Tell me if you like my script

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Sep 30, 2010 2:51 pm

Can you guys please tell me if you think this script is ok.  I am a newbie and need help.  I am calling for the appointment instead of product.

Hi is (client name) available. This is _______ and I am calling from _______.  How are you doing today?  Great, well (client name) the reason why I am calling you is because I specialize in helping my clients prepare for their retirement and have helped many clients in (name town).  What I have noticed over the years is that people who are approaching retirement usually have many questions and the two that come up the most are

 

1)  How do I properly allocate my portfolio in way to reduce risk in the market and hedge against losses and inflation?

2)  How do I invest so I do not outlive my investments and possibly leave a legacy to my beneficiaries?

 

Now (client name), If I were able to answer these two complex questions and explain them in a way that is easy to understand would you be willing to meet with me for a no obligation complimentary 10 minute introductory appointment?

 

Great I look foreword to meeting you (client name) but before we meet I have to let you know that, here at _________ most of our retirement solutions fit clients who have 250 thousand or more in investable assets. Although I due work with clients who have less than that amount I have noticed that are products work the best with clients with that asset level. Do you fall within that range?

Sep 30, 2010 2:58 pm

Ricky, read all of the posts from BondGuy, The Judge, Gaddock, GETHARDGETRAW,  BigFirePower and others then reread your script and you willl answer your own question.

Sep 30, 2010 3:06 pm

Thanks Roger.

name recognition, tangible benefit, sexy/safe, 35 seconds, sense of urgency, special offer.

Sep 30, 2010 3:25 pm

I did read there scripts but they are selling a product I am trying to set an appointment.  Any advice?

Sep 30, 2010 11:31 pm

It's not that what I have is so good ; It's that what you have ain't working.

If I can show how to materially  improve your overall situation; would it be reasonable to assume that we could at least discuss some ideas for 15-20 minutes that may provide an impact ;

why don't we do a quick webmeeting and I'll demonstrate...

It's not what you say ; It's whats they say and whether they provide any clues to needs,portolio size (>1mm...),impending retirement, market concerns, unhappiness with current advisor or current portfolio structure etc.

You can start with we have a portfolio of bonds paying 10% with a monthly check (jnk) ooh too risky ; is insured muni's or very safe invesments what you're looking for?
How's your current guy doing? ; If I could show you how to materially improve... and it's back to races; why don't I stop by next tues am for 10 minutes to give you my card and brochure and we can.... ok?

Just opened 2 accounts this week... with this

Sep 30, 2010 3:56 pm

[quote=ricky32478]

I did read there scripts but they are selling a product I am trying to set an appointment.  Any advice?

[/quote]

Ricky Please tell me you are working, watching tv, playing with your kids etc. and you receive a cold call out of the blue from someone you don't know and they ask you to give them 10 minutes of your most precious commodity (TIME).

How do you react?

Try your approach and see what happens.

Sep 30, 2010 4:06 pm

I see what you are saying.  Thats why I came on this site to get advice because I have never done this before.

I think I am just going to say that my firm is offering complementary retirement analysis for the october only and I was calling to see if you were interested?

it will prob work better

Sep 30, 2010 9:24 pm

"offering complementary retirement analysis"

ricky i almost threw my computer out the window after reading this

actually

dedicate 1 day to this. call 200 numbers. come back.

we'll stitch you back up, offer you a cold pack and some warm soup.

Sep 30, 2010 10:34 pm

There's room for improvement.  Read this article for thoughts on how to perfect your pitch...  http://byrnesconsulting.com/2010/04/07/perfect-your-pitch-ten-tips/ 
Mike Byrnes, President, Byrnes Consulting, LLC

Oct 1, 2010 9:17 am

what do you guys recommend then?  I could really use some help.  I start on monday with my campaign.  Can someone please be more specific.  

Oct 1, 2010 9:30 am

[quote=BigFirepower]Thanks Roger. 

name recognition, tangible benefit, sexy/safe, 35 seconds, sense of urgency, special offer. [/quote]

Do what BFP said...

Hi this is Ricky with Appaloosa... our planning software has identified weaknesses in some client's portfolios. Would you be interested in complimentary financial plan that may identify your portfolio's weaknesses or do you feel confident with your investments in case of more market troubles?

Let them answer... if positive set the appt, if neutral set appt, if negative thank them and move on.

Good luck

Let us know how it goes

Oct 1, 2010 10:26 am

Thank you very much.  That is exactly what I have been looking for.  I'll keep you posted. 

Oct 1, 2010 12:31 pm

I'd add this point.  Why has it "identified weaknesses"?  If you can mention something about "because of the market turmoil”, etc. it might resonate with them better.  And what's the benefit to the person you are calling.  Talk in their language, not yours.

With the "no" responses, consider offering them a complimentary flyer/brochure so they can be educated on your services without the high-pressure sales.  People don’t like to be pressured, so many will say “no” as a knee-jerk reaction to receiving a sales call.  If you send them a follow-up mailing, that gives you an opportunity to call again and ask what they thought of the mailing.  A key to cold calling is not always give up after the first call.

I think it will be helpful for you to read this article with ten tips from advisors on how to increase sales without being salesy…  http://byrnesconsulting.com/2010/06/23/increase-sales-without-being-salesy/

Mike Byrnes, President, Byrnes Consulting, LLC, www.byrnesconsulting.com