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Tom Riach
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Tom Riach   My Press Releases

Wealth 24 : Professional Prospect Plan

Published on 6/24/2014
For additional information  Click Here


Professional Prospect Plan” is the 24th in my 'Wealth' series of original copyrighted WakeUp2Wealth Press Releases written by Tom Riach (that's me above) from my home in the sunny south of Portugal.

Wake Up 2 Wealth

Wake Up 2 Wealth's Daily View Of The World!


In the early Nineties I wrote a book called 'Professional Prospect Plan'. It was aimed primarily at professional sales people. It sold well, over five thousand copies and at twenty pounds sterling each. Work out the income for yourself! Alas, not one copy survives with me. This was before the era of the internet and discs (well for me anyway) and USB sticks, and the original manuscript is long since lost in my travels. A pity, for the message which the document contained holds as good today as it did then. However, I can convey to you the gist of that message and some of the detail.

The very very top salespeople in my industry (financial services) would typicall earn at the time close to two hundred and fifty thousand pounds sterling per year. Yes, a quarter of a million! Let's say that out of that they incurred direct costs on travel, stationery, telephones etc. of fifty thousand. So their net income still amounted to two hundred thousand pounds sterling per annum. As regards their time, they would work all the hours, going the proverbial 'extra mile' striving to get to the top. And that's how they became the elite. But, typically, they would spend only one third of their working time face-to-face with prospects. The rest of their time was spent looking for clients. In other words they were not spending all their time selling. Also, they'd sell to about two thirds of the prospective clients who they did meet with.

My perception was (and still is) simply this. If my special skill is in selling then I want to spend all of my time doing just that. And if I am to spend 100% of my time selling then it follows that I need support to attend to the other elements of my business. Also, I want to sell to every single prospective client with whom I meet! A tall order? Not necessarily. I calculated that my ambition could be achieved if I had the right plan. So I devised a plan and yes, I wrote it down! And the plan was simple. It was based on the premise that I'd need a team of top specialists to support my sales efforts. I decided that four people plus myself was what was required. So my team consisted of :

  1. Myself – Direct Sales

  2. Administrator/Personal Assistant

  3. Telephonist/Sales

  4. Researcher

  5. Gopher/Preliminary Sales (Gopher = 'Go for this, go for that' etc. … )

And this is how the system worked :

  1. I drew up and specified the profile of the type of clients who I wished to deal with. This was based on my experience, knowledge of the market and on exclusive niche markets I had identified.

  2. My Researcher identified by person precisely these types of prospects and compiled a full dosier on them containing all the vital information needed.

  3. Administration made the initial contact with the prospect by mail.

  4. Telephone Sales followed up and arranged an initial meeting.

  5. My Gopher conducted this meeting and prepared the ground for my actual sales meeting with the prospect and arranged said appointment.

  6. Armed with all the information garnered from each of the previous stages, I met with the client and completed the sale - an astonishing 95% of the time!

  7. Administration and Gopher between them concluded the paperwork, contracts and other necessary documentation and post sale contact – leaving me free to concentrate on my next sale!

Professional Prospect Plan was born!

Take my word for it. I'm not the kind of guy to mess about. Check me out by CLICKING ON the photo below.


That's me on the right, on stage at Vilamoura Casino presenting awards in my capacity as consultant to a major leisure and tourism company.

You can Contact me and arrange a FREE chat with me NOW! - Go to Contacts section at the bottom of this article.


Let's look at what I achieved in relation to the industry top earners who I referred to earlier. They, if you recall :

  • Spent only one third of their time actually in front of prospective clients.

  • They completed a sale with two out of three such prospects.

  • They grossed around two hundred and fifty thousand pounds sterling per annum.

I on the other hand :

  • Spent ALL of my time in front of prospective clients.

  • Completed a sale 95% of the time.

  • Grossed over Five Hundred and Fifty Thousand Pounds sterling per year.

  • Enjoyed the support of a tight and loyal team, made inclusive and rewarded well with bonusses, prizes, foreign holidays and other incentives.

  • Most importantly, the 'guaranteed' sales success ratio of close to 100% which the plan afforded us meant that we could enjoy our success to the full with the luxury of working far less days and hours! We had created great wealth but also quality time to ourselves and a real life! More Money Less Effort!

And in the course of all this my success endowed me with membership of the Million Dollar Round Table in five consecutive years in the middle and late eighties.

Now I said earlier that the principles of Professional Prospect Plan hold as good today as they did then. Of course they do, and today many many professional sales people and organisations employ just this plan. I know, I trained them. I was employed by several major companies to enlighten their sales teams with regard to my practices. And what I taught them was my 'How I Achieved Success' strategy, in other words my Professional Prospect Plan just as outlined here.

Even in todays internet world you'll find pretty much those same practices as I've described employed by online businesses and by internet marketers all over the globe. They understand that a scatter gun approach to selling is wasteful and time consuming. They know that to achieve a high level of sales and good regular income they must thoroughly define their intended market and refine their methods of penetrating that market so as to eliminate 'tyre kickers' and identify the real prospective buyers for their goods or services. Thus they can direct all their creative energies towards the conversion of those prospects into spending customers for their offer. So technology might change but good business, and life principles, hold good.

And one of those principles is that selling is everything. It is THE most important facet of any business. Sure, all the aspects of a business must come together to form the whole but all the departments …. design, manufacture, accounts, operations, general management, technology and yes, even marketing …. important in their own ways as they are, are nothing without the sale. That's why the top salesman in a company is the only employee likely to earn more than even the C.E.O. or Managing Director. Because the ace salesperson is the guy who brings home the bacon!

However in todays modern world it is critically important to understand that the act of selling must be practiced as part of a fully integrated Marketing, Sales and Customer Relationship strategy. The tactic being to bring all these together into one synchronised unit rather than have them working seperately or, as in some cases, not working at all. It is this combined approach which is efficient, effective, successful and productive - as with Professional Prospect Plan. I have dubbed the strategy as 'the Seamless Sale.'

But you know, I've been told many times throughout my life and career by people from all kinds of backgrounds that “they don't like selling, don't like sales people” and, most significantly, “they don't want to sell and/or can't sell.” Utter nonsense. Every single person on the planet sells at many points in their lives. In fact, they sell every day. Mostly they sell themselves. They do it every time they meet an acquaintance, moreso when they're introduced to a new face and, most markedly, when they set their sights on an attractive member of the opposite gender! Yup, everyone is into selling whether they realise it or not.

So it's worth remembering the following, even if your selling is restricted to just impressing that luscious lady/guy who so caught your eye last night! It was told to me as a young man by one of my millionaire mentors many years ago. It's this :

  • If you have a poor product and are a poor salesperson, you'll always be poor.

  • If you have a good product and are a poor salesperson, you'll still be poor


  • If you have a poor product and are a good salesperson, you'll always make money …. and ….

  • If you have a good product and are a good salesperson, then you'll always make lots and lots of money and be very well off


Your aim must be to sell the finest product possible and to work to be the most outstanding salesperson ever, then you'll always be very very wealthy indeed!

I live and 'work' in the sunny south of Portugal. Need I say more?


My Office In The Algarve

Email : Click Here

Tel. : (00 351) 914 021 159

Website : Wake Up 2 Wealth


is an original copyrighted Tom Riach press release, short and to the point. I hope you enjoyed reading about ”Professional Prospect Plan” and found it informative/entertaining. To learn more or to get in touch with me or to join my contacts group, please visit me on my website at WAKE UP 2 WEALTH.

See you there! Regards, Tom.

© Copyright Joseph T.Riach 1998-2014. All rights reserved.

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