Arbitrage and traffic manipulation | Affiliate series part 3 of 5

These articles are by no means a confirmation of expertise in the subject, we are only looking into lead generation to help us understand what our teams are going through, and think outside the box on how to support them.

 

Feel free to add your comments where possible, if we’re touching an area that you excel in please do disagree and correct us for better accuracy.

 

Arbitrage and traffic manipulation can happen in any industry. In the context of lead generation, marketers or affiliate networks buy traffic from one source at a low cost, and redirect it through a different channel. Arbitrage in this case is successful when profit is generated from the difference between the low-cost and the revenue.

 

In simpler terms, clicks or other “visits” are purchased from social ads or ad networks (at random), who are sent to landing pages with some form of a high-value offer. Often this offer is not associated with a broker, but is rather obscured or “cloaked”, so when leads register, they don’t know exactly where they will land.

 

Formula: Buy at low cost, redirect and create perceived value, sell at high cost, profit the difference.

 

This strategy works because of:

 

  • Very low costs comparatively
  • Scalability potential is huge once a working funnel is found
  • Traffic can be supplied in high volumes (faster than organic traffic)
  • Short term commitments, testing a variety of offers (CPL, CPA etc)
  • Potentially high returns on conversion

 

Bottom line: Traffic quality is lower, but the potential high-ticket size still compensates despite risks.

 

Systemic downsides:

  • Strict policies can lead to account suspension
  • Manipulative user journeys can damage reputation
  • Often poor quality*
  • Spillover on frustrated sales team

 

*Poor quality = bots, dis-engaged users, paid clicks, 0-intent registrants

 

“But the Ad said” or similar, is a common response that may originate from arbitrage and traffic manipulation.

 

Respect to those who hold their value proposition higher than the reason someone registers, but we recognize that it’s a struggle to help performance teams navigate, be creative and think outside the box to support results that are a by-product of the above.

 

Would love to hear your thoughts on how important the reason someone registers is, compared to our value prop and whether a conversation is still an option.

 

______________________________________

 

allFX-Consult is an industry trainer since 2014. Our corporate trainings power teams across the globe, in an effortless and non-disruptive way in an effort to build, rejuvenate, reskill and upskill participants in our space.

Our 1-on-1 sessions with individuals/professionals, aim to capture the real essence of a lead or client, always according to the company’s value proposition. Exploring a conversation (and to go a step further, having an impactful conversation), doesn’t recognize hot and cold leads. Its the mandate we get as soon as we onboard the role of a brand ambassador and representative.

Contact us to arrange discreet, off-the-grid sessions with us to see how this is possible, and change the way you see leads forever.

Incentivized clicks | Affiliate series part 2 of 5

In an effort to understand some of the reasons that low quality leads are flooding our databases, and help us better manage our time/efforts on the job, we’re looking into how some leads are being generated.

Feel free to add your input where possible, disagree and correct us if this is your area of expertise, so we can better inform whoever is unknowingly going through “bad patches of leads”.

 

Incentivized clicks in affiliate operations compensate users to click on affiliate links and submit online forms. It makes little difference if there is actual interest in the service advertised or not.

These operations lead to an overinflated list of generated leads, with low-to-no quality at all, and with no expectation to engage or convert to active clients. The result is often no replies to emails or phone calls, if they do reply there is no interest to proceed, and even if they do proceed, the possibility of immediate churn is high.

 

Marketers engage in cookie stuffing or incentivized clicks because:

  • Volume looks good on paper
    • Lead generation metrics (leads per day / per hour) often drive remuneration. High volume can make campaigns appear successful.
  • Low CPL
    • Generating leads via incentives or silent cookie drops is often cheaper than acquiring high-intent leads via content, performance ads or SEO.
  • Quick scale
    • Once the incentive mechanisms are in place, they can produce hundreds or thousands of leads with minimal ongoing effort.
  • Gaming last-click / last-cookie models
    • Affiliate attribution uses last-click or last-cookie logic, so whoever’s cookie is last will get the credit, regardless of who actually influenced the user.

 

What does this mean for the database (from marketing & sales perspective)?

  • Low quality
    • Since leads are drawn by rewards, they are often not genuinely interested in a product/ service.
  • High churn & low lifetime value
    • Incentivized users often exhibit minimal ongoing activity, retention or loyalty because their motivation is solely the reward.
  • Ad platform & partner restrictions
    • Many affiliate programs restrict incentivized traffic because it distorts the quality & intent of engagements leading to withheld payments/ suspensions.
  • Misleading data
    • Skewed key analytics (bounce rate, conversion funnel performance, or lifetime engagement metrics) make it harder to assess real marketing efforts.

 

“I don’t know what you’re talking about” or similar, is a common response that may originate from incentivized clicks.

You may keep on pressing to remind them, and they’ll keep on responding the same since the lead’s purpose was clearly the incentive, but what matters most? Them saying “yes, I remember”? Or a value proposition which should be applicable to everyone?

Would love to hear your thoughts on whether it matters why someone registers more than our value prop and whether you would still explore a conversation.

 

______________________________________

 

allFX-Consult is an industry trainer since 2014. Our corporate trainings power teams across the globe, in an effortless and non-disruptive way in an effort to build, rejuvenate, reskill and upskill participants in our space.

Our 1-on-1 sessions with individuals/professionals, aim to capture the real essence of a lead or client, always according to the company’s value proposition. Exploring a conversation (and to go a step further, having an impactful conversation), doesn’t recognize hot and cold leads. Its the mandate we get as soon as we onboard the role of a brand ambassador and representative.

Contact us to arrange discreet, off-the-grid sessions with us to see how this is possible, and change the way you see leads forever.

Cookie stuffing | Affiliate series part 1 of 5

We’re no experts in affiliate marketing, but we do state that we aim to “fix what’s broken in conversations with leads and clients”.

This includes understanding how leads are generated through affiliate networks, and why the statement “leads are bad” is more often true than false.

Feel free to correct us, add your input, or disagree in a small series of articles, where we will attempt to explain the “not so straight forward” marketing tactics currently at play.

 

What’s considered “proper” affiliate marketing?  

When a user clicks a link, a cookie is placed on the user’s browser. This identifies the affiliate as the referrer. The user therefore took action, prior to being tracked.

Normally the workload required to produce an action from a user is big, since it involves investment in quality traffic, targeted content, audio/visual representations and real marketing efforts.

 

Cookie Stuffing  

Cookie stuffing on the other hand, places tracking cookies on a user’s browser without their consent or click on a link or ad. How? By forcing the browser to load an affiliate link in the background that automatically drops a cookie. Hence the name “cookie dropping”.

 

Techniques include:  

  • Invisible iframes (inline frames), 1x pixel size to secretly load the link
  • javaScript code (malicious) is injected into the browser to load the link
  • tracking pixels in invisible 1×1 pixel image, when loading it loads the link
  • browser extensions (malicious) designed to load the link during normal browsing.

 

Cookie stuffing has several systemic downsides:

 

Low quality leads

Lead numbers inflate, but without much potential for conversion

 

Distorted analytics and attribution

Marketing analytics no longer accurately reflect which channels or campaigns are really driving outcomes. The result? Poor decision-making and budget misallocation.

 

Financial impact

Payments for conversions that were not legitimately earned. Each payout drains marketing budgets and reduces return on ad spend.

 

Damage to affiliate ecosystems

Affiliates who generate quality leads or sign-ups lose commissions unfairly. Some resort to doing the same to compensate, but the bottom-line hurts trust and partnership quality.

 

Legal and compliance risks

Many affiliate programs explicitly prohibit cookie stuffing in their terms. Placing cookies without consent can breach privacy laws such as GDPR and CCPA, with regulatory penalties.

 

“I registered by accident” or similar, is a common response that may originate from cookie stuffing. You may want to say “thank you” or “sorry to bother you” as an immediate response, but is your value proposition applicable to everyone?

 

______________________________________

 

allFX-Consult is an industry trainer since 2014. Our corporate trainings power teams across the globe, in an effortless and non-disruptive way in an effort to build, rejuvenate, reskill and upskill participants in our space.

Our 1-on-1 sessions with individuals/professionals, aim to capture the real essence of a lead or client, always according to the company’s value proposition. Exploring a conversation (and to go a step further, having an impactful conversation), doesn’t recognize hot and cold leads. Its the mandate we get as soon as we onboard the role of a brand ambassador and representative.

Contact us to arrange discreet, off-the-grid sessions with us to see how this is possible, and change the way you see leads forever.

 

What professional traders track that never appears on retail charts

We’ve always tried to give a balanced view when things are not set on stone since at the end of the day, everything is an opinion rather than a fact and if the opinion serves its purpose (educated decisions for the opinionated), then why not?

A discussion between a broker dealer and a client this morning regarding technical vs fundamental analysis piqued our interest and these discussions usually miss a critical part. That is the underlying reasons that drive the prices we see on charts, rather than the analysis itself. That’s because those reasons are liquid, yet the analysis process is always the same.

Most price charts available to the retail investor, show price, time, and volume. Indicators are layered on top or oscillate below. And although technical view is extremely important, there are structural elements of how markets function that influence price behaviour long before it becomes visible on a chart.

 

Price is the final output, not the input

A popular grounding approach to trading, is that no one can predict consistently and with 100% accuracy what the markets will do. Multiple reasons to outline here, but we’ll only mention the human element which in our view, is a catalyst when it comes to unpredictability. People operate via emotions and tend to act on those, even if the decision is what should be.

Evidently, a chart shows the result of trading, not the process. Before any candle forms, limit orders are placed or removed, liquidity gets deep or shallow, or limitations force certain participants to act (some when they should, some when they shouldn’t, more on this below).

By the time price behaviour actually updates and materializes on charts, these processes have already occurred.

So professional focus tends to search for the conditions that must exist for price to move the way it does.

 

Inventory and positioning (not sentiment)

Retail story telling often relies on “bullish” or “bearish” sentiments. Professionals, focus instead on who is already positioned.

Positioning refers to net exposure held by participants, a concentration of similar bets. When it gets concentrated, it gets crowded and we’ve heard a great statement by a chief dealer on this who said “moves often happen on position adjustments, not when they were initiated in the first place”.

 

Who is forced to trade (and who isn’t)

As mentioned above, limitations force certain participants to act. These limitations depending on the asset class (if asset-specific), can be margin requirements, redemptions, rebalancing schedules, compliance constraints, expiring contracts and so on.

What this means is that price is again irrelevant. Action will take place nonetheless, and it would be very challenging for a chart to predict and show these in real time, for retail traders to base their decisions on. Other than taking actions regardless of price, these participants create pressure without expressing directional opinion.

Therefore again, charts will show the result of the forced act, not the educated decision to position.

 

Liquidity conditions, maybe not volume

Another important point professionals look for is liquidity conditions. The order book depth is a good starting point, with the size available at each price level. Crowded or thin liquidity can speak wonders, much more than volume could potentially do. Any volatility spikes without reason (new information or other), fast moves on small flows, or sudden price gaps are a good indicator of thin liquidity.

 

Time based constraints

Another important point candles don’t explain, is time constraints related to time-in-force orders (TIF), expiration dates, settlement cycles, roll periods, reporting deadlines, funding resets etc.

The price shown on a chart (e.g., a 1-minute candlestick) is an aggregation of all trades that occurred during that minute. Individual trade prices, which might have varied due to latency or TIF constraints, are averaged or represented by the high/low/open/close of that candle, masking the micro-level price movements that occur in milliseconds.

When thinking TIF orders, you think day order, good-til-cancelled (GTC), fill-or-kill (FOK), immediate-or-cancel (IOC): Any portion of the order that can be filled immediately is, and the remainder is cancelled.

The effects of these constraints are primarily related to the difference between the intended price and the actual executed price (known as slippage). These factors influence the actual transaction price before it is ultimately recorded and displayed on a chart.

 

Funding rates, carry, and holding pressure

Funding, carry, and holding pressure create temporary price distortions and influence the spot and futures price relationship, through real-time supply and demand dynamics and financing costs. These pressures are a factor in the actual execution price, which is the data point that eventually forms the chart we analyze.

Funding rates are periodic payments between long and short position holders. The price adjustments happen within the market’s live order flow. When arbitrageurs (as an example) act on price discrepancies, they cause moves to help prices converge before they even appear on the chart.

The cost of carry includes interest costs for financing the positions, storage/insurance costs for physical commodities, subtracting any income generated by dividends or the convenience yield. Same with funding, traders act on discrepancies, adjusting the prices before appearing on a chart.

When a large volume of an asset is held by a few participants it creates potential for significant price fluctuations when those holders decide to trade. Buying or selling pressure drives prices up or down respectively. Think of a large, sudden order from a major holder clearing multiple price levels in the order book almost instantly. Maybe high-speed algorithms can react to such an event, but general market participants will only act after charts record it.

 

Using volatility as a behaviour alternator, and not how it “plots”.

It’s true that volatility is “plotted” through technical indicators, but this only reflects what has already happened. Volatility is often described as the “fear index”, it directly triggers psychological biases, drives impulsive decisions and overreactions to “noise”.

Technical indicators that “plot” volatility are primarily historical tools that summarize past behaviour. They tell you the market was volatile and lag in nature.

How to act on this? As an example, professionals in volatile times reduce position sizes and readjust to stay “in” the market. They also exploit irrational discounts, and purchase high quality assets when others dump them.

So think volatility plots as the “what”, and volatility behaviour as the “why”. Indicators Vs sentiment analysis, lagging Vs anticipatory data reactions.

 

Look at asset correlations under stress, not in smooth sailing

Asset correlations are very important, some might say the cornerstone of diversification. But unless the correlations are structural, something is bound to break during volatile conditions. Where historically asset relationships spoke the same language, under stress one speaks English and the other Finnish.

Temporary asset correlations behave differently, while structural ones reassert themselves (especially if they disconnected for a minute). Charts average these events and speak after the fact.

 

Who is providing liquidity right now

Are market makers active or defensive? Any changes in quoting behaviour? What about the spreads?

When liquidity providers become defensive, price becomes sensitive, there is an acceleration in fluctuations, and technical levels might lose relevance.

 

The difference between trading an instrument and trading a system

An instrument exists inside a clearing system, a margin system, a regulatory system and a funding system. Prices on charts might reflect changes and shifts, but don’t necessarily explain them. As rules change, as capital requirements change, these changes affect behaviour.

A lot of this information stays away from retail charts because it is contextual, qualitative and requires interpretation. Charts are great in providing a visual representation of what happened. But they are limited at showing everything else.

 

Final thoughts

Paying attention to structure and behaviour defines professional traders. Answering questions like who is acting, who is waiting, what limits the behaviour and where pressure accumulates, these are all forces that shape markets long before they appear in the candles of a chart.

*this article is provided for educational purposes only. It is not to be construed as investment advice and all visitors are encouraged to keep learning while understanding that trading is exciting but also carries unlimited risk. Lets all be responsible investors to make the most out of the experience.

Why asset correlations work until they don’t. Structural vs. temporary relationships

Portfolio diversification, is probably the first (sometimes only) advice investors receive, to calibrate their thoughts towards risk mitigation.

The concept is sound (although not flawless), and relates to the chaotic behaviour of markets during different economic cycles, and how placing all your eggs in one basket can lock a portfolio in situations difficult to manage.

At the same time, when certain asset classes fall, others rise, allowing for cushions against drawdowns and a more balanced approach to investments.

A big part of diversification, falls in understanding how asset classes behave with one another, in different environments, to know what to expect. In other words, knowing the asset correlations.

 

What is correlation and what does it actually measure?

Correlation measures how similar, different assets move at any given time. Mathematically, they are displayed using binary numbering from -1 to 0 to 1.

Here’s how. A correlation of:

  • +1 means two variables move perfectly together
  • 0 means no measurable linear relationship
  • –1 means they move in exact opposite directions

 

Two assets can show high correlation simply because they are reacting to the same external factor, or they are traded by the same participants, or they are funded the same way. The problem is that none of these reasons guarantee the relationship (correlation) will persist.

 

Therefore, correlation measures co-movement, but not causation. Not knowing what triggers the correlation, beats diversification principles at their own court because correlation is backward-looking, it is time-window dependent (more on this below), and most importantly it does not explain why assets move together.

 

Correlations are reliable until they aren’t. For that we need to understand the two correlation types. Structural and temporary. These are two concepts that are often commingled, but behave very differently under stress.

 

Structural correlations

These types of correlations are present by default. The “mechanics” behind them are anchoring the relationships allowing them to persist. Think of a stock index future and its underlying cash index. Think of a bond price and its yield, or a currency pair and its interest rate differential, or an ETF and the basket it must physically track.

 

There is no changing of the relationship between a bond price and its yield, because mechanically they are inversely connected. The bond has a fixed coupon (interest payment), so a lowering of the price will always raise its yield and vice versa. A cash index is meant to track the behaviour of its futures counterpart, so they will always move together because they were built to do so.

 

These designed relationships that persist across different economic environments, can only break if the structure (their design) changes, and even if there are periods of short-term dislocations, they will reassert themselves.

 

Temporary asset correlations

These types of asset correlations are not designed or structured in any way. They are organically caused by the prevailing conditions and sentiment, and they are present because they share these conditions. They are created and driven by risk on / risk off behaviour, central bank policies, positioning, leverage, narratives or economic environments (inflationary / deflationary).

 

Think of stocks and crypto moving together, or tech stocks and long duration bonds, or commodities and emerging markets equities, or different asset classes reacting the same way to monetary policies.

Everything mentioned above is situational and heavily depend on the current environment. They can appear strong and stable one day, and break abruptly the next. These are not embedded or engineered relationships like the structural ones.

 

Why temporary correlations feel so convincing

Temporary correlations can create a false sense of permanence. They often coincide with strong trends, clear narratives and high confidence environments that seem obvious even to the trained eye. Correctly so though, but the trained eye knows better than to take numbers -1, 0 and 1 for granted, without looking at the bigger picture.

 

The bigger picture involves economies that move in cycles, and these cycles have short-term debt cycles that are embedded in long-term debt cycles, external and internal partnerships / conflicts, all of which exist within developed or under-developed countries as well. A correlation number speaks, but not loud enough.

 

Temporary asset correlations may feel reliable because when many participants hold similar trades, price movements align, so they tend to reinforce their positioning. Also deleveraging, forces multiple assets to move together amplifying them through leverage. Lastly, narratives create coherence even when mechanics are absent, explaining the relationships by stories.

 

How asset correlations break

Asset correlations often increase during crises, then collapse afterward. Not set in stone, but there are two clearly defined reasonings to how asset correlations break.

 

An oversimplified example would be to think how markets move together under monetary policy expectations. Then inflation suddenly becomes the dominant constraint and assets once positively correlated begin diverging.

 

So the dominant force that drove the relationship, changed.

 

In the second reasoning we need to think stress scenarios where participants sell what they can, but not necessarily what they should. All investors try to reason and time their decisions, but emotional drivers are another factor of erratic behaviour. This shared activity spikes asset correlations toward 1 and structural differences are temporarily ignored.

 

So liquidity overrode logic, evidently changing the relationship.

 

The most overused case example: The relationship between stocks and bonds

For decades, stocks and bonds often showed negative correlation. How?

  • Growth weakens; bonds rally due to their safer nature
  • Growth strengthens; stocks rally due to their riskier but rewarding nature

This relationship felt structural, and gave rise to portfolio allocation percentages like the 60 / 40 (60% on stocks, 40% on bonds to maintain balance). But the relationship was anything but structural. It depended on stable inflation, central bank credibility through predictable policy reactions.

When inflation returned as a constraint in multiple occasions, both assets fell together and the correlation flipped. The structure of bonds did not change. The dominant macro variable did.

 

Asset correlations vs. dependency

Asset correlations do not capture the situation dependence. It captures linear movement, but markets often exhibit non-linear dependency. This is highly related to whether markets are calm or stressed. They might uncorrelated during calm times, then correlate during stressful times, and then decouple again. This is not a statistical error but a reflection of conditional behaviour.

Markets behave differently when volatility rises, when funding tightens, when margins increase, or when risk limits are hit. These important rolling windows are not captured in asset correlations that say more about recent conditions, than how strong and enduring the relationship is.

 

Structural relationships that survive stress

Structural asset correlations tend to reassert themselves even after breakdowns. As mentioned in their definition above, they are designed to behave in a mechanical way. Futures prices converge to meet spot at expiration. Irrespective of contango or backwardation conditions, the design is convergence. Other examples include arbitrage relationships enforced by balance sheets and hedged instruments tied by contractual obligations.

In contrast temporary asset correlations, often don’t return once broken.

This explains why diversification sometimes fails and a wider narrative should always accompany a narrow one. It explains why “safe” bets on relations reverse and why sometimes historical asset correlations disappoint. As investors we constantly interpret, we don’t predict.

 

How should we think of asset correlations?

Instead of asking whether two assets are correlated, a more informative question is what mechanism forces this relationship to exist in the first place.

Find the answer in between by examining the relationship’s design and if it follows the mechanical approach (by default, legal obligation, settlement, arbitrage), it makes it structural and hard to break.

If the answer is more abstract and relies on rolling windows (policy decisions, narratives, risk sentiment, positioning, economic environments), it makes it temporary and prone to break.

 

Final thought

Asset correlations is a description, not an explanation. Understanding why assets move together is more durable than measuring how much they have done so in the past.

*this article is provided for educational purposes only. It is not to be construed as investment advice and all visitors are encouraged to keep learning while understanding that trading is exciting but also carries unlimited risk. Lets all be responsible investors to make the most out of the experience.

8 powerful points outlining the dynamics between spot Vs futures prices

8 powerful points outlining the dynamics between spot Vs futures prices.

What we’ll be covering:

  1. Difference in timing
  2. Impact of carry costs and convenience yield
  3. Hedging vs. speculation
  4. Price convergence (spot and futures)
  5. Liquidity and trading strategy
  6. Basis risk
  7. Arbitrage opportunities
  8. Influence of market news and events

 

A relatively innocent question from a junior dealer yesterday showed how necessary it is for all of us involved in the financial services, to understand how the markets work so we can serve our clients better.

The question related to whether the quotation on an asset provided to clients was derived from futures or spot liquidity and why the answer is important. It gave us a reason to outline 8 powerful points that outline their dynamic relationship, that reflects different aspects of the market. These aspects can influence trading decisions, risk management, and overall strategy.

 

Difference in timing

  • Spot price: The spot price is the current market price for immediate delivery of the asset. It’s the price you would pay if you bought or sold the asset right now (on the spot). For example, if you’re trading the spot price of gold, it reflects the price you’d pay for physical delivery of gold today.
  • Futures price: The futures price is the agreed-upon price for buying or selling the asset at a specified date in the future. Futures contracts allow traders to lock in a price today for a transaction that will take place later (often months down the line).

Why it matters: Traders need to understand this difference to manage timing risk. The spot price changes instantly based on current market conditions, while futures prices reflect expectations about where the market will go in the future. For traders holding positions over time, the futures price is more relevant, whereas spot price trading applies to immediate, short-term trades.

 

Impact of carry costs and convenience yield

Futures prices often incorporate inherent costs that can be expensive or cheap, causing the futures price to be higher or lower than the spot price, depending on whether the market is in contango (futures price is higher) or backwardation (futures price is lower).

  • costs of carry (such as storage fees, financing costs, or dividends that will be paid in the future)
  • convenience yield (for commodities, this is the benefit of holding the physical asset).

Why it matters: Traders need to understand these factors to assess whether the futures market is pricing in more expensive holding costs or is reflecting supply/demand imbalances that make future delivery more or less valuable than immediate delivery.

 

Hedging vs. speculation

  • Hedging: Traders use futures prices to hedge against price fluctuations in the underlying asset. For example, a farmer might sell futures contracts for wheat to lock in a selling price for their crop months before harvest. The spot price doesn’t help with hedging because it reflects the current price of wheat, while the futures price locks in the price for future delivery.
  • Speculation: Traders looking to speculate on price movements often trade futures contracts in hopes that they can profit from price changes. If they’re only looking for short-term movements, they may focus on the spot price.

Why it matters: Hedgers attempt to mitigate uncertainty seeking insurance against future price fluctuations by transferring the price risk to speculators. Speculators place bets to capture price swing opportunities adding liquidity volumes. Current spot and future prices reflect the market sentiment in real time, so being aware of where they both stand speaks volumes.

 

Price convergence (spot and futures)

Spot and future prices are always different. Under normal conditions, futures price is higher than spot known as contango, and at times they reverse known as backwardation.

But as a futures contract approaches its expiration date, the futures price tends to converge with the spot price. This process is known as convergence.

At expiration, the futures price and spot price should be nearly identical for the same asset.

Why it matters: The dynamics between futures and spot prices are in constant push-pull mode. Different economic environments (or seasons for agricultural contracts), can shock both prices. During convergence, prices might or might not behave as predicted (disconnection) yet its still a big element when trading either side.

 

Liquidity and trading strategy

  • Spot Markets: In some cases, the spot market may have more liquidity, especially for highly traded assets like currencies and major commodities. Traders in the spot market typically aim for immediate price movements and often make quicker, short-term trades.
  • Futures Markets: Futures contracts may offer greater liquidity for certain assets, especially for hedgers or speculators seeking to manage longer-term exposure or leverage.

Why it matters: Understanding whether you’re trading in the spot or futures market helps you design a trading strategy that matches the available liquidity, your time horizon, and the level of leverage you’re willing to take on.

 

Basis risk

This is the risk that arises from the difference between the spot price and futures price (called the “basis”). Traders who hedge with futures contracts face the risk that the futures price and the spot price may not move in perfect correlation. For example, a trader might sell a futures contract to hedge against a falling price, but if the futures price and spot price diverge unexpectedly, the hedge could be ineffective.

Why it matters: Traders need to understand how the basis works because the discrepancy between the spot and futures prices can affect their ability to properly hedge or make the most out of a position.

 

Arbitrage opportunities

Traders looking to exploit arbitrage opportunities rely on the price discrepancy between the spot and futures markets. If there’s a mismatch between the spot and futures prices (e.g., futures are priced too high or too low relative to the spot), arbitrage traders can execute strategies to ride the difference by buying the underpriced asset and selling the overpriced one.

Why it matters: Spot and futures prices can sometimes diverge significantly in markets with inefficiencies. Traders who are looking for arbitrage opportunities need to recognize when the price difference is large enough to make the trade profitable. For all the rest, large enough price differences signal arbitrage trading influx to be expected.

 

Influence of market news and events

  • Spot Prices: Spot prices are directly affected by real-time market news such as supply disruptions, weather events, geopolitical news, that causes immediate price changes.
  • Futures Prices: Futures prices reflect expectations about how news and events will affect future prices, which can lead to price movements based on predictions or forecasts.

Why it matters: Traders need to understand how to react to market-moving news based on whether they’re trading spot or futures prices. Spot price trading requires quick reactions to real-time events, while futures price trading may require more analysis and interpretation of future market expectations.

 

Our 20 year visibility in the space taught us that education is important, but without awareness it is not enough. Terms and definitions should be accompanied by an understanding of why things work, but also why they don’t. And although there is no consistent 100% accuracy in predicting what will happen next, everyday carries new lessons to be carried forward. Understanding spot vs futures dynamics is yet another important milestone in our trading travels.

*this article is provided for educational purposes only. It is not to be construed as investment advice and all visitors are encouraged to keep learning while understanding that trading is exciting but also carries unlimited risk. Lets all be responsible investors to make the most out of the experience.

 

In sales, there are loser-winners and there are loser-losers

On a sales call/meeting, there are loser-winners and there are loser-losers. We’ve been both, and we learned the lesson the hard way.

 

Sales is a game that’s played in multiple rounds. Like with board games, not every round is positive for our advance to the endgame. Losing a round, in no way implies we lost the game.

 

Losing a round can either be messy or graceful. Opting for the latter, is what differentiates loser-winners, from loser-losers.

 

We can’t recover from a messy loss. It’s usually the result of uneducated sales processes, detachment from the product/service we sell, more push to our agenda than prospect discovery, aggressive pitches and empty promises that don’t lead anywhere.

 

How can we lose gracefully? We start by expecting/accepting the possibility of a loss.

 

Expecting that not everyone is positioned to accept our product/service is the first step. Our job in sales, is to calibrate the prospect into accepting our product/service. The faster the better, but it doesn’t have to be today. In many cases, this calibration is done by the company’s marketing efforts. Sales in these cases are immediate, even automatic with no real handling.

 

In every other case, the prospects’ mind is nowhere near where you need it to be, to close the sale. If you have no need for a new TV, then you’re not open to discuss about TVs, or buy another one for that matter.

 

A loser-loser’s mindset can’t accept that prospects are not ready to buy. With no relationship buildup, no prospect calibration and no reason to be heard, the push is unconditional and prospects shut down with no turning back.

 

Be a loser in your own terms, and you will never lose a sale.

 

Through a series of highly targeted training sessions, allFX-Consult provides a holistic Growth Training that aims fix what’s broken in conversations with leads and clients. The world is in constant motion, and this motion changes the way we perceive people, products and services. It not only changes our perception as buyers, but also as sellers. This relationship is dynamic and requires education and awareness on top of a solid framework. Check out the training modules of Mindset, Performance, Markets and Industry Essentials in detail here.

In sales, there is no such thing as playing dress up. Or is there?

On a sales call/meeting, there is no such thing as playing dress up. A good product/service will always be good and a bad one, will always be bad. Or is it?

 

Dressing our product/service with tactics like building rapport, transparent frameworks, emotional impact and handling objections, don’t make it a good product/service.

 

We’re strong advocates of all that encompass sales including all of the above, as long as they complement a “good product”. But the product is what it is, and we still have to sell it. What if it’s not a good product?

 

“Good” is a subjective term. Every person defines things, people, emotions as “good” or “bad” based on preference. Based on taste. What’s good for one person, might be bad for another.

 

Accepting a position as a sales rep, comes with only one requirement. A buy-into the product/service so we can remove labels of “good” and “bad” from the situation. There’s no better time than the early days, to do a thorough due diligence:

 

  • Learn all about the company and its products/services
  • Understand the industry as a whole
  • Follow the company’s online history (no surprise is a good surprise)
  • Find the value and the added-value (comparatively) of the product/service we’ll sell
  • Buy into the product/service and into the workload that comes with promoting it

 

If we’re still of the opinion that the product/service is “bad”, should we really be in the front line selling it? We’ re not doing anyone a favour (including ourselves), to be promoting something we don’t have strong opinions of.

 

Secure your position with a “good” product/service, and you might never really have to sell again.

 

Through a series of highly targeted training sessions, allFX-Consult provides a holistic Growth Training that aims fix what’s broken in conversations with leads and clients. The world is in constant motion, and this motion changes the way we perceive people, products and services. It not only changes our perception as buyers, but also as sellers. This relationship is dynamic and requires education and awareness on top of a solid framework. Check out the training modules of Mindset, Performance, Markets and Industry Essentials in detail here.

In sales, a “contract” is struck before exchanging information

On a sales call/meeting, a “contract” is struck before exchanging information. It’s not a legally binding contract, but it’s as important (or even more).

 

Clauses of this contract can include permission to take the prospect’s time, openly laying our cards on the table, acceptance of negative feedback, respecting the rules of engagement and more.

 

And all of the above, just to get the conversation started – how is it even possible?

 

Sales in its core is a game. Can you play a game, without agreeing to its set of rules? Without rules, stakes are high, confrontations take more time than playing the game itself, it turns into being our word against our opponent’s word.

 

A “contract” is required to create a low-pressure environment since both parties understand the rules of the game, they know each other’s intentions and they have a clear exit plan (“I need 30 seconds to explain why I’m calling, if not relevant, I’ll be on my way”), should things go south.

 

Sales come with ulterior motives (not referring to dishonest ones). Disarming the fight or flight mode of prospects is our number one priority.

 

Prospects have no reason to disarm. Their natural defense is to just not engage.

 

Consider this funnel:

 

  • The “contract”. Politeness, gratitude, appreciation, humour, can all work in our favour when laying our cards on the table.
  • The conversation. Less is more when not enough information is provided. We can be more active in getting this information, than pushing our agenda.
  • The challenge. Picture an environment where our product/service is not around. Problems can’t be solved, pains persist, prospects get left behind, opportunities are lost.

 

A successful result doesn’t mean we hang up our boots.

 

Buyer’s remorse is more common than we think. It’s in our nature to second guess every time we part with our money. Post sale service can be more valuable than getting new customers sometimes.

Retention is not a tool that jumps in out of nowhere. It’s part of the process.

Secure the invisible handshake early on. Trial and error will fine tune the rest.

 

Through a series of highly targeted training sessions, allFX-Consult provides a holistic Growth Training that aims fix what’s broken in conversations with leads and clients. The world is in constant motion, and this motion changes the way we perceive people, products and services. It not only changes our perception as buyers, but also as sellers. This relationship is dynamic and requires education and awareness on top of a solid framework. Check out the training modules of Mindset, Performance, Markets and Industry Essentials in detail here.

Prospect ghosting – what’s going on here?

On a sales call/meeting, we can be well on our way to a close, and then the dreaded “ghosting” happens.

What’s going on here?

For sales reps, the thrill of a great conversation can many times, feel better than a closed sale. That’s because the possibilities are endless to where the deal could go, and most of the work has already been done.

Appointments are set, action items are locked in, the follow up time is there, but the prospect is nowhere to be found.

Here’s the catch;

A good conversation most of the times is full of buying signals. If we don’t capitalize on these signals on the spot, chances of a close will start thinning out fast.

Outside our conversation, prospects have one-too-many options to consider. We just sold them the pain, the solution to this pain but not our product.

When the call ends, this great conversation will be discussed with other people who also have an opinion on the matter. They might say things like “hold on, I know a guy that knows a guy, that works for a company that knows a company, that can do this a lot cheaper and better”.

And before we know it, our prospects end up buying elsewhere, a cheaper but definitely not better product/service, and we haven’t done anyone a favor. We set our prospects on a path of bad service that will deter them from ever looking at their pain the same way again.

It wasn’t our fault that they chose a different/cheaper solution and got themselves in a mess. But it was definitely our fault that we didn’t:

  • Read the buying signals
  • Capitalize on them
  • Set a fearless closing in motion before our chances thin out

 

“Fearless” doesn’t mean extravagant or aggressive sales. It means:

  • Value our time spent to outline a pain
  • Value our time spent to outline the solution to the pain
  • Removing the “threat” of saying yes, with a sensible win-win value proposition

 

We have more winning chances if we create them ourselves, instead of leaving them to chance.

 

Through a series of highly targeted training sessions, allFX-Consult provides a holistic Growth Training that aims fix what’s broken in conversations with leads and clients. The world is in constant motion, and this motion changes the way we perceive people, products and services. It not only changes our perception as buyers, but also as sellers. This relationship is dynamic and requires education and awareness on top of a solid framework. Check out the training modules of Mindset, Performance, Markets and Industry Essentials in detail here.