New broker hersing prospecting routine

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Mar 24, 2012 7:57 pm

I'm going to be starting work soon for a company with a unique investment philosophy and a database of self-generated leads. Everyone in the database either subscribes to the President's commentary, downloaded investment literature from the firm's website or filled out a form requesting to be contacted. The President is a well-known financial/economic commentator who has a bit of a cult following, and that's how the company generates its leads. Since everyone in the database is presumably already in our camp philosophically, it should just be a matter of finding qualified prospects and convincing them to open an account. I'm trying to rehearse my routine, but it's hard to anticipate how these conversations are going to go. The first question that comes to mind is what to do when I come across a qualified investor. Should I take the conversation as far as I can during the first call (i.e. try to get him to open an account and send money the same day), or should I offer to send him some additional information and promise to follow up at a later time? Any advice would be greatly appreciated. Thanks.