Prospecting out of town

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Jul 13, 2009 11:58 am

12 months in production and thus far I've only been prospecting within a 30 mile radius of where I live. Being in a relatively small market I've leveraged the whole "I'm a local guy" sales pitch and it has worked relatively well. I wanting to tap in to a market that is an hour and a half away, but I'm definitely gonna need to refine my prospecting technique. The market I'm trying to tap is dominated by local bank brokerage divisions. Any thoughts from you guys that prospect out of your local area/state?

Jul 13, 2009 6:17 pm

My buddy does this with MSSB he just gives his usual approach and lets them know he is frequently in the area and that he makes house calls if the distance is ever an issue for a prospect.

Jul 13, 2009 6:19 pm

Of course he did just complain to me about a local EJ rep in the area that cost him 600k in AUM one day giving him the whole hometown hero approach.

Jul 13, 2009 7:45 pm
fa09:

Of course he did just complain to me about a local EJ rep in the area that cost him 600k in AUM one day giving him the whole hometown hero approach.



Was the guy's name wind3574?

Jul 13, 2009 7:47 pm


Jul 14, 2009 1:06 am

Find business names in the potential area and call everyone starting from the top down. Use Yahoo or other resources to locate business' web page and then use webpage to identify upper mgmt, gate keepers, etc. Doorknock areas on the way to and from meeting business owners and managers etc.

Jul 14, 2009 9:27 am
BerkshireBull:
fa09:

Of course he did just complain to me about a local EJ rep in the area that cost him 600k in AUM one day giving him the whole hometown hero approach.

Was the guy's name wind3574?





Come to think of it I think it was. If you thought he was killing it before and still having 12 hours a day logged on to this forum just imagine what kinda numbers he's putting up getting this monkey off his back!