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Feb 11, 2006 8:08 pm

What to do on a snowy evening?  Just dusted off some old videos I purchased 10 years ago.  "How to open 60 new account a month" with the Cold Call Cowboy.


While dated, the strategy is still incredibly effective.  And motivating.

Feb 13, 2006 2:13 pm
Ricky Roma:

What to do on a snowy evening?  Just dusted off some old videos I purchased 10 years ago.  "How to open 60 new account a month" with the Cold Call Cowboy.


While dated, the strategy is still incredibly effective.  And motivating.



The work ethic presented by Anderson's tapes will never go out of style. Anderson's techniques can still work today. However, be aware, Anderson himself was a flash in the pan. He did big numbers fast, then left the biz. All sorts of rumors. One thing that I've heard, given as one of the reasons for his quick success, was his alleged use of a Mormon business network for prospecting. That rumor has it that his religious connection was responsible for opening a lot of doors. If true, it puts a cloud over his techniques, and explains why many who have employed his techniques verbatim haven't been able to replicate his success.


Many of the gurus tell half truths. Doesn't mean they don't have something good to say, just be aware. My favorite, Bill Good touting a young woman who did $500k her sophomore year. Young, smart and hard working, how this woman did a 1/2 mill still didn't add up. Turns out that when Bill was telling her story he left out the part about her being the wife of a senior partner at one of leading law firms in her large city. She did mention that many of her clients were referred by lawyers, but the hubby networking connection was left out. Still, I'm a huge Bill Good fan.

Feb 13, 2006 2:53 pm

tjc, my favorites from AGE were of branch managers or their kids cranking out the production. It sure gets easier when you're cherry picking old books and home office leads....

Feb 13, 2006 4:24 pm

TJC45,


Excellent points.  I don't think Anderson would come close today for numerous reasons.  Most of his production came from annuities and limited partnerships.  Still, this guy is the best salesman I have (personally) ever heard.


Regarding Bill Good, you are no doubt referring to "Dodee in Dallas." She made a big case for networking groups for business.  Decent concept but no doubt she was helped by connections.


Almost everyone has a story it seems......


Feb 14, 2006 1:44 pm
Ricky Roma:

TJC45,


Excellent points.  I don't think Anderson would come close today for numerous reasons.  Most of his production came from annuities and limited partnerships.  Still, this guy is the best salesman I have (personally) ever heard.


Regarding Bill Good, you are no doubt referring to "Dodee in Dallas." She made a big case for networking groups for business.  Decent concept but no doubt she was helped by connections.


Almost everyone has a story it seems......




Dodee is who i was referring to. Wonder if she's still around? The problem with BG and DF touting themselves in the way they did is that what DF did was not clonable. BG was using her to sell tapes of her telling how she did it. The marriage connection was a material deletion. If the Mormon connection is true about Anderson, then the same goes for him. I agree that Anderson is an excellent sales person, as is BG. 


The absolute best tapes I've ever heard are of Bill Tennison, Rick Desoto, Lloyd Williams, Nadav Baum, and Harry Pappas. None of these guys were wired in, in any way. No secrets, no sugar daddys. They each bootstrapped their way to the top. Tennison blew through two books before he got it right. The info is somewhat dated. Tennison, Desoto, and Williams are available through BG marketing. You may have to buy several of their tape sets to find the tapes with these guys on it. Most of these tapes are from the years 1988 thu 1994. Old, but still very valid. In fact I listened to a conference call featuring Desoto about 3 years ago. He was still doing the same thing he was doing in 1992. Nothing had changed, approach, pitch, service etc., all the same.  He had about 375 million under management in 03.


Baum wrote the book on how to do seminars and Pappas is a million dollar producer/cold caller. These tapes were available from Harry Pappas Marketing. I think Harry shut that down a few years ago. However, Harry works for Wachovia in the Jacksonville Fl. area. Give him a call. If you can't find him, Baum should know how to reach him as they are friends. Baum works for SSB in Pittsburgh Pa.


No Idea- The fastest way to become a million dollar producer is to fire brokers and work their books. There is one AGE office where the managers built their books on the backs of departed brokers. If they wanted the book, they helped the broker depart. Additionally, they charged the brokers in the office a monthly advertising fee. They then kept most of the best leads generated from these leads. Today each proudly puffs his chest while presiding over their million dollar books. They speak in derisive terms of brokers who produce less than they do. They have absolutely no humility when talking about how hard they worked to reach their current production levels. And no guilt about how they did it. A complete reality disconnect. Each year, one of the managers rubbs this in all his employees faces by forcing them to attend a cocktail party in his multi million dollar home. The employees in this office are among the most unhappy you'd ever want to meet. Most of us wouldn't let these guys into our homes, yet, for a buck, AGE looks the other way.


Feb 14, 2006 8:03 pm

tjc,  I worked in 2 different AGE offices  and knew 
some of the brokers in other offices.   What you stated 
is pretty much true .



I appreciate the info about Pappas and the others. I plan to try and get some of the tapes.

Feb 17, 2006 8:45 pm

Fellow reps:


IMO there should be a lot more posts on the "Prospecting..." forum.  This is the foundation of our biz.  As I tell new reps: "You are a salesperson first, then an advisor.  Reason being is that you don't/can't advise until after you sell something."


Thoughts?


Feb 17, 2006 11:36 pm
tjc45:
Ricky Roma:

TJC45,


Excellent points.  I don't think Anderson would come close today for numerous reasons.  Most of his production came from annuities and limited partnerships.  Still, this guy is the best salesman I have (personally) ever heard.


Regarding Bill Good, you are no doubt referring to "Dodee in Dallas." She made a big case for networking groups for business.  Decent concept but no doubt she was helped by connections.


Almost everyone has a story it seems......



Dodee is who i was referring to. Wonder if she's still around? The problem with BG and DF touting themselves in the way they did is that what DF did was not clonable. BG was using her to sell tapes of her telling how she did it. The marriage connection was a material deletion. If the Mormon connection is true about Anderson, then the same goes for him. I agree that Anderson is an excellent sales person, as is BG. 


The absolute best tapes I've ever heard are of Bill Tennison, Rick Desoto, Lloyd Williams, Nadav Baum, and Harry Pappas. None of these guys were wired in, in any way. No secrets, no sugar daddys. They each bootstrapped their way to the top. Tennison blew through two books before he got it right. The info is somewhat dated. Tennison, Desoto, and Williams are available through BG marketing. You may have to buy several of their tape sets to find the tapes with these guys on it. Most of these tapes are from the years 1988 thu 1994. Old, but still very valid. In fact I listened to a conference call featuring Desoto about 3 years ago. He was still doing the same thing he was doing in 1992. Nothing had changed, approach, pitch, service etc., all the same.  He had about 375 million under management in 03.


Baum wrote the book on how to do seminars and Pappas is a million dollar producer/cold caller. These tapes were available from Harry Pappas Marketing. I think Harry shut that down a few years ago. However, Harry works for Wachovia in the Jacksonville Fl. area. Give him a call. If you can't find him, Baum should know how to reach him as they are friends. Baum works for SSB in Pittsburgh Pa.


No Idea- The fastest way to become a million dollar producer is to fire brokers and work their books. There is one AGE office where the managers built their books on the backs of departed brokers. If they wanted the book, they helped the broker depart. Additionally, they charged the brokers in the office a monthly advertising fee. They then kept most of the best leads generated from these leads. Today each proudly puffs his chest while presiding over their million dollar books. They speak in derisive terms of brokers who produce less than they do. They have absolutely no humility when talking about how hard they worked to reach their current production levels. And no guilt about how they did it. A complete reality disconnect. Each year, one of the managers rubbs this in all his employees faces by forcing them to attend a cocktail party in his multi million dollar home. The employees in this office are among the most unhappy you'd ever want to meet. Most of us wouldn't let these guys into our homes, yet, for a buck, AGE looks the other way.




Sounds like my old branch manager on Long Island.  I left a while ago before it got too bad.


Feb 21, 2006 11:54 am

http://www.killerclips.com/util/search.php


you can pull Glen Gary clips from here.  quite possibly the best clips from the movie.  i was cracking up when i heard some of them.

Feb 23, 2006 4:24 pm
Ricky Roma:

Fellow reps:


IMO there should be a lot more posts on the "Prospecting..." forum.  This is the foundation of our biz.  As I tell new reps: "You are a salesperson first, then an advisor.  Reason being is that you don't/can't advise until after you sell something."


Thoughts?




Absolutely agree. Always interested in learning. Maybe a weekly update of everyones prospecting successes?

Feb 23, 2006 8:29 pm

I've followed this forum (off and on) for almost eight years.  Back then the worst part was "Kathleen" and her constant plugging of Edward Jones.  Still, there was a constant stream of prospecting ideas, daily tips, motivation, etc.  Now it seems there are all sorts of random, somewhat useless chatter.  I don't come to RRMAG to read about GW or Iraq.  But I digress.


Message boards are quirky things.  Probably the best advice I've been given about them is to remember what you are paying for the "advice" on a board- nothing.  Reminds me of a stat I read, something about 30% of the population are socially inept.  Now I doubt there are many reps who fall in that category.  We deal with people's money, after all. 


It would be splendid to visit the board and find uselful, actionable ideas on how to build our businesses. At the very least, dedicate a forum to those specific thoughts.

Feb 23, 2006 8:34 pm

Ricky,


Heres an idea.  If you need advice after 8 years in the business find another career.

Feb 24, 2006 12:22 am

Actually BankRep1, I don't "need" any new ideas.  My business is doing quite well (in top 25 out of over 8000). Really.


Still, I find it useful and energetic to share ideas with fellow colleagues- there is much I can still learn/accomplish to grow the practice and I always appreciate insight. And I've been in the business more than 8 years- that's just how long I've perused these boards.   


Mar 14, 2006 3:05 pm
Ricky Roma:

Actually BankRep1, I don't "need" any new ideas.  My business is doing quite well (in top 25 out of over 8000). Really.


Still, I find it useful and energetic to share ideas with fellow colleagues- there is much I can still learn/accomplish to grow the practice and I always appreciate insight. And I've been in the business more than 8 years- that's just how long I've perused these boards.   




Nothing wrong with sharing ideas. I've always liked the "What's working today" type of ideas. I too tire of filtering through the debate of the day to find useful info and agree, more useful info and less diatribe would be nice.

Mar 14, 2006 5:01 pm
bankrep1:

Ricky,


Heres an idea.  If you need advice after 8 years in the business find another career.



Hey bankrep-here's an idea-you have serious attitudinal issues.

Mar 15, 2006 6:01 am

Ricky;


I thought the same thing when I got here - Maybe there are some good ideas out here. But you won't find many. Alot of these guys are here to vent that they are in the wrong business, can't or don't have the guts to get out, and are venting here. I have actually started to enjoy reading the ramblings of such losers.


Guys that have over 1300 posts on this board since Dec of 04 have alot of time to spew on here. Maybe that time could be spent prospecting or something useful??  Nah!!!


Wouldn't you think the Prospecting area would have the most posts and exchange of legitimate ideas? No  these guys would rather run down every firm, every idea and each other.


I find it enjoyable to see this. Reading these posts has solidified my original belief that alot of wanna-be brokers are here and their postings are to be read, laughed at and discarded for what they are - the rantings of those that can't.


BTW    I have elected to get in to this business. Seeing what my competition is, I am sure I will be successful. I will not say which broker (they are all bad aren't they??) but I am sure that, while these guys continue to post here,  I will be out getting their clients!!!


Mar 15, 2006 10:36 am
TryingToGetIn:

Ricky;


I thought the same thing when I got here - Maybe there are some good ideas out here. But you won't find many. Alot of these guys are here to vent that they are in the wrong business, can't or don't have the guts to get out, and are venting here. I have actually started to enjoy reading the ramblings of such losers.


Guys that have over 1300 posts on this board since Dec of 04 have alot of time to spew on here. Maybe that time could be spent prospecting or something useful??  Nah!!!


That would seem to be a thinly veiled reference to me.  Yes I post here quite a bit, as I enjoy the mental stimulation and occasionally pick up a few good ideas.  I type plenty quick and usually post outside business hours.  What I don't get is why you decide to single me out when I'm not one of the malcontents you describe in the first paragraph.  I love this business and do pretty well.  Too, I'm a little weary of hearing over and over about how bad this business is.  If these folks hate it so much, move on!  Go get a J-O-B with a salary.  So-why the potshot?


Wouldn't you think the Prospecting area would have the most posts and exchange of legitimate ideas? No  these guys would rather run down every firm, every idea and each other.


I concur.  The jones-bashing is getting a bit long in the tooth.


I find it enjoyable to see this. Reading these posts has solidified my original belief that alot of wanna-be brokers are here and their postings are to be read, laughed at and discarded for what they are - the rantings of those that can't.


So true.  Wouldn't it be interesting if folks had to post their numbers?


BTW    I have elected to get in to this business. Seeing what my competition is, I am sure I will be successful. I will not say which broker (they are all bad aren't they??) but I am sure that, while these guys continue to post here,  I will be out getting their clients!!!


Not my clients.  Good luck.  Confidence is important.  Just don't let it turn into arrogance.  That is the downfall of many in this business.

Mar 17, 2006 11:20 am

I agree with Ricky. Instead of all the other mindless jabbering about which firm does what. All of us are in the SAME BUSINESS. So we should all help each other on different techniques and prospecting tools. Say which ones work and which ones dont. Also we should motivate each other, like how Ricky said he needed to make more calls to get new moneys and clients from referrals. That can only pump up everyone here who reads the posts. The Prospecting Section should be 10 to 1 bigger then all the other sections combined.