Is A Better MGA Because Of It
The decision resulted in 150 terminations in 2 groups of 75.
The remaining Advisors all understood their position with QFS.
No staff were deleted, providing better support for those remaining.
New resources were added, making the relationship that much more valuable to both parties.
In 2009, we enjoyed our most productive year to date.
(In spite of economic condition)
….And in the year 2010 it was even better!!
Our 31st ranked advisor did the same production as our 10th ranked advisor did in 2009
Share the tools

11. Share the tools

12. Share the tools