Let's spend 5 minutes with Joe Kingsley, Office Manager at Wilson HTM Gold Coast.

Joe, what’s the hardest part of running a successful Business Development strategy?  Is there a particular hurdle that needs to be overcome?

The hardest part has been knowing that what you are doing will work if you give it adequate time.  With the stock market having had a 55% fall from its highs, it was difficult to know if what we were doing during those dark times would work.  The last few months has shown us that if you stick to a plan, work out what works and what doesn’t and keep doing the little things well, its only a matter of time before clients notice you and appreciate your professionalism.

It’s been a tough market over the last 18 months.  What’s been the best business development strategy you have seen or used over that period?

Staying in front of people.  Always being front of mind with clients, referrers or potential clients so that when the market turns, as we have seen over the last 2 months, they think stock market and think Wilson HTM.

Do you belong to any networking groups or attend regular business networking functions?  How successful are these events or what makes them successful?

Yes we do.  Being rather new to our region we needed to make our presence and branding felt and noticed.  Again its being front of mind and being seen at the right business functions that are a good “fit” for your organisation.

Alright, let’s move onto something fun.  How do you get the most out of social events (sports, breakfasts, activities) as useful business development exercises?  Can you share a good example?

Follow up.  Always follow up immediately you get someone’s business cards or details.  Thank them for the invite or function you attended.    Then keep their details and add them to a monthly or quarterly email giving small investment ideas or topical items in the economy.

Do you track your business development activities and outcomes?  Any tips in this area – what makes this process easier, more effective or more useful?

Yes, we keep a list of all our referral partners and where our new business has come from.  We can then see what marketing and networking activities have worked and try and replicate that with other referrers.

What’s your #1 business development tip?

Join with like-minded people or organisations in hosting a function.  Increases possible cross referrals and allows for a greater potential audience.

Time for your “stadium pitch”.  You are standing before 30,000 people and have 30 seconds to get them to come to Wilson HTM Gold Coast for their personal financial needs.  You step up and say…

We specialise in giving tailored financial advice to our clients regardless of their age group or working status. We provide personal service from an adviser with experience in direct share market investing and a team of research analysts and corporate offerings that have proven market outperformance.

Thanks Joe! You can check out the integrated investment and planning options available to clients of Wilson HTM at www.wilsonhtm.com.au or call the Gold Coast team on 07 5509 5500.