Diminishing Returns Scenario: Sales results had stalled and the team was not reaching the required lift to achieve an increase in the expected new target. Macquarie was unsure of how their current market share was not translating into realised revenue. The Question: What was required to increase market share of financial planners writing mortgagees through them? The result? Final quarter of the coaching platform resulted in 150% volume increase in sales.

1. INCREASE MY
MARKET SHARE
a case study
how do I

2. INCREASE MARKET SHARE
1)
2)
3)
4)
5)
6)
CLIENT ISSUES
GAP ANALYSIS
APPLIED SOLUTIONS
FOOD FOR THOUGHT
RESULTS
CLIENT TESTIMONIAL

3. 1) CLIENT ISSUES
1)
2)
3)
4)
5)
6)
Diminishing Returns
Scenario: Sales results had stalled and the team was not
reaching the required lift to achieve an increase in the
expected new target.
Macquarie was unsure of how their current market
share was not translating into realised revenue.
The Question: What was required to increase market share
of financial planners writing mortgagees through them?

4. 2) GAP ANALYSIS
1)
2)
3)
4)
5)
6)
Brand Equity & Product Issues
We conducted two rounds of in-depth
research. The first being with a profiled
group of financial planners.
The second being with the sales team
and their manager to understand the
competency gaps and aspirations of the
individuals

5. 2) GAP ANALYSIS
1)
2)
3)
4)
5)
6)
As an outcome of the research, three key areas needed to be
addressed to determine the most appropriate growth strategy:
‣ Macquarie’s brand equity had dimished during the GFC
which impacted the financial planners business. A breach in
trust had occurred.
‣ The financial planners do not see Macquarie Mortgage
products as well suited for Trust structures.
‣ They felt the ‘siloed’ nature of the business was too
cumbersome and always caused interface issues.

6. 1)
3) APPLIED SOLUTIONS
2)
3)
4)
5)
6)
Re-engaging the Marketplace
We developed a
communication and
stakeholder engagement plan
to enable financial planners to
trust Macquarie’s re-entry into
this market segment again, and
that they were there to stay.
We identified the segments of
the financial planning markets
where Macquarie products
were best suited.

7. 1)
2)
3)
4)
3) APPLIED SOLUTIONS
5)
6)
We needed to also
significantly upskill both the
telephone sales team and
BDM’s in sales skills.
We developed an intensive
customised coaching
platform for the sales
manager and the sales team.
The coaching was conducted
over a 4 month period.

8. 4) RESULTS
1)
2)
3)
4)
5)
6)
Results Realised
Final quarter of the coaching
platform resulted in 150%
volume increase in sales

9. “I have found the sales courses deliver
results immediately. They allow
participants to challenge their strengths
and encourage sales techniques that
inspire success…
Dino Pesce, MACQUARIE
1)
2)
3)
4)
5)
6)
5) CLIENT TESTIMONIAL

10. “My sales teams finished the course with a new
confidence and our sales results have always
continued to climb as a result, with a 150% increase
in volumes in the last quarter.
Personally, I have had one on one training with
Michael and have transitioned from a manager to a
leader. “
Dino Pesce, MACQUARIE
1)
2)
3)
4)
5)
6)
5) CLIENT TESTIMONIAL

11. 1)
2)
3)
4)
5)
6)
Price isn’t everything
You can sometimes be so close to your business
that you can miss the simple solutions for
growing it and where the greatest opportunities
often lie.
Solutions that are blindingly obvious, once you're
aware of them - but are amongst the best kept
secrets on the planet if you're not. 80% of non-
routine sales occur only after at least five
follow-ups.
6) FOOD FOR THOUGHT

12. 1)
2)
3)
4)
5)
6)
Sales is a
continuous
follow up effort
6) FOOD FOR THOUGHT

13. 1)
2)
3)
4)
5)
6)
6) FOOD FOR THOUGHT
1)
2)
3)
2%
INCREASING CUSTOMER
RETENTION HAS NET EFFECT AS
A 10% DECREASE IN COSTS.
2%
SALES OCCUR AT
THE FIRST MEETING
44%
SALES PEOPLE
GIVE UP ON A CUSTOMER
AFTER THE FIRST NO

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