I don't close over the phone, i just find a reason to meet. If you are focused on a reason to meet versus "I sell fee base,etc" in your cold calling script, you'll find it working for you.

When we meet in person I use everything I learned from Horsesmouth.com to govern that first meeting. That's my secret.

And its more like $900,000/month, sorry.

 Again, if you are being honest, then you are only working 1-2 days a month since you must only meet with 4-5 people since that is all that it takes to bring in $900,000 with a 99% closing ratio.

Some sales people actually have a very good sales voice and present a better impression over the phone than in person.  (Maybe they are a sloppy dresser, distracting mannerisms, body language, etc.)  Insurances sales people who may be required to be licensed in several states certainly can’t meet people in person and must “close” over the phone.  If you can close in person, do so: but doesn’t always work out this way.

"distracting mannerisms"

...like constant underlining and italics in their posts...

[quote=Indyone]

“distracting mannerisms”

...like constant underlining and italics in their posts...

Do know a little something about SALES (related to the topic at hand) since I have a friend who sells insurance to many people in OTHER STATES. OKAY.

Look ma, underlines gone.

Seems like you want to inhibit FREE speech by chasing people off this site?  Now that's not very nice.  Does your client know how nasty you are?

-Italics mine.

4luvofmoney, Let me be the first to apologize.  I thought that you were just some guy who knew nothing about the business.  Now that we know that you have a friend that sells things, we can all start coming to you for advice.   Can we assume that your special friend is Planrcoach? 

nope, someone else.  You don't have to come to me for advice. But if I know something on the topic as I did (you can't always close in person) then just allow me to post it.  that's all.  Does it really bother you that much that a non-fa posts something on this site?

u r right--I am some guy who knows nothing about working as an fa but if I want to post something on a topic, I'd like to be able to do that without being chatised.  There's no registration criteria that states you MUST be an fa to post here.

Quit referring to me or responding to my posts and you'll hear less from me.  

Geeze,  Move on people.

This was a great thread, that seems to have dengrated into a hockey game!

Nobody can convince me that cold calling doesnt work. 2 points to consider:

1. you need to do other things, networking etc.

2. Todays cold call is different than the old days - what doesnt work, at least as well as it used to, is calling people at home at night, who are not on the DNC list. What does work is targeted calling on an area, or target market or competency in which you are an expert

examples:

Calling corporate executives of a firm in which you have become an expert on their deferred comp plan

calling on CPA'S and CFO;s with information on Safe Harbor rules

you get the picture. This is like any other business - if you want clients, you need to reach out to prospects, and the phone is one efficient way to do it. Just be smart about it, and you wont look like th jerk in the Schwab commercial. 

Cold calling works great. Especially when you call people who have been sold some low performing American Funds by a guy whose destiny is in the hands of his competitors.

[quote=Bobby Hull]Cold calling works great. Especially when you call people who have been sold some low performing American Funds by a guy whose destiny is in the hands of his competitors. [/quote]

Ignore him. He's been around forever, with many different names, always trash talking never helping anyone. The great thing about this forum is the opportunity to share great ideas. Best we ignore the trolls.

[quote=Bobby Hull]Cold calling works great. Especially when you call people who have been sold some low performing American Funds by a guy whose destiny is in the hands of his competitors. [/quote]

[quote=Bobby Hull]Cold calling works great. Especially when you call people who have been sold some low performing American Funds by a guy whose destiny is in the hands of his competitors. [/quote]

Seems like he is just contributing to the topic.

[quote=mooose]

Hello everyone, seems like a lot of veterans here like to

illustrate how hard it is to succeed in this business. From your experiences

what are some specifice reasons for failure and success in this industry.

Anything more than the obvious "hard work."

mooose

[quote=Broker24]I have to say, one of the things I see at Jones a lot is when newbies only
try one type of prospecting (typically door-knocking). Many don't even
consider another type of prospecting. Some don't even door-knock
businesses. They do strictly residential door-knocking. When that
doesn't work, they are like deer in headlights. I have to say, I don't blame
Jones for that. They get you started, but they can't hand it to you on
silver platters. You have to use some of your own initiative, instincts, and
research ability. Step back and realize that everyone is different, areas of
the country are different, and maybe, just maybe, you need to try
something else (even if it's uncomfortable at first!).[/quote]

The best quote I have ever heard was "If it feels uncomfortable, your doing something right"