Script opinion?

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Aug 4, 2010 12:48 pm

I'm making the calls and it's all that matters, but I still wanted to hear the good, the bad, and the smarmy opinions about what I'm using.....going after the appt right away, thought I'd try this for about 1000 calls and see the results as opposed to sending info and following up.

I'm X with ABC Investments

I promise to be brief......I'm calling you because over the past few years I have had a tremendous amount of success positioning my clients to take back control of their investments, primarliy through increasing their dividend yields using bonds and stocks.

I have several ideas that would benefit you and it would take no more than 15 minutes of your time to hear how I can apply them to your portfolio.

I'm going to be in the ??? area next Thursday and Friday and would love the chance to meet with you, which of those two days would be best for us to meet?

Thoughts?

Aug 4, 2010 3:01 pm

I'm X with ABC Investments

I promise to be brief......I'm calling you because over the past few years I've helped my clients recover their accounts to their pre-2008 levels, primarliy through increasing their dividend yields using bonds and stocks.

Has your advisor gotten your account back to where it was in 2007? Ok. Well when's the last time he's called you? (after they answer, pause for 2-3 seconds) Ok, well I have two ideas that will benefit you. 15 minutes. Let me show you how I can apply them to your portfolio. Next week, which day is convenient for you? Mornings or afternoons? Ok, I'll drop by then.

Aug 5, 2010 12:14 am

I will be surprised if you get any appts with that one - I could be wrong. Keep us up-to-date with the results. 

Aug 5, 2010 1:08 pm

I'm all for new ideas, and I'd really like to hear how this works for you. At the very least, I would change the "I've had tremendous success" to "my clients have had tremendous success" nobody really cares how successfull we are at selling. I think the gist of it is great. I would make it simpler though.

Aug 6, 2010 8:46 pm

[quote=hci]

I'm making the calls and it's all that matters, but I still wanted to hear the good, the bad, and the smarmy opinions about what I'm using.....going after the appt right away, thought I'd try this for about 1000 calls and see the results as opposed to sending info and following up.

I'm X with ABC Investments

I promise to be brief......I'm calling you because over the past few years I have had a tremendous amount of success positioning my clients to take back control of their investments, primarliy through increasing their dividend yields using bonds and stocks.

I have several ideas that would benefit you and it would take no more than 15 minutes of your time to hear how I can apply them to your portfolio.

I'm going to be in the ??? area next Thursday and Friday and would love the chance to meet with you, which of those two days would be best for us to meet?

Thoughts?

[/quote]

In all seriousness, I would be surprised if you make it through this before the guy A. loses interest, B. hangs up, or C. does both.

Be as succint as possible and work on simplifying it down to one quick sentence...

IE:  " Hi I am _________. Due to the recent success of our clients by way of investing in __________...we wanted to get some details across your desk and possibly meet up with you down the road. What's your email?"

I just made this up, but I think the length is good... you get the idea.

Then qualify and tie down to an appt. or call back.

One of my top guys says... "Good afternoon I am ---, How are you doing in the stock market...?"

While it's not my cup of tea, I promise you the results are more than decent.

NUMBERS always make up for a weak script... so make the dials and then work on increasing the results... IMHO.

Aug 9, 2010 10:12 pm

This is exactly the feedback I was hoping for.  I knew it was long, but also knew it would shorten itself after spewing from my mouth 100 times, as well as your suggestions.....will post full results at month end.

gethardgetraw, proteinshake, jackofalltrades....thank you for your input.

Otane....opinions are fine, but offering nothing more renders yours irrelevant.

Aug 10, 2010 3:38 pm

It sucks!

What sucks?

I don't know I just wanted to add a smarmy opinion.

HCI, actually, B+ on the script. I like it. As others have said, a bit too long. As you've said that gets solved on the first ten calls. be short, be direct. Have fun!!!!

Make every one of those calls and get back to us. Making 1000 calls with the worst script is better than making 10 calls with the best. And your script is no where near the worst we've read. Making those 1000 calls, even if you get zero, will move you ahead. You will know what doesn't work. And, realistically, if it's not working, you won't make 1000 calls without changing something. That's what it's all about. Live and learn.

What does Smarmy mean? Anyone?

Aug 10, 2010 4:56 pm

Your spiel...

Does it have a sense of urgency? Is there a special offer? Is there a tangible return/benefit? Is there an element of name recognition? Is there an appeal to a persons desire to either make money or protect it? Is it 35 seconds or less?  Take away one of those, you drastically lose results, take away two and your wasting your time.

Print that, and whenever you need to market, you'll have the base elements necessary. 

BTW, Finra mandates that any "script" is filed with your compliance department, and if need be, reviewed by Finra. That subject will come up in your annual compliance questionairre. Your career, sounds like it is in the early stages is much like a house of cards. Anything crooked at the bottom becomes exposed later on. Stay on the right side of everything. For you, and anyone else here, if you think that is "stupid", try saying that to a finra, state auditor, or compliance officer with your firm....

You asked for even smarmy opinions, and you got one. Then you criticized that person? Not wise...

Good luck.  

Aug 10, 2010 4:59 pm

Thank you BondGuy....have always enjoyed reading your posts.

What I wrote a week ago is already old news through my own trial and error and suggestions here......I cut it in half, but same high yield/dividend premise.  It has been years since I did this, and it's all coming back quickly.....main thing, just stay on the phone.

Be well.......

Aug 11, 2010 6:37 pm

How about...

Mr. Prospect,

My name is ......With the investment firm.... The reason for my call is that over the course of the next month I would like to have the opportunity to meet with you to discuss your finances. If you become my client then I will treat you just like I do my current clients. In other words I will either place you in Variable annuity even if it is not right for you. ( Keep in mind I do make 5 % commission which is higher than I could ever make placing you in short term bonds or a ladder) Or perhaps a unit trust which will pay me 2 %. What you must always remember is that I am simply a pawn in which my firm uses to distribute product. The more crap you buy the more I make. If you are really gullable then I may be able to talk you into a managed account...that way you can pay a manger 2 % to underperform. Once you completely trust me then I will go for the kill.  A managed mutual fund program..that way you can pay twice the fees for underperformance. Does that sound Ok ? Good, be on the lookout for my card and I'll be in touch.

Aug 31, 2010 10:40 pm

OK......narrowed script to 15 seconds...only  worked 13 days this month with vacation and the like.....these were the results:

520 dials

136 contacts (26% of dials)

5 leads...2 appts(had one, $50k account transfer......the other later this week)....another half dozen leads but no appts yet.

Basically, I made 40 dials per day, so only called for an hour......that must increase, and it will after seeing the results, even if 500 calls isn't the largest sample.  It was enough for to see the light.......as many of you said, just do it.  Thanks guys.....will post September's results as well.

Sep 1, 2010 12:59 pm

[quote=meletio]

How about...

Mr. Prospect,

My name is ......With the investment firm.... The reason for my call is that over the course of the next month I would like to have the opportunity to meet with you to discuss your finances. If you become my client then I will treat you just like I do my current clients. In other words I will either place you in Variable annuity even if it is not right for you. ( Keep in mind I do make 5 % commission which is higher than I could ever make placing you in short term bonds or a ladder) Or perhaps a unit trust which will pay me 2 %. What you must always remember is that I am simply a pawn in which my firm uses to distribute product. The more crap you buy the more I make. If you are really gullable then I may be able to talk you into a managed account...that way you can pay a manger 2 % to underperform. Once you completely trust me then I will go for the kill.  A managed mutual fund program..that way you can pay twice the fees for underperformance. Does that sound Ok ? Good, be on the lookout for my card and I'll be in touch.

[/quote]

All right, I just got finished trying this script on 1000 leads and I got nothin'! Maybe I don't have a good phone voice!

Sep 10, 2010 2:54 pm

Mr x I'm x with x here in x...

Mr. X ...pause... IF I can show you how to hedge your account against loss WILL YOU OPEN an account with me?

SHUT UP!!! no matter how long it takes let them answer.

They will then say how do you do this?

I'm open on X and X ... I'll show you then ... which time works better for you?

If they worm put it to em ... You don't want to learn how to hedge your losses in the worst market since the great depression? (then snicker) If you're happy with the way your account is working fair enough, but in truth the only folks that tell me they are happy with their account have no account at all .. is that the case?

If yes .... click

If no start with original question.