Year 1 & 2

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Apr 5, 2007 10:37 pm

Prospecting attorneys,partners, business owners and executive officers?Any tips you want to share in connecting with these prospects?

Apr 5, 2007 10:57 pm

Make lots of calls and have a good script.  When you are prospecting keep your desk clear and don't do anything else.  Sometimes it helps to stand while you're calling, even if some of the other fellas make fun of you.  Call early in the morning or late afternoon or during lunch hour when the screeners aren't at their desks.

Other than that, it's pretty simple.  Keep dialing.

Apr 5, 2007 11:01 pm

Thanks Joe!Mind sharing a script that worked for you when you first started?

Apr 5, 2007 11:05 pm
sooolgoode:

Thanks Joe!Mind sharing a script that worked for you when you first started?



Better if you ask some of the younger guys on here like perhaps Blarmstrom.  I haven't cold called in a long time.

Apr 6, 2007 9:50 am

Try to visit them at their place of business, these are tough phones contacts.  Take them to lunch

Apr 6, 2007 3:04 pm

Better if you ask some of the younger guys on here like perhaps Blarmstrom.  I haven't cold called in a long time."


Keep in brief and to the point.


"Mr Executive, my name is Ben Gordon from the Chicago Bulls..


I know you are busy and thank you for taking my call. I also know that you get inundated with daily calls from people in our business. I am part of a Wealth Management team that specializes in working with executives of publicly traded comapnies here in the area. My firm has developed our team to be well equipped to handle the needs of C-level exec's, and that all is we do.


We provide investment management services, help you with you concentrated stock positions, help with taxation and lending strategies (etc etc etc- tailor it to their specific situation, or guess what hot buttons they may have and throw out 2-3 direct services...)


Mr Exec, I know you are busy, and I wouldnt waste your time if I didnt truly feel our Team was unique. Assuming you have a current advisor, I was hoping you could give my partners and I ONE opportunity to meet with you for 30 minutes (or try for a 15 minute scheduled conference call- that works as well) and have a conversation with you to determine whether there may be a fit (be subtle in knowing that you may not want them as a client, that you are picky in who you take on..People like to know their advisors wont just take on any old pulse out there.).


After that, ask when they would be available for you to meet with them, preferably at their office so there is greater comfort on their part...


Hope that helps. It aint the finest script, and I tweak it depending on the tone of the convo, but it may be a start...

Apr 6, 2007 3:13 pm

Thanks Blarmston, I will definitely try that one.

Apr 14, 2007 6:36 pm

These folks are busy and gets lots of calls, so you MUST hit a hot button right away. Call with a product, and go for the appointment.


Hi prospect, Stokwiz with Blindem and Robem in LA. The reason I called is that we have an account thats averaged 20 % a year for our clients, I called to see if you'd like some information on the program?


If yes, arrange for an appointment. If no, Thankyouverymuch and move on. Call them back in 45 days:


We have an account that's paying 5% tax free compared to the 3% taxable you're getting on bank CD's. Can I get you some information?


We have a program that pays interest based on the market but unlike your mutual funds, guarantees you against any loss of principal.(EIA's)


I've been showing my business owner clients like you how to buy their partners interest for pennies on the dollar, would you like to hear about it?


After a while, these people will get to know you and you'll have a file full of warm prospects instead of cold ones. 2 hours of call per day should yield 100 dials, 20 contacts, and 2 appointments, with maybe 3 other new prospects- call me in 2 days, etc.


As far as attorneys and cpa's who can refer business to you, call them and say you have clients who are looking for a good attorney or CPA, and you'd like to meet them to see if they'd be a good fit. They will perk up if they think they will benefit. On the appointment, after you ask them questions about their business,show them some case studies of the work you do and how you can add value to their clients.

Apr 15, 2007 12:52 am
sooolgoode:

Prospecting attorneys,partners, business owners and
executive officers?Any tips you want to share in connecting with these
prospects?





Get involved in lots of lawsuits.