Daily Activities

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Jan 23, 2008 12:21 pm

In terms of daily activities - number of dials, door knocks, contacts, appointments etc., -what should someone be shooting for in their first 3 years in the business ? What numbers allow you to go home at night with a sense of accomplishment regardless of commissions?

Jan 23, 2008 6:00 pm

Bumping for more posts!

Jan 23, 2008 6:34 pm

I don't mean to be rude, but there are dozens of responses to your question already.  Please use the search button instead of trying to get someone to waste their time doing it for you.  Try to keep new posts to topics that haven't been discussed frequently.

Jan 24, 2008 10:15 am

Gad12- I understand your point, but lets be honest. I dont think any serious rookies care about a majority of topics recently posted such as, what type of suits to wear, needing help on the series 63, comparison of firms, put traders exposing themselves, etc. This is a legitimate question that as a new advisor should really be our only concern.

Jan 24, 2008 10:18 am

GT,

 
It depends.  What is your work environment?  Edward Jones?  Insurance Company?  Wirehouse?
Jan 24, 2008 10:25 am

EJ. 18 months in. Off to an average start, but feel like I am running in place.

Jan 29, 2008 1:11 am

Well I havent worked at Jones, but a lot of people here have.  From what I get from all the posts is that you may be running in place for a while there.  Most start and move on.

Jan 29, 2008 1:51 am

http://cms.nationalunderwriter.com/cms/ocs/website/home/

Jan 29, 2008 9:22 am
RULiquid:

Well I havent worked at Jones, but a lot of people here have.  From what I get from all the posts is that you may be running in place for a while there.  Most start and move on.

 
"Most" is a relative term.  There are over 11,000 advisors.  We have less than 10% attrition, most of which are newbies that don't make it.  So the attrition among the experienced is probably 1-3%.  I wouldn't call that "most".  But yes, many move on, since 3% of 11,000 would be over 300 per year.
Jan 29, 2008 9:26 am
GT Key:

In terms of daily activities - number of dials, door knocks, contacts, appointments etc., -what should someone be shooting for in their first 3 years in the business ? What numbers allow you to go home at night with a sense of accomplishment regardless of commissions?

 
GT, if you are struggling, start with getting 1 appt per day, then work that up to 7 or 8 per week.
 
Honestly, the 25 per day that Jones tells you is pretty much the same as what they tell you at most firms.  They might call it different things (# of dials, etc.), or vary the numbers a bit, but at the end of the day, you need to speak to around 25 people, regardless of where you are.  The higher quality the conversation (or "warmer" the lead), the fewer you need to do.  If you are cold calling and just getting a brush-off, I wouldn't call that a good contact. 
 
The important thing is to track them and be consistent.
Jan 29, 2008 12:37 pm

First you need to take stock of where you are and why. Look critically at what you've done to date. What is working, and what isn't? Only you can do this, we can't do it for you. Maybe you aren't opening enough new accounts? Or, maybe those accounts aren't large enough. As you analyze your business the answer may become clear and it may not be activity related. Maybe opening larger accounts is the answer. The answer is to work smarter. Play where the rich people play. That is, hang with the wealthy. Join the Rotary. The Lions may run your town, but the Rotarians own it.  If you only prospect millionaires then your entire book will be millionaires.

 
If the answer is not enough accounts then its time to get down to some hard work. Yeah, I know you're already working hard, now it gets harder. Utilize cold calling, referrals ,and direct mail to fill your day with contacts. Be a joiner. Join rotaray, Lions and charities you believe in. How many contacts per day? As many as you can make between 7am and 9pm every day.
 
Lastly look critically at your sales skills. Honesty here is tough. Especially in this industry where half the sales force doesn't believe they're in sales and that their job is to sell. Simply put, you could be the world's best prospecter, but if you can't close there is a fast food application in your future. Be honest with yourself, if this the reason behind your self assessed under acheivement, its time to deal with it and correct it, or to move on.
 
Jan 31, 2008 2:07 pm

GT Key I am a firm believer if it's not broke don't fix it.  EJ has a proven system from a daily activities point.  Sounds like you need to go back to the basics.  Have you been getting 25 good contacts per day or are you just knocking on 25 doors.  If you are getting 25 good contacts bump it up to 30.  Bottom line is no one can tell you how hard you need to work for a good nights sleep.  Great question though   

Jan 31, 2008 2:32 pm

I completely agree the system works at Jones. Actually, it seems any system works if you work it long enough. I just need to protect my time better and hammer out prospecting attempts, in volume, EACH and EVERY day.