Appointment Setter

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Jul 9, 2009 9:52 pm

Has anyone had experience using one?  Are they even legal?

Jul 9, 2009 10:01 pm

Unless you're building a team with a junior broker I would avoid having someone prospect for you.  In my experience people from outside this business seem to have tremendous success calling at first and then burn out and quit even though they were doing a great job.  What then happens is that the FA has gotten lazy and is not up to speed on the phone and doesn't have a pipeline so then they lose productivity trying to get their own prospect pipeline filled again or have to hire another appointment setter to replace the first one who left. 

It's like crack, you're hooked on having your appointments fed to you.

Jul 9, 2009 10:10 pm

Now I'm interested, so it works? :)  I've got a family member that used to be in the industry and is now a stay at home mom, I'd have her for a few years - and she loves doing this stuff. Crack is good.

Any idea on scripting that works?

Jul 9, 2009 10:14 pm
voltmoie:

Now I'm interested, so it works? :)  I've got a family member that used to be in the industry and is now a stay at home mom, I'd have her for a few years - and she loves doing this stuff. Crack is good.

Any idea on scripting that works?



WHo would she be calling?

How does your first appt typically work?

Jul 9, 2009 10:25 pm

Residential to start with and then business owners later.  My insurance & qualified skills need some improvement before I tackle that animal.

I follow the Jone's first appointment process.  Discuss process (goals, risk, me), Qualify, Ask for account / follow up meeting.

Jul 9, 2009 10:37 pm

Hi _______, this is Amy calling for Voltmoie from Edward Jones is this a convenient time for you to talk?
Prospect: What is this all about?
Voltmoie asked me to call you, he stopped by last Tuesday and dropped a brouchure off for you.
Prospect:  It was some American Funds thing, I didn't really get to look at it yet
Well, Voltmoie is going to be coming right through your neighborhood this Friday and he's going to actually be close a couple times, about 11:45 right before lunch, otherwise he's going to be on his way back through about 5:15 in the evening.  He has something he'd like to drop off for you again and if you have a free 10 minutes he'd like to walk through it with you.



I'm sure it's not the best script, but the key is to be vague and let your caller personalize it.  The main thing is to establish that they will be home and that you may stop.  The rest is your job once you get in the door.

Jul 9, 2009 10:51 pm

I like this idea.  Can it be done cold?

Jul 9, 2009 10:59 pm
hotair1:

I like this idea.  Can it be done cold?

 
and I am the piker?
Jul 9, 2009 11:05 pm

Good stuff Bull ...  I'd actually like to know if it can be done cold as well.  There are only so many people you can contact doorknocking, but it does work.  My area is fairly rural so f2f contacts is an all day affair.

Jul 9, 2009 11:06 pm
JAXSON:
hotair1:

I like this idea.  Can it be done cold?

 
and I am the piker?




Yes.

Jul 10, 2009 8:59 am
voltmoie:

Good stuff Bull ...  I'd actually like to know if it can be done cold as well.  There are only so many people you can contact doorknocking, but it does work.  My area is fairly rural so f2f contacts is an all day affair.



I thought you doorknocked for prospects? 

So you'd have the woman just cold-call off a 10-cent name lead list or something?  I think that spells disaster and would not be successful at all if she can't have in-depth conversations on product or your services (which she can not unless she's licensed).

Have her calls stick to prospects you've already met and referrals, that way it will make YOU look like a professional and all she will be doing is asking for the appointment which from a compliance standpoint is all she should be doing.

Jul 10, 2009 9:17 am

I do doorknock for prospects - wanted to know if others had utilized appointment setting or lead qualification via an appt. setter to cold prospects.  Appreciate the feedback.

Jul 10, 2009 9:37 am

Volt, not sure it would be compliance approved, especially if they are no S7 licensed.  What would you have them say?  They can't talk about much without a license.

Jul 10, 2009 10:25 am

hi mrs reyonds?

I'm sara calling on behalf of a local financial advisor in the area
Are you currently working with a financial professional?
 
-if so:  great - what firm are you working with? Well as you know with current market conditions now more than EVER is the TIME to get a 2nd opinion.  Have you had an independet review of your portolio done in the last six months?
 
-if not: great, well as you know with current market conditions now more than EVER is the TIME have a professional review your plan and make sure you are on track to hit your goals.
 
.. Then jump into scheduling.
 
I just wrote that up in 2 minutes - so I'm sure it needs tons of work and not even sure it would work.  Any thoughts B24?
Jul 10, 2009 10:45 am
voltmoie:

hi mrs reyonds?

I'm sara calling on behalf of a local financial advisor in the area
Are you currently working with a financial professional?
 
-if so:  great - what firm are you working with? Well as you know with current market conditions now more than EVER is the TIME to get a 2nd opinion.  Have you had an independet review of your portolio done in the last six months?
 
-if not: great, well as you know with current market conditions now more than EVER is the TIME have a professional review your plan and make sure you are on track to hit your goals.
 
.. Then jump into scheduling.
 
I just wrote that up in 2 minutes - so I'm sure it needs tons of work and not even sure it would work.  Any thoughts B24?

 
That's pretty close to the line.  Do you not want to doorknock anymore, is that where this is going?
Jul 10, 2009 10:52 am

Of course I don't want to doorknock, it sucks!  With that said, I've landed a few accounts that I belive anyone would want to have just by passing out business cards on door steps. I'll continue to do it but there is a point of deminishing returns in a small area. 

Jul 10, 2009 11:17 am
voltmoie:

Of course I don't want to doorknock, it sucks!  With that said, I've landed a few accounts that I belive anyone would want to have just by passing out business cards on door steps. I'll continue to do it but there is a point of deminishing returns in a small area. 


 
I think you'll see the opposite.  You're branding yourself in your town.  There are a lot of people waiting to see if you make it before they give you their account.  You will only pick up more and more accounts in that town the longer you're there.
Jul 10, 2009 12:15 pm
voltmoie:

hi mrs reyonds?

I'm sara calling on behalf of a local financial advisor in the area
Are you currently working with a financial professional?
 
-if so:  great - what firm are you working with? Well as you know with current market conditions now more than EVER is the TIME to get a 2nd opinion.  Have you had an independet review of your portolio done in the last six months?
 
-if not: great, well as you know with current market conditions now more than EVER is the TIME have a professional review your plan and make sure you are on track to hit your goals.
 
.. Then jump into scheduling.
 
I just wrote that up in 2 minutes - so I'm sure it needs tons of work and not even sure it would work.  Any thoughts B24?
 
No, I think it's fine.  Volt, you're with EDJ, right?  I guess you haven't come up against Compliance yet.  I don't mean to discourage you, I just think your FSD would laugh so hard he would have to control himself from farting.
 
Now, if I am wrong, that would be great.  It certainly doesn't hurt to find out.  But do some more research before you go to FSD, as maybe it's being done somewhere and I don't know about it.  You might ask Spiff or YTREWQ - they have much more time in the pen than me.
Jul 10, 2009 1:41 pm

I could see cold calling being a problem with this strategy, but I could also see it being a huge opportunity if used to call people you have already met or talked to briefly.  I can remember setting many appointments in my first couple of years cold calling and if we didn't get into account detail or my process over the phone then the appointment didn't stick.  100% of the time it wouldn't stick.  Cold calling on behalf of someone and not getting into product specifics/process/company philosophy is grounds for a quick "Sure, whatever, I'll meet with him." then forget about it 10 seconds later.  I do think its a huge opportunity though for those you've already doorknocked and left literature for.

Jul 10, 2009 2:10 pm
B24:
voltmoie:

hi mrs reyonds?

I'm sara calling on behalf of a local financial advisor in the area
Are you currently working with a financial professional?
 
-if so:  great - what firm are you working with? Well as you know with current market conditions now more than EVER is the TIME to get a 2nd opinion.  Have you had an independet review of your portolio done in the last six months?
 
-if not: great, well as you know with current market conditions now more than EVER is the TIME have a professional review your plan and make sure you are on track to hit your goals.
 
.. Then jump into scheduling.
 
I just wrote that up in 2 minutes - so I'm sure it needs tons of work and not even sure it would work.  Any thoughts B24?
 
No, I think it's fine.  Volt, you're with EDJ, right?  I guess you haven't come up against Compliance yet.  I don't mean to discourage you, I just think your FSD would laugh so hard he would have to control himself from farting.
 
Now, if I am wrong, that would be great.  It certainly doesn't hurt to find out.  But do some more research before you go to FSD, as maybe it's being done somewhere and I don't know about it.  You might ask Spiff or YTREWQ - they have much more time in the pen than me.


Lets just put it this way, Volt:
 
I'm not going to knowingly drive drunk, but if I've had a few and may be close to the limit, I'm not going to stop by the Cop Shop on my way home and ask for a breathalizer...