The Good Way to Prospect Still Works
I see that there is not much going on in the way of cold calling discussions of late, so I decided so bump that up to the top and let you all know that it is ALIVE. With the right methods, cold calling, profiling, and sales calls over the phone to set appointments still work, even with the advent of Do Not Call lists. I've found that after realizing you have the basic skills to speak over the phone, having the mental fortitude to continue is the biggest determinant of success. Treat it like a game. Treat it like you're building a business. I make 1,000+ cold calls a week, and my pipeline stands at a minimum of $50 Million, with a lot of that money in the later stages of closing. I work every day, calling Monday through Saturday. I just started in May of '17, and I realized how blessed I have been being mentored by a guy with 9 figures in AUM. That kind of support gets me through the rough days, the appointments not showing up, ETC. So, to those fellow rookies, I want this to be MOTIVATION TO KILL IT AND HIT THE PHONES HARD EVERY DAY. It can be done, and I'm still very early in my career, but I have the utmost confidence this will work out. Since I have a great deal of freedom in some aspects of my campaign (In general, I use Bill Good), I would love any advice from anyone willing to offer it.
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Also, l'd like to make it clear that I wanted to open this discussion to guys that have done this before (for advice), but really for those coming in to the biz with the rare manager that encourages the cold calling technique, and anyone that has questions related to motivation, method, or miscellaneous strategies. I want to rejuvenate this method, no matter what it takes.
You should keep track of your prospecting here, so that you hold yourself accountable. Are you with a wirehouse? Did you start from scratch or were you given clients early on?