A 43-Year Veteran Discovers New Opportunities

By | March 3, 2013

Dan has been in business for 43 years. As of February 2013, he has used appointment setting from The PT Services Group for two and a half years.

“I really thought I’d seen it all,” Dan said. “But no, now we have a new issue. How the heck do we juggle these prospects?”

Dan’s reasons for using The PT Services Group were simple: he wanted to establish a pipeline of new prospects to grow his business, but sacrificing any of his own time to do so was not feasible. With appointment setting, Dan could dedicate his time exclusively to current clients and to talking with potential prospects that met his specific target criteria.

In 2012, The PT Services Group set 65 appointments for Dan.

“I went back for a subsequent appointment half the time,” Dan said. “Of those 30, we sold 13, or roughly one-third of the cases, for about $250,000 of first-year commission. I say first-year commission because we will sell those clients over and over again, so who knows what the real total will be. And don’t forget referrals from those as well.”

Dan invested $35,000 in his appointment setting program and saw a return of $250,000. Those numbers, while impressive, do not capture the full return that Dan will see. Dan estimates that, due to repeat sales and referrals, his total return will equal $500,000 over the next three to five years. That figure does not include the new business generated from the new appointments set in those years.

In addition to the financial rewards, the influx of new business provided by The PT Services Group has created intangible benefits that, in many ways, outshine the growing profit margin.

“[The PT Services Group] flow allows us to cherry pick only what we have learned to call ‘right fit clients.’ Business is more fun, less stressful, and more profitable,” Dan said.

Dan and his firm view The PT Services Group as a partner in their success, and they plan to maintain that relationship as they continue to explore new opportunities and to engage new prospects.

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About the Author/Host

John Pojeta

John Pojeta - Vice President of Business Development

John researches new types of business and manages and initiates strategic, corporate-level relationships to expand exposure for The PT Services Group. John came to The PT Services Group in 2011. Before that, he owned and operated an Ameriprise Financial Services franchise for 16 years.

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