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Jul 6, 2010 2:02 pm

I'm new to this and just started a few weeks ago. I started out learning about some of the securities my firm deals with and now i'm on the phones. The firm I'm at has older guys that don't really prospect anymore. Anyone have some advice on where to find prospects or areas of business that might be a good start at contacting to drum up some clients. Thanks in advance

Jul 7, 2010 4:59 pm

I do not work in securities sales yet, but have worked in insurance sales before.  And as is the case with any sales job, the name of the game is numbers.  Quantity is more important than quality at the beginning, the quality will come later on.  Just try to focus on business owners and corporate directories for creatings cold calling lists.  Also think of what Madoff did.  He targeted jews because he was jewish, it is called an affinity scam.  So look at yourself in the mirror and try to sell to people like you.  I made easy money selling insurance to hispanics because I am hispanic.   Right now you need to simply call as many numbers as possible and make as many contacts as possible.  It is simple math, the more people you contact, the more business you will drum up.

Jul 20, 2010 4:54 pm

[quote=The Rook]

I'm new to this and just started a few weeks ago. I started out learning about some of the securities my firm deals with and now i'm on the phones. The firm I'm at has older guys that don't really prospect anymore. Anyone have some advice on where to find prospects or areas of business that might be a good start at contacting to drum up some clients. Thanks in advance

[/quote]

Ask the older guys in your firm if they wouldn't mind giving you a few of their PITA clients or their "C" list clients they have no time for.  Work out a shared arrangement for 3 years or so.  Most advisors have 2-3 times the assets in their book in assets they don't know about, particularly C clients............

Jul 21, 2010 10:30 am

They've given me a stack of 500+ folders of old clients that haven't bought in a while (10+ years), but I haven't really looked at them much. One morning I googled a few of them and some have died. Do you think this would be worth looking at more?

Jul 21, 2010 10:45 am

[quote=The Rook]

They've given me a stack of 500+ folders of old clients that haven't bought in a while (10+ years), but I haven't really looked at them much. One morning I googled a few of them and some have died. Do you think this would be worth looking at more?

[/quote]

Maybe call on 5-10 a day in addition to your regular calling (or block one day a week to call on them).  Most likely they have given them to other rookies in the past, so don't waste a lot of time on them.

Jul 21, 2010 11:07 am

[quote=B24]

[quote=The Rook]

They've given me a stack of 500+ folders of old clients that haven't bought in a while (10+ years), but I haven't really looked at them much. One morning I googled a few of them and some have died. Do you think this would be worth looking at more?

[/quote]

Maybe call on 5-10 a day in addition to your regular calling (or block one day a week to call on them).  Most likely they have given them to other rookies in the past, so don't waste a lot of time on them.

[/quote]

I think I would be the first to look at these. They came from a filing cabinet that was cleaned out when I was studying for my 7. This is a small firm with 3 full time brokers and 3 part time that just work with their book.

Jul 21, 2010 1:06 pm

[quote=The Rook]

[quote=B24]

[quote=The Rook]

They've given me a stack of 500+ folders of old clients that haven't bought in a while (10+ years), but I haven't really looked at them much. One morning I googled a few of them and some have died. Do you think this would be worth looking at more?

[/quote]

Maybe call on 5-10 a day in addition to your regular calling (or block one day a week to call on them).  Most likely they have given them to other rookies in the past, so don't waste a lot of time on them.

[/quote]

I think I would be the first to look at these. They came from a filing cabinet that was cleaned out when I was studying for my 7. This is a small firm with 3 full time brokers and 3 part time that just work with their book.

[/quote]

Got it.  I was sort of picturing a big wirehouse office where there's a pile of crap accounts in the middle of the office that all the vets just drop their bottom-of-the-barrel clients into.

Hey, maybe they're "Glengarry" leads.