Cold call rebuttals

Try to get your hands on a copy of the 1991 Lehman Brothers cold calling

script, its the best material on the subject.

Skeedaddy:

Where could one find the Lehman Brothers script?

[quote=skeedaddy]Try to get your hands on a copy of the 1991 Lehman Brothers cold calling
script, its the best material on the subject. [/quote]

Absolutely the best cold calling primer out there.

My favorites Lehman rebuttals. Not exact, from memory:

prospect: I have to check with my wife.

Broker: frankly Mr. Jones, if she's anything like my wife, if she cant' eat it, wear it, or drive it, she doesn't want to know anything about it. (laugh). Seriously, the reason I called you is that you are a businessman. As the owner of your business you are called upon to make dozens of business decisions each day. Lets be honest, you don't call your wife for these decisions, right? Mr. Jones I'm asking you to make a business decision. Let's start small with only 1000 shares of xyz. That's only X on a cash basis or X on a margin basis. Which way would works better for you?

And this:

Prospect who has balked on a close for a well known stock or to the brokers call.

Prospect: I don't know you. I'm not comfortable.

Broker: Mr. Jones I understand. Let me ask you this: Have you ever taken a vacation with your family?

Prospect: of course

broker: And have you ever flown with your family during a vacation?

prospect: yes, what's the point?

broker: When you got on that plane, and buckled your kids in, did you know the pilot personally?

Prospect: That's ridiculous!

Broker: Really? Actually it's not. You entrusted your life to a person you didn't know. You trusted that person because you trusted the name of their airline. I'm not asking you to entrust your life to me, I'm only asking for your money. Mr. Jones, I'm calling you from Lehman Brothers, the most highly respected research firm on wall street. I'm asking you to buy shares of IBM, the bluest of the blue chips. You know their name.  Let's start with 1000 shares. Doing this, not only will you know who I am, you'll look forward to my next call. Would you like to register the account in your name only or would you like to include your wife? ( this can be shortened up considerably)

This stuff is a little strong these days, but, it did work then. If nothing else, it taught us to be fearless, and how to close. The Bros were good at teaching you how to out think the prospect. In the end, if they weren't going to buy, they didn't buy. Lehman's techniques were universally adapted at many name firms. Unfortunately, many boiler rooms twisted their scripts and poisoned a large part of the market. The big difference between them was that the Bros and big name firms were coming to prospects and clients with good ideas employing NYSE stocks, vs the bucket shops using penny stocks and shell companies. Lehman was looking for investors with a 1/2 million to put in on the first trade. The penny stock guys were after anyone with a thousand bucks.

what sort of presence does lehman still have on the brokerage side?

Usually concentrated in NYC (where I started), but the scripts made thier way thru the entire system.  I meant to be sarcastic.  Its the crudest thing I ever saw, but it worked well.  Tactics were too aggressive for today's political correctness. But if you read it, you would certainly piss in your pants.

The irony of the whole thing was that Lehman was a white-shoe firm that maintained two kinds of brokers.  The first was the Ivy-league MBA institutional salesman that catered to CEOs from investment banking referrals and the second was a highly aggressive, don't take no for an answer, wise guy from Brooklynn.  Imagine getting a call from Joe Pecci with a stock idea.

Imagine getting a call from Joe Pecci with a stock idea.

Anyone remember the Sopranos episodes where they were running a scam of "Eubistics" stock.  It was a fake company and they had a bunch of brokers calling from a mouse house.  One of the brokers was caught talking about a mutual fund to a little old lady and they beat the crap out of him in front of the rest of the brokers.  Now, there's sales incentive for you!!

As for the come back on "I'm not interested",  if they didn't already hang up on me, I would ask what exactly was not interesting. Try to pin them down and then have something real to overcome.  Of course it is a lot easier in a face to face presentation.  

One time, I was "door knocking" to make initial introductions, and I was hot, tired, my feet hurt and I think I was having a bad hair day to top it all off.  I knocked on a door and before I had a chance to say anything the lady said "I'm not interested" in a real rude way.  I'd had it!! and said "Not interested in what?!?  You have no idea why I'm here.  Maybe you won the Publishers Clearing house."  In my best snotty bitch voice.   Oh well, you can't win them all and I didn't want her anyway as a client.   

[quote=babbling looney]

Imagine getting a call from Joe Pecci with a stock idea.

Anyone remember the Sopranos episodes where they were running a scam of "Eubistics" stock.  It was a fake company and they had a bunch of brokers calling from a mouse house.  One of the brokers was caught talking about a mutual fund to a little old lady and they beat the crap out of him in front of the rest of the brokers.  Now, there's sales incentive for you!!

As for the come back on "I'm not interested",  if they didn't already hang up on me, I would ask what exactly was not interesting. Try to pin them down and then have something real to overcome.  Of course it is a lot easier in a face to face presentation.  

One time, I was "door knocking" to make initial introductions, and I was hot, tired, my feet hurt and I think I was having a bad hair day to top it all off.  I knocked on a door and before I had a chance to say anything the lady said "I'm not interested" in a real rude way.  I'd had it!! and said "Not interested in what?!?  You have no idea why I'm here.  Maybe you won the Publishers Clearing house."  In my best snotty bitch voice.   Oh well, you can't win them all and I didn't want her anyway as a client.   

[/quote]

That is great advice.  Do you guys have any other rebuttals to some common rejections. I'm mainly calling doctors, but it seems once I get them talking if there not too busy they answer my questions.

Any other rebuttals?

[quote=skeedaddy2]

The irony of the whole thing was that Lehman was a white-shoe firm that maintained two kinds of brokers.  The first was the Ivy-league MBA institutional salesman that catered to CEOs from investment banking referrals and the second was a highly aggressive, don't take no for an answer, wise guy from Brooklynn.  Imagine getting a call from Joe Pecci with a stock idea.

[/quote]

Marty Shafiroff's a Brooklyn guy?

Right on description for a lot of these guys. Not smart, but very aggressive.

Regardless of where they came from, these guys made some serious coin and were livin large. One of my mentors came to work in a chauffer driven Rolls Royce, one in his fleet of high priced iron. The chauffer worked as a gofer during the day. As the weekends approached most of the single guys were busy making plans on were they were going to spend the weekend. Bermuda, Nassau, Miami, and LA were popular winter destinations. This went on every week.

Best move to keep a cold caller(dialer) from quiting: manager leased him a BMW convertible and told him he was in the training program. This kid, with an MBA, did over $700K his second year, in spite of his education.

Best move buying a house: Broker walks into an open house, home priced at $700K in 1988 money, 5 minutes after walking in tells the agent to lock the door, that he'll buy the house for $700K cash. One condition, no else allowed to look at the house that day. And he bought that house.

Then there were the races between my mentor, with his 930 turbo slantnose and one of the other idiots with his 328. Constant arguements and rematches. Mentor blew the engine in the Porsche. That quieted it down for awhile.

It was a crazy time. Many of these guys are still in the biz. They've adapted to the new paradigm. And they're still making big bucks.

tjc:



As I read over your dialogue above, I remembered a script that I used with

good results. Its called the Missed Opportunity, and it goes like this:



“Mr. Jones, we spoke a few months back about Telefonos de Mexico, and

you told me you weren’t liquid. Well, TMX is up over 40% since then.

Now remember I told you that our group only makes 3 or 4 significant

recommendations a year…and I have another one today.”



“Are you liquid now?”

[shut-up]



“So…if you like this idea are you willing to take a $100,000 position?”

[shut-up]

Just for fund I'd love to get my hands on one of those manuscripts.  Not that I would use the tactics though.

Now I know why I have all of my clients money & not 100 shares of some crappy stock and a $400 commission.  Does anybody really do this?

You know, I just threw that out there earlier and was surprised to hear that

others had similar experiences.



No, I think only bucket shops are engaged in those telemarketing tactics,

but believe me, that style was broadly applied at all the major wirehouses.

Hence the term ABC (always be closing).



This was before CNBC, voicemail and research reports on the internet.

How about the "Killer Sales Rebuttals"( http://www.bornfreemarketing.com/?hop=firestone)? Has anyone ever tried that?

So does anyone have a reply to the original rebuttals.

Also, what are the most OUTRAGEOUS things you have heard people say to get you off the phone.

And what are rebuttals that can be used today?

Here's a few I use.

 "I'm too busy":  That's ok, write the check and I'll take care of it for you.

 "I'm working with someone":  I don't expect to earn ALL your business today, but the average serious investor has 3 advisors, and no one broker has the corner on good ideas.

"All my money is tied up": When's the next time you have something coming due?  If I run an appropriate investment by you when the money does comes due, will you run that business by me?

"I'm not interested": What is it about a pay raise that you don't like?

"The bank handles all my money": Banks can't even manage your checking account correctly, why would you put your serious money there?

Let me know if you want more

How about to the “Is this a sales call” what do you guys say to that. 

[quote=younggunz]How about to the "Is this a sales call" what do you guys say to that.  [/quote]

No sir it is not.  Merely a brief introductory call to see if you might like to hear about attractive opportunities a few times a year.

Ever see “Boiler Room” - try some of that BS. I’m sure it will get you far.

Why not talk to someone in your office who built there practice cold calling. Chances are they saved their old scripts/flow charts.  

[quote=skeedaddy]tjc:

As I read over your dialogue above, I remembered a script that I used with
good results. Its called the Missed Opportunity, and it goes like this:

"Mr. Jones, we spoke a few months back about Telefonos de Mexico, and
you told me you weren't liquid. Well, TMX is up over 40% since then.
Now remember I told you that our group only makes 3 or 4 significant
recommendations a year....and I have another one today."

"Are you liquid now?"
[shut-up]

"So...if you like this idea are you willing to take a $100,000 position?"
[shut-up]

[/quote]

Skee, you're giving me chills. Absolutely remember not only that approach, but making a lot money for my clients and myself in TFONY.

The Lehman system, as became known, was a proven path to success. Look no further than it's inventor, Shafiroff, who is listed at or near the top of Barron's top broker listing. Hundreds of others who, while not in Marty's league, still enjoy huge incomes from successful practices.

[quote=younggunz]So does anyone have a reply to the original rebuttals.

Also, what are the most OUTRAGEOUS things you have heard people say to get you off the phone.

And what are rebuttals that can be used today?
[/quote]

I had a guy tell me to go f**k myself and if I call on him again he'll come down to my office and kick my ass.

I'm going to pass him name and number to all my other broker buddies.

"I had a guy tell me to go f**k myself and if I call on him again he'll come down to my office and kick my ass. I'm going to pass him name and number to all my other broker buddies"

You should have asked him to describe himself, so you knew who to look for when he came in to kick your $ss. Thats great, i wish we worked in the same office because I would call him everyday..

[quote=bankrep1]Now I know why I have all of my clients money & not 100 shares of some crappy stock and a $400 commission.  Does anybody really do this?[/quote]

If you did a 100 share order at Lehman, Oppco, or Bear Stearns, they wouldn't process the order, and most likely you'd find yourself on the street. These firms didn't and probably still don't deal with "pikers", their word, without money. Nor do they employ them. These companies gave you six months to meet some incredible production and new account goals. The production goal was somewhat flexible as long as assets, new accounts, and work ethic were up to snuff.

Nor were the stock recommendations made by brokers at these firms crap. Many might be what were called story stocks. Companies in the news, their price driven down by some factor, creating a buy opportunity. Citicorp (now Citigroup) at $11 comes to mind. Others might be playing a take over story, or little known foriegn companies like telefonos de Mexico and TNT. Both huge companies. Coming to prospects with well known companies played a big part in making this work. The prospect might not have known the broker, or his firm, but, he always knew the company being recommended. Screwing clients was strictly forbidden. In the stock position building end of our business you are only as good as your last recommendation. While we tried to diversify clients as quickly as possible, your first recco had to work, to maintain credibility. Ultimately we were only as good as our last reccomendation.

The key to the system was to build huge positions in these stocks. We weren't looking to capture all a client's assets, only their equity portfolio. We were looking for investors who could put 50 to $100,000 into our first recommendation, over the phone, and then build it up from there. Putting 3 to 5 million in each idea, you can see how the money flowed when it came time to sell. Not uncommon to pull 100K months. To manage risk and liability,we limited each position to the 3 to 5 mill range and no more than a couple dozen clients. We further limited risk by using only brand name companies. It was unlikely that these companies would seriously hurt any client. Being a name brand gave us some shelter, and the opportunity to make another recco.This wasn't boiler room, it was building a practice using stock position building. 

 I still have many of the clients I opened on those cold calls. That was almost 20 years ago. Does it work? You betchya!

I decided to use what I learned from my short 15 month stint at a Lehman clone( ego forces me to tell you that i quit because the 2 hour commute each way was killing me. you can call me a piker. my ex manager still does. we laugh) to build a bond business that is highly successful. I open them on a tax free bond. Diversify with 2 or 3 income sales and then hit'em with my "let me show you how we can add value to what you're trying to accomplish" call. i then meet and go for the whole ball of wax. By this time, the customer has become a client, knows me and trusts me. I've given them service the likes of which they've never seen and knocked my competition off their chairs at the table. It's still the Lehman system, only modified to our times. If nothing else, I've got a bond buyer to call and do business with.

TJC45 and Skee:

Thanks for the stories.  Really fascinating.

TJC45:

Do you remember Rich Saperstein from Opco? He's at Bear now and was 3 positions below Marty on that 2005 Barrons' list.

Just out of curiousity (and no, I am NOT a headhunter), have you considered Bear Stearns lately? Satellite offices springing up all over the place these days. Steve Dantus (head of PC) was one of the best cold call brokers ever 25 years or so ago (so I am told---before my time, you see).

Bear Stearns is only talking to guys with 7 figure production numbers. Its the

only way they can justify the added risk of satellite offices.

I would not want to be in that business.  While I don't deal with the most affluent client I try to focus on those with $100,000 to 2,000,000 in investable assets.  I have a few clients with 3-5 million but I don't have their entire portfolios yet (they want someone to recommend individual stocks, not my cup of tea), but they realize I know a heck of alot more than there advisor pitching them the latest stock. 

In time they will realize the portfolios I create, while boring, are more effective, have less risk and don't involve much.  The downside to the bank is having to weed through the crap to find the quality clients, but I much rather do that then go door to door or spend thousands of dollars and work nights and saturdays doing seminars.

Mike Damone

I had a guy tell me to go f**k myself and if I call on him again he'll come down to my office and kick my ass.

I'm going to pass him name and number to all my other broker buddies.

------------------------------------

I fantasize about pulling-up about 10 boiler room websites and, posing as that client, emailing them the name and phone number as someone who is interested in more information. 

[quote=youcanhatemenow]

Here's a few I use.

 "I'm too busy":  That's ok, write the check and I'll take care of it for you.

I was hoping you'd say that...

 "I'm working with someone":  I don't expect to earn ALL your business today, but the average serious investor has 3 advisors, and no one broker has the corner on good ideas.

I was hoping you'd say that...

"All my money is tied up": When's the next time you have something coming due?  If I run an appropriate investment by you when the money does comes due, will you run that business by me?

Good. That's the money I want to talk about.

"I'm not interested": What is it about a pay raise that you don't like?

I know. I haven't said anything interesting, yet...

"The bank handles all my money": Banks can't even manage your checking account correctly, why would you put your serious money there?

I know. How do you think I got your name on this list of bank clients?

Let me know if you want more

Prospect:  "I'm not sure about that recommendation.  I've got to ask my financial advisor."

You:  "Would you ask your wife if your new girlfriend were pretty?"

****************************************************

Prospect:  "What is this?  Dialing for dollars?"

You:  "Of course.  I knew you would be sitting by the phone with a bag full of money."

****************************************************

Prospect:  "Let me ask my wife."

You:  "Sure...go ahead.  My wife already said that I could sell it to you."

****************************************************

Metell- good stuff right there…

[quote=Dirk Diggler][quote=youcanhatemenow]

Here's a few I use.

 "I'm too busy":  That's ok, write the check and I'll take care of it for you.

I was hoping you'd say that...

 "I'm working with someone":  I don't expect to earn ALL your business today, but the average serious investor has 3 advisors, and no one broker has the corner on good ideas.

I was hoping you'd say that...

"All my money is tied up": When's the next time you have something coming due?  If I run an appropriate investment by you when the money does comes due, will you run that business by me?

Good. That's the money I want to talk about.

"I'm not interested": What is it about a pay raise that you don't like?

I know. I haven't said anything interesting, yet...

"The bank handles all my money": Banks can't even manage your checking account correctly, why would you put your serious money there?

I know. How do you think I got your name on this list of bank clients?

Let me know if you want more

[quote=ymh_ymh_ymh]

TJC45:

Do you remember Rich Saperstein from Opco? He's at Bear now and was 3 positions below Marty on that 2005 Barrons' list.

Just out of curiousity (and no, I am NOT a headhunter), have you considered Bear Stearns lately? Satellite offices springing up all over the place these days. Steve Dantus (head of PC) was one of the best cold call brokers ever 25 years or so ago (so I am told---before my time, you see).

[/quote]

Dantus still is the best, even though he no longer cold calls.

I'm happy with my current situation. Bear wants at least a million dollar trailing 12 with the commitment to do much more.  I'm not doing a million. I'm not embarrassing myself either, but, not doing a mill trailing 12, just the same. Nor am I looking to kill myself to increase my production.  20 years ago I had three of these firms fighting over me, today I couldn't past the lobby. Before anyone breaks out a hanky, realize that my current production puts me in the top quintile of my current firm, as it did with my former firm. So the electric is still on at the tjc household and the repo man isn't going to drag my Jeep away at midnight. Still, I wouldn't even get a tryout for the Bear farm team today.

"I'm working with someone":  Thankfully financial advisors aren't like wives, you can have more than one...Having said that, I can give you 15 minutes tomorrow at 2:40- Work for you?

"I'm working with someone":  Oh that's no problem. I can see you tomorrow at ___

"I'm not interested" - Quick question before you go- Who do you know that's lost money in the market?

"I'm not interested"- Preciate your time-click,dial, Hi, _____please?

Put your wife on the phone-She's more of a man than you are!

Reach in you pocket and grab your groin- Tell me, what do you feel?

Ahh the good old days-

Stok

[quote=stokwiz]

"I'm working with someone":  Thankfully financial advisors aren't like wives, you can have more than one...Having said that, I can give you 15 minutes tomorrow at 2:40- Work for you?

"I'm working with someone":  Oh that's no problem. I can see you tomorrow at ___

"I'm not interested" - Quick question before you go- Who do you know that's lost money in the market?

"I'm not interested"- Preciate your time-click,dial, Hi, _____please?

Put your wife on the phone-She's more of a man than you are!

Reach in you pocket and grab your groin- Tell me, what do you feel?

Ahh the good old days-

Stok

[/quote]

"Mr. Jones, look between your legs, what do you see, grapes or grapefruits? Let's face it, if you weren't a risk taker you'd be working as a clerk somewhere, not as the owner of the largest (fill in blank) company in (fill in blank state). You take business risks every day. I'm asking you to take a business risk. Work with me here on my best idea, let's start small, with just 1000 shares. Would you like to work with me on a margin basis, or would you prefer we open the account with cash?

Seriously, you guys are not really using this stuff are you?

[quote=maybeeeeeeee]

Seriously, you guys are not really using this stuff are you?

Seriously, you guys are not really using this stuff are you?

I'm with you....especially the part where you ask some stranger on the phone to reach down and grab his balls.   I can just imagine my husbands response to that     

Or better yet if I asked some one to do that on the phone.  (For those that don't know...I'm female)

There is a chance if you asked someone that, they might set an appt!

[quote=babbling looney]

Seriously, you guys are not really using this stuff are you?

I'm with you....especially the part where you ask some stranger on the phone to reach down and grab his balls.   I can just imagine my husbands response to that     

Or better yet if I asked some one to do that on the phone.  (For those that don't know...I'm female)

[quote=babbling looney]

Seriously, you guys are not really using this stuff are you?

I'm with you....especially the part where you ask some stranger on the phone to reach down and grab his balls.   I can just imagine my husbands response to that     

Or better yet if I asked some one to do that on the phone.  (For those that don't know...I'm female)

[/quote]

Out of context, it does look outragous. But within the context of a no BS call from one of the most exclusive research shops on the street it worked. Make no mistake, it was an out and out challenge. As much of what was said was. These calls weren't cold calling and begging for dollars. Nothing like "Oh please Mr Prospect give me a chance."  They were, I'm the best, I'm calling you from the best, I'm giving you exclusive access, I'm going to call you with our best ideas, don't EFF'in waste my time. Again, sounds outragous, maybe it was, but it sure worked. Probably still does.

TJ, in case you missed it, I recommend you see the movie “Two For the

Money”. I enjoyed it and Pacino, well, Pacino is Pacino.

[quote=skeedaddy]TJ, in case you missed it, I recommend you see the movie “Two For the

Money”. I enjoyed it and Pacino, well, Pacino is Pacino.[/quote]

did you notice how people who really gamble actually came out of that movie saying “what the f*** am I doing with my life?” and the people who dont gamble and didnt get any of the movie said "what a shi**y movie!"

I really put a rains on my gambling after that movie, I really did get more of a thrill of losing then winning.

My only game is blackjack and I’m very disciplined. Three losing hands in a

row and I’m out. It’s only a past time for me. Sports gambling is not for me.



My wife on the other hand is an excellent judge of horse flesh, so we make it

to the track at least once a year.

I use to do it all. But I havent been to a casino in ages, I just stay away.

Sports gambling is just always in your face for a sport junky like me. Especially if your friends are doing it. But I have learnt from that movie and the first week in the NFL, you cant beat Vegas. I always knew that in my head but always tried. Just like the big fish that you try to get but he keeps telling your dreaming, but you keep plugging. Only difference you lose time with the fish and $$$ with Vegas.

Its amazing how many ordinary joes drop so much money on the sunday’s. As they place the bets they say “man that game is a lock” only to pay the bookie on tuesday.

[quote=jimbo]

....Its amazing how many ordinary joes drop so much money on the sunday's. As they place the bets they say "man that game is a lock" only to pay the bookie on tuesday.
[/quote]

but to get some of these guys to pull the money out from underneath their mattresses to sink in some American Funds? ---whatta' ya' crazy? no chance, that's way too risky-

Sorry to bring this thread back from the grave, there was just too much funny and useful stuff in here.

No this was great.  I’m actually looking for a copy of the book/script.  Any idea where to find one?  Google seems lost.  

[quote=ymh_ymh_ymh]

[quote=menotellname]

Prospect:  "I'm not sure about that recommendation.  I've got to ask my financial advisor."

You:  "Would you ask your wife if your new girlfriend were pretty?"

****************************************************

Prospect:  "Let me ask my wife."

You:  "Sure...go ahead.  My wife already said that I could sell it to you."

****************************************************

There isn't a published book. Lehman brokers keep a three ring binder of successful scripts and rebuttals. Other brokers working at top firms did likewise. It's unlikely that today anyone would find such a book intact. I lost my book to a rookie who lost it. I've largely reconstructed it ,but it goes nowhere, and yes, it's still useful.

i have it all, rebutals, power phrases, bullets, scripts, closes, howard rackovers book, from lehman 55 water st…89-92

Hey florida498:

I was at Oppy mid-late eighties.

I would love to get ahold of that material.

What would I need to do get you part with copies?