Journey to T12= $1,000,000

Best of luck, LS! Whats your background? (approx age/experience, are you at a wirehouse/Ed jones, etc)

What strategy are you going with? What are your goals?

I’m new as well. It’d be nice to keep accountable.

Look forward to reading your daily posts.  Wishing you the best of luck.  This is the kind of stuff that keeps me coming back to this forum.

So day one is in the books...not exact;y the day I had planned for...I had to resign from my prior firm in the morning before moving over to my new one....the morning was spent filling out more paperwork then I had anticipated and I did not get clearance on my FA number until around noon...In addition I had to go to a training class most of the afternoon into the evening which did not help....so all in about three hours available for making calls..The bulk of that time was spent trying to contact my old clients then I was able to make some cold calls....but not to miss a days numbers...

Dials: 46

Contacts:11

Prospects: 2

New appointments: 1(for complete disclosure this was from a prospect I had found at my prior firm.

The goal is to have the contacts closer to 50 and the dials in the 300-400 camp...so stay tuned tomm is a new day and should not carry with it the nonsense...

Are you taking over an existing office or a "new new?"

Where are you?  (Firm wise)

little better today in the distraction department and was able to get in more calls...not quite where I want to be but trending in the right direction...

Dials:262

Contacts:40

Prospects:4 (hard number for me to track because it is vague but I feel like this is a conservative figure..)

I am starting from scratch but had a small book at my prior firm...I am not sure if I will get much if any from it..We will see..Id rather not say what firm I am at but it is one of the big ones...so take that for what its worth...people have heard of us...

Easiest discription of a prospect to me:
I know how much $ they have, they have a need I can service, and they are willing to talk/meet

better on the calls today then past two...less distractions and was able to spend my time dialing for the most part.  Still not up to my goal yet but getting closer..

Dials:450

Contacts:61

Prospects:7

Some good prospects over the last couple days that if I am good about tracking and following up with should turn into accounts.....No reason not to but I have had problems in the past staying organized and following up....foolish especially when I have been told time and time again that is where you make your money...Today goes in the win column....new game starts in 11 hours...

I also wanted to take this opportunity to pose a question to the vets or others who may have success calling on the opposite coasts...I call strictly businesses on tf bonds but find when i call the opposite coast my contact ratio is terrible and I simply do not find prospects....I definately have not made that many calls but still just do not seem to get any traction..any suggestions or just keep dialing and take what I find?  Thanks all...

Things are starting to heat up and its getting very exciting....Orders are just around the corner...First week down at the new firm and I could not be more pleased with the changes...I have a better head on my shoulders, the atmosphere is great, and the responses I have been getting on my calls are giving indication that this was the right move..So numbers for Friday are:

Dials:431

Contacts:53

Prospects:8 (one was a follow up contact but I counted it as a propsect...have a call set on Monday to hopefully purchase a decent clip of tax free bonds) fingers crossed...and if not no worries plenty more...still not at the 500 dials but I am getting closer...little better organization and improvement on evening calls and we are there..

Went in for a few hours today to try and contact some of my old clients....Was able to talk to three of them...confident I will get one and the other two its hard to say..one I really dont want since its a small account and the other I am indifferent about..we will see...started making some cold calls but was not getting anyone to pick up the phone so headed home..

Dials:27

Contacts:3

Prospects:0

Relaxing for the rest of the weekend...back it it monday...enjoy your weekend all

A bit of a frustrating day...Got two good prospects in the morning and then it completely went dead...I dont know if I had a bad part of my list or what.  I was getting a very low contact ratio and half the contacts I did get I wanted to hang up on them the moment they started talking.  Not to prejudge but I do not feel as though many of them were qualified at all irrelevent of wheather or not they were interested..But so it goes...The account I thought i was going to get was heading into a meeting when I called and asked that I call back so not in but not gone...Any how here are the numbers...

Dials:530

Contacts: 57

Prospects:3 ( many more asked that I call them back in the future but again I do not feel as though they are qualified.)

530 is a big number.  Wow.  How many dials you getting out per hour?

also - keep rocking!  the most important thing I see is that in little more than ONE WEEK you have 24 prospects.  Thats big time.  If they are qualified and you can convert only 10% of them at 100K (min) per then you have 300K in business for 1 week of work.  Pile it up and you will be at 15 milly this year.  Top of the class stuff.  Keep going man.  

The sheets I call from have 38 names per side and I try to stay as focused as possible without breaking or allowing interruptions until i get to the bottom...I take a quick break to tally my numbers and reload/unload the coffee...I would say it takes just over an hour to do an entire sheet front and back...so 76 every hour and fifteen or so..The biggest thing that helps me get in alot of dials is focus..I see so many people in the office messing around on the internet or bsing with one thing or another and it is amazing how much time is wasted...I try to have 200 done by lunch and that takes off some of the stress for hitting my goals in the afternoon...more important then that from a long term perspective I want to earmark mornings for finding new business/prospects...This allows for time blocking in the afternoon for follow up calls and appointments...trying to keep it as simple as possible so that it is repeatable and I do not plateau...not that you can plateau until you take off....the 10 percent converting is what I have been basing my predictions on so good to hear I am at least in the ballpark....many of the prospects are not 2 month business but longer term..example is today I spoke with a gentleman who owns a small car dealership...he is ready to retire as soon as he can find a buyer for his lot and the business...he figures the lot is worth 600k and the biz about 250k...also his wife is getting ready to retire.  We had a long talk and he wants to continue to keep in touch...So assuming all goes well should be a 7 fig account but this is likely 12+ months out...thats ok though cus the crazy thing is I will need the biz then as much as i do now!! so trying to build a list of very high quality prospects to feed me today and for years to come...open to any and all suggestions if you have some..Thanks

A lot of business owners are getting ready to sell their business to retire. And most of their $ is in the business. Find a good business broker to work with where you can share referrals. Check the guy out extensively because some are just real estate agents who cannot sell a house right now, but figure they can sell a business.
This way when you run across someone like your prospect today, you can ask how he plans on selling his business. Does he already have a buyer? If not ask if you can pass his name along to a business broker you work with.

Hacksaw,

You are putting in a lot of effort, well done and keep it up. always good to read your posts.

Well done long Shot, those dials are great and the number of prospects is right on. keep it up and keep posting, best threads .....

Long Shot, what about door knocking? Are you working off a list?

Great stuff LS! 

I'm with one of the wirehouses and start production on 11/1.  I'm planning on cold-calling to be a big part of my prospecting too.  I'm also partnering with a senior guy here on some seminars that will hopefully translate into a few higher-end leads (given my partner's target market).

 Keep up the hard work and posting about it.  I'm sure I'm not alone in saying that it's encouraging to all of us newbs.

Ok..so i am giving myself a pat on the back today..we had our weekly meeting at 4:15 and I was able to focus and get my calls in...thought I had an account! Grr..guy was thinking on 75k and asked at what amount I can reduce the price and I told hime 100k..he said he just needs to look at it a little longer and then will call me back..took my info but did not get back in touch..he will be my first follow up call tomm...For my own moral I want just one new account to get on the board.  Outside of that a successful day...continuing to find some good prospects and plenty that can be thrown back into the rotation and hopefully become prospects...Tomm at some point I need to time block an hour or so to go through all the prospects I have gathered and organize a follow up campaign...I do not want them to get lost or go cold...In response to the door knocking question...ugh....I have alot of respect for people who are able to do that and get business from it...my only problem with doing it for "ME" is that I will not be consistent and I am very weak at it...I just cant stand it...If I had to dk to be succesfull in this business I do not think I would do it..Sounds like a loser mentality but its true..I am not that charming and have never had much luck with it.  I know many who have essentially built their biz from it but not this guy...I do work off of a call list of business owners in my area...Dk may speed up the process but I will take the hours on the phone dialing as a trade off to knocking on doors..to each his own though..

Dials:490

Contacts:64

Prospects:6

Functioning brain cells left: 5(dont have many to start with but I am fried today)

Super well done....great start to your week....keep it coming.

I want to try and ratchet up my dials and contacts here but I simply just get too tired...so I will probably need to stay around this level until i get more "in shape".  I have read posts by bond guy talking about working from 7:30-9:00..I just dont have that in me right now but wish I did...Any how..ok day today..few more good prospects...they are really starting to pile up..I can only hope I can start closing some at a good rate starting over the next few months.

Dials:493

Contacts:67

Prospects:6

New account new account come out come out wherever you are....I will find you..

hey, well done> i enjoy reading your daily activity reports. Keep on the phone and stay healthy....it's a marathon....the accounts are already there...just keep talking to the new prospects in the pipeline.....and give them what they are looking for.

Well another day in the books..lot of ups and downs today...had a few people chew me out and did not get too many good contacts in during the morning...really just wanted to go home and curl up on my bed...but since that was not an option decided to just keep dialing..made some follow up calls which made for some good movement..have another potential account in the mix and one more long term...they say the good ones take a little longer so all fine by me...since I refuse to leave before my brance manager I had no choice but to keep making calls late so I did...and bam bam bam...three good prospects in an hour block....one has 140k ready to go and is in the process of selling a few rental properties and is looking for stock and bond ideas...the other two are thinking on a bond purchase and want a call back on monday after they get the info...so maybe nothing develops maybe something does..who knows...but the opportunities are popping up..

Dials:456

Contacts:61

Prospects:4

Keep going LS!  Have you started following up with any of your prospects from last week?

I know one effective strategy used by a guy in my firm has been to cold call on munis just to get the conversation started.  Once he finds out what they're really interested in, he thanks them for their time and asks if he can follow up should he come across any of what they're interested in.  He then wastes no time finding exactly what they want and follows up within a week.  He's been in production for maybe 15 months and has $46mm AUM now...I'd say he's doing alright.

Rock on....

friday friday friday!! not the strongest of calling days in terms of contact ratios but some is better then none..wasted most of the morning on a conference call with the manager from blackrock talking about the economy and their thoughts..I try to listen just so I do not get too out of touch with what is going on in the world but since I do not have any clients or call on the fund it was probably not the best use of time...but insightful none the less..had someone call back in response to a message i left which led to a long conversation and a meeting in the future...good prospect...solid 6 fig account and lots of moving parts...exactly what I am looking for as a result to calling on munis with a rate..she had a cd mature that is earmarked for college and the rate i was offering was quite a bit higher then what the bank has..very unlikely she will be buying tax free bonds but i get the chance to go after the whole pie..amazing how a bond call can lead to an in depth conversation about what is really important to them...also had a follow up call with the president of an energy company in the are who said flat out he doesnt want munis but appreciated my persistance..he is looking to make "substantial" purchases in a couple individual stocks and is going to get in touch with me when he is ready to pull the trigger...an in on a good prospect...these are what I am looking for!!!so today I get to walk away a little closer then I was the day before..In win in my book..

Dials:431

Contacts:44

Prospects:5 (for full disclosure I may be doing a crummy job counting these all a tally on this forum..If I counted someone as a prospect from an earlier day and the conversation continued and advanced I check prospect again on my sheet..So if it looks like I have an obscene amount after some time that is the reason...I will try to seperate them and give a monthly summary of my efforts and results..this should be more accurate.)

45mill in 15 months...thats a monster number...biggest I have ever come accross..I refuse to discredit any claims though since if you are really pounding out the calls and getting good accounts whose to say a 20mil or few 5 mills done pop up...I have no allusions of that happening for me but I guess anything is possible...45mil was more my year three goal..kudos to your guy...

off to the gym..gotta crank out some weights to keep the muscles from going into complete atrophy...believe it or not sitting in a chair pounding the phone all day does not lead to six pack abs and a solid chest...more likely bi%$ T%$s and diabetes in my case...enjoy your weekends all...going in tomm and going to try some residential calls and see if I have any luck!

Cheers

Hey Long Shot,

Mind if I ride shotgun. Got myself into a bit of a bind and got to bring in 6M by Christmas or else......

I used to dial 400 a day when I was a broker in England but kind of fell out of the routine now that I'm back on this side of the pond. I ache to make it in this business second time around....anyways......been booking about 1-2 meetings a week sso far from cold calling but it's not going to be enough to make the cut.....been reading your posts and brings me back to where I was in 2002.......now...older and with wife and kids.....just need a bit of a buddy system to get to 5-6 meetings booked a week.........what a ride!!!!!!

All the Way, hop on board.  Plenty of room for folks trying to make it...Today was a decent day..I got an appointment set for saturday and found a 401k rollover..best part of the rollover is he currently has his money with my old firm and is quite disgruntled....ya that one will feel good....Switched it up a little today..My bond inventory would not load so I started calling on a high yield muni fund..actually got a few indications of interest..more important to that it gave me practice on calling with something other then a bond..this is good because when inventory is low or no good I wont just twiddle my thumbs..moral victory..snuck out a little early since I am a bit of chump and I stayed up too late watching football...

Dials:481

Contacts:43

Prospects:5

Thanks Long Shot.......really appreciate it.

Been doing well on the calls and had a prospect come in this morning from a cold call done 3 weeks ago. Went very well, brought in his statements and I are-booked to  see him again next week with a proposal. There's over 500K to work with and it should go well. I got a clear day tomorrow and will be calling to book meetings..pretty much all day and part of the evening as yesterday evening was a school  meeting and today had 2  appointments.

Got to say...that not only are your dials impressive, but more so you're attitude. still haven't come across any moaning or groaning about how hard it is, or the weather, or tummy problems or whatever.......I got a feeling that this thread or yours will be the longest  thread, culminating in you getting to your T-12 celebration. Keep doing what you are doing and have a great evening...catch you again  in 24 hrs.

Not my strongest day today but still moved a bit closer to my goal..We had out tuesday meeting which basically chews up most of my afternoon.  Again I was teased with a new acount today..had a conversation with a doctor who said he would be interested in my bond but was seeing patients so could not talk..he took down my number and said he would call back within the hour...hour came and went...then ring ring...he actually called back to discuss the bond..went through all the details with the bond but last questions he asked was if it was insured..I said no..he said hes not interested in it then because he only buys insured munis from my state...I am taking it as a winning dissapointment...he did not buy the bond but he is more then qualified and next time I find one that fits his criteria I am going to blow up the office phone and see if he cant buy a big chunk..got another prospect who has "significant funds" coming in 30 days and wants to get together and talk..he said he wants to work with me..so we will see..One area I desperately need to improve on is qualifying...A good friend of mine in the biz constantly breaks my balls when I tell him I found a prospect then asks how much does he have...my response is usually I dont know..I get so happy that someone agrees to talk to me and is willing to hear new ideas and talk in the future that I devalue my time by not finding out if it is good business..one thing at a time though...lesson learned today is that I need to get in earlier and start calling businesses at 8..i wasnt on the phone until 9 today and did not get my 200 in by noon...this hurts my long term plans..I did  not have any apts before my meeting so was able to get a minimum number in but slowly accepting lower numbers and rationalizing them is a quick path to no phone calls and destroying my long term goals...so tommarrow is a fresh day and will keep working on improving rather then accepting...had an interesting meeting today about the posibilites this business can offer...our firms top producer is doing a little over 12 mil in production..we took his pay and compared it to the ceo's of companies in our area...needless to say our boy is doing quite well..the difference between those at the top of the top and the rest seems to be that they never stopped prospecting and building...I have no allusions that I can get to 12mil but one or two would make for quite a nice life...well from a pay side at least...the rest is still a crap shoot..also interesting figure was those that graduate the training program in the bottom 10% of the first quartile have an average take home pay of about 560k after ten years...gigidigigidi goo...what i take from this is do not wait until tomm to try and be at the top or improve things..start today and do not stop...so with that..tomm is a new day..for now its tv time and hanging out with my four legged friend..

Dials:227

Contacts:28

Prospects:3

Long - big lesson here: always find out how much money. Maybe “significant” to them in $10k. Don’t EVER be afraid to ask.
Also with the Dr you should have said “if I find an insured bond for our state at an attractive rate, how much are you looking to invest?”. If it’s a decent amount, then you call your bond desk to find exactly what he wants. If not, then ask him when he would expect to have $___ to invest. Call him back then with a bond that meets his parameters This then becomes a bond client and you keep updated with money he has available and issues that come out.

Did not hit my dial and contact goal today due to a welcome distraction..whats that you ask? new account!! finally got one on the books...very frustrating process...It is beyond me how difficult it is to open an account at my firm.  The information on the new account form is way more invovled then necessary to determine if an investment is sutiable..very aggrivating..in addition I learned that I need to open the act myself..I gave the form to my assistant and 20 mins later it was sitting exactly where I left it..soo lesson learned...spent more time figuring out how to actually buy something then I cared to....my old firm the new account and purchase could be done in less then a few minutes....here not so much...

Dials:324

Contacts:40

Prospects: 1 (became customer by end of the day so technically 0 I guess..?)

I don't know about the rest of you....but this guy...Long Shot....well....he's the real thing. Kids out there day in and day out for the last couple of weeks, new firm, hitting 400+ dials, going through the motions and putting in the E-F-F-O-R-T.

I think I can safely speak on behalf of many who have built -or are re-building books of business.............. what you have accomplished in the last few weeks....is inspiring.

Tommorow is Thursday.....brand new day to chip away at T-12.....relax...enjoy your 4 legged friend...and we'll catch up with you in 24 hrs.......well done .......

Congrats, long shot.  You're a machine.

Nice LS, the first of many.  Keep it up.  This thread is pure inspiration for the rest of us starting out.

I won't belabor the point, but if you don't doorknock, I don't think it'll work unless you doorknock. It's a tried and true Jones formula, because your business at Jones is hyperlocal.

American Flag,

Am I missing something?  I don't think LS ever said he was at Jones.

Golfer, you're right... sorry.

"Nothing in the world can take the place of persistence.  Talent will not, nothing is more common then unsuccessful men with talent.  Genius will not, unrewarded genius is almost a proverb.  Education will not, the world is full of educated derelicts.  Persistence and determination alone are omnipotent. “Press On” has solved and will always solve the problems of the human race."-  Calvin Coolidge

Dials:427

Contacts:50

Prospects:2

Past two days have been a bit frustrating..Have not really had any really good conversations and trying to keep the dials up.  Been calling alot of doctor offices which I hope is not a waste of time but it feels that way.  I cant even guess how many messages I have left with receptionists who are very dismissive and evidently make decisions for the doc.  I dont mind hearing no but I would prefer it be from the person I am looking for business from rather then the assistant...Oh well just the way it goes I guess.  Putting a lot of faith in the 400 dials and it doesnt matter what you say you will be ok philosophy because I am blindly going to continue moving forward at that pace..Any suggestions on how to improve my calls?  I have found some good prospects over the last few weeks but am always open to ways to improve...I also have come to the realization I need a better list.  It is hard to get someone on the phone and then to find they just are not remotely qualified or barely speak english is a little frustrating...I feel like I need to crank it up over 500 to 600 and call later in the evenings.  Also think I am going to have to add 200 residential dials or so on top of the 400 biz...I am willing to put in the effort and have faith the numbers will work out...Long week but taking it as a win..got a new account and an order! that happens every week and at a minimum I will survive...

Dials:400 -Grueling 400...felt like 1000

Contacts:43

Prospects:3-being a little generous maybe..people willing to hear back from me and talk more..

Hello Long Shot,

Well done on your week.......it's a little early to change anything as you are already doing close to 500 dials a day. Having a good list makes a world of difference so if you think your calling pikers, then maybe look to talk with people who are experienced in the market and are nice enough to have a chat.

I do residentails calls in good areas and it's great. I'll call in the mornings and afternoons  and will usually get 2-3 good prospects within an hour and a half. Most have over 500k in investable assets and are pleasant to talk with.......you'll be surprised by own many wealthy prospects are actually at home, because of a home business, got a cold, just retired and are starting a business, took a day of.....whatever....it's really interesting and usually they will have a chat and if you have a decent offering, they will meet. Maybe, just so you don't feel as though it's all uphill, pick a few decent zip codes in your area and give it 10 hours of calls  to change the tempo and get some meetings. I tend to call within 15 minutes drive to my office and it works great. As for doctors....yeah...it's hard to get them on the phone, but business owners and CFO's....they take calls.....CFO's are great.......they know numbers and it's part of their job to keep their ears open as to what is new in the market.......

Whatever you do....don't get down because of a crappy day or so......look closly at who you are calling......and if it's a good list.....great...if not.....same plan....diffrent sheets....but 400-500 a day will put you in the top of this profession regardless of who you call, what you say and what they say....just because.......there's a LAW of averages and you are stacking the deck in your favor.......

Chop chop chopping wood..ok day today...really did not want to go in but what choice is there?  Had a few good follow up conversations that moved a couple people closer.  Did not close but are def qualified and willing to talk more and do business in the future.  Outside of that more of the same.  Not any really good conversations on first calls and low contact ratio..going to keep plugging away..

Dials:447

Contacts:49

Prospects:3

Nice work LS, very impressive numbers

Is there a script or a few lines that you like using that seem to get peoples attention. Is it basically just

Hello Mr. Prospect, the reason for my call is I have inventory of __ state municipal bonds yielding about x%, and I was wondering if you currently invest in municipal bonds?

hey long shot I'm a new broker with a firm that specializes in Munis.  I've been paying lots of attention to your diligent work ethic and think you've got what it takes to succeed in this business. 

My typical script is this:  Hi this is ____ with ____, I wanted to give you a quick call to see if you might have an interest in a __% tax free bond.  Do you look at tax free bonds from time to time? 

Does anyone see anywhere that I can improve on my pitch?

What a world and what a business we are in.  It is amazing how one good day can erase any number of crap and get you excited about life and business.  I was stressing over a check from a new account showing up and not getting good contacts with the dials I was making.  Like magic it all came together today.  The check showed and I was able to get another 400k on the books from the client that bought my bond..In addition he is open to getting together for more of his long term planning..Has money at a big cometitor and cash on the sidelines.  In addition looking to sell his biz.  Seems to be happy with me over the very brief time we have been speaking and will likely do more business.  Always a good reminder that the man in the mirror does in fact have what it takes...and then some...I dont know why I give that guy such a hard time....he's not a bad dude..Also got more good prospects then is usual in a day...Goofy things..cold called a guy who couldnt buy the bond now since he didnt have the liquidity but told me to call his sister in NJ who is sitting on " a sh&* ton of cash".  So I called her and we talked for a while...She liked the bond and wanted to think a little more and said to call back tomm..Took my info as well...we will see how that progresses.  My dials and contacts were lower then my goal which looks like it will be the norm on tues since I have half day meetings every week..But the sun was shining, the air was crisp, my dog was happy to greet me when I got home...good day in the life of this guy whos just swinging to stay alive and awaits a better tomm.

Dials:249

Contacts:37

Prospects:9!!

To follow up on questions about what my call is....browse bond guy on the forum..Everything I say/do/aspire to be is based on his posts..No joke when I was struggling for direction in this biz at my last firm I came across his posts and istantly became very motivated.  It is a process I believe leads to success and that I am comfortable cloning.  I call em with a tax free rate and ask if they would like some..Then shut ujp and see where the conversation goes...Not fancy, not overly professional, but simple and seems to be some what effective.  I will continue to do this until it doesnt produce.  Also alll the way, I want to personally thank you for the solid advice and encouragement you have been posting since I started this thread.  In a business with so much trash talking back and forth it is refreshing for a "competitor" to be giving guidance and positive feed back...I doubt you are posting to get back a thank you but know that it is appreciated.  Part of the reason for posting on this is for good positive feed back and ways to improve...Thats all for this guy tonight..New game in 10 hours.  Cheers!

Hey Long Shot,

Thanks for the mention, Glad to have read today's post and the succesfull outcome with 400K more under your belt. Just goes to show that chipping away every day makes things happen. Myself, I signed 425K this morning from a cold call done a month ago. It was great. I'm still  5.6M short and got to get it by Christmas so , back on the phones in the morning. I got some large corporations with who I have meetings set up and if all goes well, this would help fill the gap.

Have you noticed, there are over 2000 views of your posts. I think it means that there are a lot of brokers out there, prospecting for new business or re-buidling their books......and who are finding inspiration is following your progress. We all know that  sitting there, looking and sheets of names, dialling hundreds of times is a bit lonely.......but it seems there  are a lot of people who, daily, log on and check on what you did.......and are deep down......hoping that you stick at it and make it work.........Good for you for posting daily.....better yet.....good for you for prospeting daily. Well done to you...catch you in 24 hrs.

Tired..not a very motivated day....phone was heavy but still got some decent results..

Dials:238

Contacts:37

Prospects:4

1 appointment set for tomm night....will qualify then set face to face...should be a good account I hope...relaxing and gettin back to it tomm...going to add a corporate directory to my calling efforts..I hope this results in a good return on investment...

http://advisorcontrol.com/how-bad-do-you-want-it/

not sure if any of you have seen this video..friend of mine shared it with m and i really liked it..its not the strongest video but the message i think is spot on..hope you all enjoy

Hey Long Shot,

Remember I mentioned that meeting with the corporation.....well it well very well. Could put me quite a bit closer to my goal...anyways...thought I'd let you know.......came from a cold call.......very well know company and we have the products to fit their needs. Should get news by the end of next week...I really hope this goes through.....

How was your day.........???? I know you will make T-12..........I look forward to today's post.

Good to hear all the way!!!Go get em.  How did everyone elses day go? seems like a lot of good gas flowing through the air today..buddy of mine got some very promising news on a lucrative biz deal that is going to change his life, I had a good day, and all the way is taking off...love good news..I had a weird day..I changed lists up and starting calling all the local businesses within a mile of my office..great reception! lots of good prospects that should lead to some good business.  Plus looks like I have 2 good accounts in the pipeline that I can poach from my old competitor.  Nothing against them I liked most of the brokers just fine but sweet sweet victory!called a guy and offered my bond..he asked about it..said he cant do it but his mother just had a 100k cd mature that the bank is offering a garbage rate on..opportunity a knocking..he took my info and is going to get back in touch,,,i will call monday if I dont hear from him...did not hit my dial goal but did hit my contact goal which ultimately as time goes by is likely to be more of the focus..I would like to transition more from 400+ dials and 40-50 contacts to 200-300 and 50-60 contacts..since I am using this as an accountability tool I have a new stat i am adding..follow up contacts...I need to set a more active follow up campaign and goal...I think I am going to start at 5 a day and see how the numbers play out...not 100% sure how many prospects I have that need to be actively followed up but I am going to rip through em this weekend and map it out...I do not like my firms contact management system at all which is making it more of a challenge for me..no biggie..challenges are there to be over come...so starting monday I will be posting initial contacts/follow up contacts/dials/prospects and hopefully ACCOUNTS! I will say transitioning is a PITA..lots of classes that I need to go to and long conference calls that I do not feel add much value and take away from precious precious time...that too will fade and be followed with productive time consumers like appointments!  All in all a positive day and I feel like once again I am inching slowly and slowly closer.

Dials:300

Contacts:56

Prospects:12..oh ya!

correction..accounts not being poached from old competetor but firm..

friday friday friday...some good first calls a good follow up call..dont feel much like typeing..ducked out early and taking the dog to the park.

Dials:223

Contacts:30

Prospects:3

Whats your difference between a contact and a prospect?  I would say a contact is someone you talked to and they showed slight interest, and a prospect showed much more interest or you set up a time to get back with them.. Is this correct?

Yeah...it's the weekend. I took off early also. Had a bit of good luck, picked up 150K today   and it ends the week on a good note. Next week, lot's of calls, down to 5.4M by Christmas. The weather this wekend will be nice, so Bar_B-Q's, kids stuff and some planning on the prospect call back front is in order. Going to unclog the pipeline and see who is good to work with and who will be going into the longer term drip.

Well done to you Long Shot....keep on the phone during prime calling hours, you are very close to a deluge of accounts over the next couple of weeks, go in like a warrior and keep your chin up, listen and provide your prospects with what they need......and keep doing what you are doing......if yu can keep 40+ daily contacts going.....you'll be fine.......next week.......drop the Hammer.........and  have fun....one call at a time.

Catch you with you  next week....well done to you......

So turns out Columbus day is a holiday people take off of work for...did not know...Since I worked in retail prior to this the only holidays I see as days off are easter/christmas/thanksgiving...but good to know..contact ratios were a bit lower then I would like and nothing too great on first calls..did get a prospect that is in the process of liquidating a business and asked that I call next week when his mind is more clear..not sure if it will amount to anything but he is willing to talk..gotta start somewhere..also followed up with a few prospects from my list i created over the weekend...worth while exercise to say the least...the good ones actually remembered me..crazy..qualified one for a 100k bond order..should be opening the account tomm and buying the bonds..ding ding fingers crossed..and the other is working with his wife to get all of their statements together so I can see everything they have..boo ya! this one is coming from a broker at my old employer...sorry guess but I want it!  Couple pricks out in full force today but once again moved the rock a little further up the hill...

Dials:467

New Contacts:44

Repeat Contacts:4

Prospects:4

Long shot: Do you use an auto dialer tied into a contact management system? Also, how big is your list(s) and does it come scrubbed? I am thinking of starting a similar campaign and have not cold-called in many years. Great work and keep it up. Your dedication is inspiring!

[quote=wont stop]

Whats your difference between a contact and a prospect?  I would say a contact is someone you talked to and they showed slight interest, and a prospect showed much more interest or you set up a time to get back with them.. Is this correct?

[/quote]

Contacts are people you talked to. Prospects are people who have:

A defined need that THEY articulated, and

A defined, specific dollar amount ready to invest, and

A commitment to you to move forward towards a possible sale.

All three elements - need - dollar - and commitment need to be present for a true prospect to exist.

Not the strongest day...Half day meetng in the afternoon and wholesaler in this morning so did not devote as much time as I should have for calls...Worse then that I am sure I was calling a junk part of town..Could not pronounce alot of the names and there was often a significant culteral barrier...kept calling because you never know..made some good follow up calls and still have a good size order I feel coming in this week...also found a new motivaton...guy in my class that is doing very well I do not much care for...oozes arrogance and is just an obnoxious know it all in my opinion....must pass him...not even pass but blow by to the point it is humiliating...this will be done quietly without making a fuss and just going about my business....you all here will know that is was on purpose and I am gloating inside..any way.

Dials:233

New contacts:19

Repeat Contacts:8

Prospects:0

What is your list?

borei,

strictly businesses

Congratulations.

Question: Selling only munis...don't you have to start from square 1 each year, or are you getting some assets in a wrap account?

Otane, give it a rest. Fee'em up works more in your favor than the client's. if you doubt that ask yourself who had better returns in the equity markets over the past decade, wrap clients, or the firms that grabbed their fees?

There is more than one way to build a business.

 Once LS reaches critical mass and figures out what he's doing it's possible to bring in 12 mill plus per year just selling fixed income on a commission basis. Within three to five years he'll be at the 1/2 mil range of production or higher. Bonds mature, clients not blown up in the stock market giving more assets, add on sales in insurance etc etc etc

And yes, if fee works for the client, by all means go fee.

Long shot - Work on stronger qualifying. Ask  what types of bonds they are interested in/yields/ratings/maturities Most important: Ask money question.

Also, work on closing. There is an exercise that can help. Gather all leads, call them and sell them something!!!! Anything, product ,service or meeting.

Off hand approach works great with this exercise.

Dr Billme, this is bondguy over at biginvestmentsdotcom, we talked about a month ago and i sent you some information on muni bonds( I didn't get it/read it/don't remember) No problem I wasn't calling about that today. WE just launched our new credit wiz business cash flow money market that's yielding 29% compounded daily and I wanted to stop by for 15 minutes to see how it might help you with your business. Are mornings or afternoons better for you? or, when do you usually talk  to reps?

OK, you get the idea. Hot product or service that you can pump up to generate interest. The point is, close everyone you talk to. Ask for order, or appointment. EVERYONE.!!!!!!!!!!

Seperate any "AAA" prospects in the pipeline for another product like the doc you whiffed on with the bond.  For those people find something that fits and call them back and close them. Ask closing questions.

Keep dialing!!!!

Thanks for the input...I know I need to improve on asking follow up questions and qualifying...bad habit that needs to be broken...better yet good habbit that needs to be formed..ok day today..still did not get the order I have been waiting for past two days but it is not gone either...also one of my prospects that was coming into a 6 fig settlement is being pushed back since the money did not come in..oh well...but set an appt from a follow up call and found a 401k that needs to be rolled over...so moved a little closer today then where I was yesterday...slow and steady..slow and steady...need to start poppin some flippin accounts though..i know they are there and have a good pipeline devoloping but want some more biz on the boards!!!

Dials:561

New Contacts: 52

Repeat contacts:2(1 resulting in appointment)

Prospects:2

Appointments set:1

Got to agree with BondGuy on ther qualifying. I had about 50+ tirekickers in my pipeline at one point....kept seeing the same names over and over, from one month to another, couldn't get them back on the phone, or when I did....<not now...got this and that>....... and round, and round again........and it turned out that had I taken the time to ask a couple more questions on the initial and follow call, I would have saved myself time and energy by talking with people who are actually looking for something and receptive to some help.

Go with BondGuys lead and incorporate those questions while calling initally and especially when calling the potential clients you have been gathering these past few weeks. There's always a fall-out rate so do expect to end the relationship with some prospects and also to move further with others.........if you are going with bonds, with markets flipping as they are....you will do a lot of people a lot of good by protecting part of their wealth and positioning yourself as the sensible go-to person in your market.

So keep dialing....I'll give you an update on my week...it's been good, posible 150K on Friday....but for now........just want to help you get more out of your diligent work ethic.......and I also read through a lot of these threads and when BondGuy says it's so......it's so!!!!!!!

Did not get all my calls in due to poor time blocking and having two appointments...one appt came as a result of a muni call..guy owns waste disposal biz and we got together for 20 mins to talk about the bond and the conversation went to his profit sharing and some needs they have..all in all lots of opportunity with this guy...doesnt look like he will buy the bond but his parents may..nothing great from the calls but pluggin away..

Dials:361

Contacts:42

Prospects:3

Repeats:2

Appointments:2

Dials:302

First Contacts:42

Repeats:2

Prospects:5

E-X-C-E-L-L-E-N-T week of activities Long shot.  Really impressed by your level of daily commitment to sustaining the hardest part of this job...prospecting. Anyone who has done this before will tell you...to keep doing what you are doing. I am convinced you will gather 1M plus withing the next 3-4 weeks....don't forget to call back all those prospects and put them through the filter so you can allocate time to those who are looking for some help......you've got quite a few in the pipeline so good to reconnect with them this week to know who to work with between now and end of November......get calling and keep the filter on 'ON". You've got at leats 5 accounts pending........based on activity.....Good job!!!!!

LS, great job.  Now that you've got some serious dials under your belt, has your pitch changed at all?  Still calling on bonds?

so I have been splitting my calls about 50/50 between pitching bonds and asking for appointments..it seems as though I get better prospects and more of them pitching bonds...The appointment review just doesnt seem to get a lot of traction for me..another ok day.  I feel as though I progressed some more but am getting a little frustrated with the lack of production.  I know I have some good ones in there they just need to move along a little faster.  Another day down..

Dials:407

New Contacts:48

Repeat Contacts:10(confident at least 2 accounts in these 10)

New Prospects:4

Found a bond buyer/inheritence/401k that needs to move and another bond buyer...the money and interest is there...just need to close...

I have never found pitching second opinions to work. People know that you’re not going to tell them that their current portfolio is incredible, and you cannot improve it. Have something exclusive (a bond, knowledge, something) and they will want to work with you.
Keep at it, and you will start landing accounts.
Great activity!

Tough start to the day...couldnt get motivated and really didnt want to work..muscled out a few calls and then got rolling...nothing too exciting.  Some good follow up calls and am confident have 300k or so coming in this or next week.

Dials:400

Contacts:41

Repeats:4

New Prospects:2

Found my new favorite way to prospect...cold call with fixed income that has 100k minumums...I am not good at qualifying and this helps/forces the issue...prospect i couldnt pinpoint dollar on i was able to find he wants bonds in 20k clips...good enough! now i know what to get.  Also nice when you tell people the minumum is 100k and they dont flinch...just chopping wood..few more prospects in there but nothing great..have a solid pipeline that needs to be unloaded into my book of biz...will come together...slow day today..

Dials:325

Contacts:35

Prospects:4

Not much to say....

Dials:249

Contacts:33

Prospects:1

192/25/0

Hello long Shot,

Just got back in late Wednesday from a business trip and only just read your last weeks of post's.....what can a fan say???? Been following your efforts and progress from Day #1, ...it's been a blast.....gustsy guy.....hammering away, not thinking of anything but getting the business done, picking up the phone, calling across the nation...and then...what???......are you fizzing out????.....come on mate....it ain't easy...that's why we do it. it's how we are made.......wind in the face, against the odds, makiing the numbers work for us......we're brokers......and we have a duty to offer good, sound, and sensible advice to the masses, some get it...most don't...that's it.

Take a break this weekend, what ever you do...don't think too much about work, and when you get back in......get the dials going again, focuss on those qualifying questions that enable you to find the few who are actually looking for some alternatives, have the money, and are willing to talk with you about how this will be of benefit to them....the rest of the pipeline.....toss'em out and keep keep adding good, quality prospects to your pipeline.

You really can't drop of now and post those crappy daily reports now that thousands of fellow brokers are reading your progress and hoping to see a sucessfull outcome........Sallen is pushing forward, so is Peelo, MGold is cracking the calls, Hedge my Bets  is out and running, and then there Long Shot...........it's a pleasure to read all of your post's...........

I'll post my numbers next week, already have a book and have meetings and clients but I will commit to the folllowing. I will post daily, will always baseline 200 calls, but more importantly, my goal is always 4-5 new propects and 2 meetings booked.......and we'll catch up on your progress next Friday.......I still needd 5M by Xmas and will get it...........hopefully you have a good weekend and come back Monday ...ready.....to drop the Hammer....really proud of you Long Shot........you're going to be a legend in this forum......Good Luck!!!!!

ok day today.  Made a fair amount of dials and found a few opportunities.  I did not spend my weekend organizeing my prospects as I should so that needs to be done tonight..I am a bit irritated though since when I came home I found a customer complaint from my old firm waiting for me.  I can not say I am overly suprised..we had numerous conversations and she was completely irrational about her expectations.  what i learned from the experience is to interview potential clients more so then they do you...I knew this woman would be difficult from the get go but I had to take it..I still stand by the fact that I did the right thing by her but should have let that one go by..so I am going to try and make as many calls as I can so that I have the luxury to work with who I want and who wants me..I am a little over a month in and I can say with absolute confidence that I have identified 1.5M in business that can be done in the next few months...so I know the numbers are not looking good but it will happen...

Dials:500

Contacts:60

Prospects:3

made a few follow up calls but only had one contact out of it..she wants a call back this friday to discuss 100k...

Whoa...with all that going on...you managed to squeeze in 500 dials, seriously man...you are a machine....I had a beast  of a day, got a seminar on Thursday, meetings left and right, back from a business trip last week and today....all went to crap. Got 1 meeting booked and one new prospect....that's it.

Same as you....get frustrated at times....anyways, back in the arena early tomorrow to catch up on the calls and get more meetings.

There's a  lot of widom in your last post,....that of working with people who appreciate your work.......I must say Long Shot...you got a great attitude.....I wish you the best with your week....it's always a pleasure reading your posts and seeing the progress made.......

Emotionally very strange and difficult day today..The objective was to go through all of my prospects and hone down on the top tier quality that would do business..At first it was somewhat demoralizing since many that I thought were very good prospects just were not going to be doing biz...one guys friend from kindergarten turned out to be his advisor..another is just buying real estate..quite a few turns out are already doing business with my firm..I will say at first it really hurt..I have been making a fair amount of calls and thought I was sitting on 50 accounts or so that over time could be closed..Got a pick me up from a buddy who helps put things in perspective for me when Im being a whiny sally...its only been about 5 or 6 weeks...not that much time..and I still do have a hit list of 25 very qualified people that will do business..So all in all I am doing ok..just not as fast or as well as I would like...sure is a tough business..although as sick as it sounds thats one of the things I like about it!  had a seminar this evening that went well..went late but went well..back on the phones tomm to dig out some more for the pipeline and move this ball up the hill...day is still a positive since I moved closer to my goal then where I was yesterday...stay tuned...

Dials:146

Contacts:33

Prospects:1 (got in touch with a doc that I was playing phone tag with..for some reason clicked..ill take it!)

decent day..better attitude but tired and left early to get dinner with my sister and husband..some very good prospects..3 docs who actually took my call and wanted info and one attorney...so follow up calls set for monday we will see how it goes...thought i was going to open an account today for a woman I have been chasing...we were going to do 100k but she decided she just wants to start with 50k..no big deal..she needs to get the money out of her other brokerage account and hasnt gotten around to it yet...either way that money should be on its way...

Dials:306

Contacts:42

Prospects:5

Well done Long Shot....very well done. Goes to show....you're up and running and getting the accounts opened. It takes a lot of stamina to stay on the phones the way you are...so hat's off.

On this end, pretty good day, calls done, meeting booked, got very good news from 2 corporations about large investments, also booked another corp for a meeting and a retail prospect for a meeting. Going to be up before 5am to make it to a early  meeting with another corporation....then more calls and an evening seminar.

I'm doing all i can to get my numbers in by Christmas and it helps me.... loging on and just checking in to how you are doing...must be knowing the up and downs one goes through to generate business by phoning.

At one point this morning, was looking at a speadsheet of names and just felt the wind sap out of me, like a slow leak......anyways......got the phone in my hand and got a meeting booked......who knows what's going to happen on the next call, we just don't know....but the cummulative effect is always going to generate good business.

Thank you for posting everyday and best of success on Thursday.....you are doing fantastic....keep pushing....keep calling and keep posting.

All The Way

I let today beat me..not proud but one bad thing after another..started with a follow up call for a bond purchase and the doc told me she appreciated me calling but decided to buy the bond from vanguard...thats bad business if you as me..so shes out of my call rotation...then got call from my compliance department about the recent update to my u4...apparently the complaint from my old firm escelated and i know have a smudge..doesnt matter that it will settle with no damages just the fact that there was a complaint now shows..the whole thing makes me very angry..had to explain what happened to my manager and compliance dept then prove i did not know about it prior to switching firms..they were dismissive of the incident and understood but did not make me feel any better..i was in a crap crap mood so went home and my dog took a dump on my favorite rug to boot..usually hes a reliable source of a pick me up..needless to say making phone calls was a challenge since i know my voice was less then positive...managed to get a few good things..prospect called back about a bond i shared with his wife and wanted info..another wants to discuss in more depth monday and i got a new account..so some good stuff mixed in but didnt get to enjoy it as much as i should have..im in a weird spot now questioning how im building my business..I fully explain risk and price fluctuations with people but it concerns me even more doing it over the phone that if something does happen with a bond i sell that its really going to bite me in the ass..I think i really need to dig deap with people when opening the accounts and make double triple sure they have invested in the product before and fully understand it..i do not think i can work with people who are first time investors...it seems like too much risk..some just want a free ride and every statement to go up or they will threaten to sue..i know you all deal with this on a regular basis but it really took me back..i know not to put too much in one investment and do what i can to make sure the investment is appropriate before they buy but some people seem to be two faced bi polar monsters..some...most are good..at least i keep telling myself that...anyway..i got enrolled in some top producer class and the first thing the guy told me was to stop calling on product...am i up for a paradigm shift or was i going down the right path and just hit a road block?  I dont know..going to get in tomm and start dialing again but feel like i have lost some confidence in my direction..need help getting back on the right path..

Dials:86

Contacts:18

Prospects:1

New accounts:1

Long Shot,

That's enough to get anyone down, and the dog taking a poo on your rug......it's the cheery on the top. There are days when it's all uphill...still I read you got an account...pretty good.

In the City, I opened accounts on the phone with a stock....did 400 calls a day  for 3 weeks, then the forth week would call back all the prospects  with a good opportunity....open a shares account....2-3 accounts a month...all product.

Now, here...all about process, no mention of products, just short introductoty meetings and then discuss portfolio management....both methods work......really, it's just the way it is. Calling a guy who buy's bonds and talking about process may not work...calling a guy who buys service, and process and talking about bonds or stocks also may not work....calling a lot of people and QUALIFYING....works........so...good for you....you are at the stage that it is becoming clearer and clearer for you to, MACHINE GUN your way though a list, pick up some good prospects...then SNIPER MODE...to isolate the few from the pipeline who fit your offering and fit with your personality and your style of business....it's pretty good news and I beleive that life is sending you a few messages just to help you refine a method that is working and only needs a bit of tweeking to get over this little speed bump........Keep pressing forward.........

This was from BondGuy a few weeks back:

This…was posted from DashOver last weak on a different post.

By the way ; When you look at your current retirement investments, and your personal programs, and your portfolio... Are you working with over $2,000,000?

LongShot……..these are very usuefull tracks to run on…..this is  priceless.

….you are great at the first wave……..hitting the phone 400+ times a day….but buddy, that’s just the first sweep…you got to go back (best on the first call, with time..) ,and re-qualify….if not sure if prospect has done this before…just ask “ you have done this before right”

“Ok, great, and when was the last time, with who, what did you do…..Ok, so you are experienced”…then get into it………just my two cents worth having given it some thought and rooting for you since post #1.

All The Way

LS, I've been rooting for you since post #1 also...one of those 4500 views you've got here.  Keep up the solid work and find different ways to push through those tough days.  It's all about not giving in to the tons of rejection we face everyday.

Just an idea for you since I know you're calling on munis/fixed income.  If you have a good feeling they're fixed income investors somewhere else, ask them about their risk exposure...more specifically, the modified duration of their current bond portfolio.  Guarantee you no one will know....even the whales....and then pitch that...offer them a portfolio review and have your bond desk run their modified duration.

Take it for what it's worth, but I plan on trying it when i get rolling this week.  Good luck and keep trucking!

was having some computer problems so could not post my friday numbers...kinda a weak frustrating day..but did get two good prospects..I appreciate the recent advice..I am working on improving...slowly but improving..any way..

dials:311

Contacts:17

Prospects:2

I got very aggrivated with my contact ratio...awful frustrating...

Long Shot,

You're doing great....just keep improving....bit by bit......it all averages out......keep stacking the deck in your favour......I got a couple substancial ones on the go....really would like to see One or Two open up.......should know within 2-3 weeks...in the meantime.......going to keep pusing the ball forward.....have a great week....catch you in 24hrs.....good Luck....

Happy Halloween everyone! not my favorite holiday...I always found halloween costumes and going to parties to be incredibly awkward...But the pretty girls seem to embrace it and I am pro that...Not to go too far in a strange direction..decent day today.  got another account open which is nice but had a slow call day..for some reason depending on the list I am calling on my pace varies drasticially...I think because its only got 20 names per side I dont keep the hammer down as long and take more breaks...who knows..found two good prospects as well and then a bunch of gargbage...good follow up call that may lead to biz or may not..just chop chop chopping away...left early so I could hand out candy..weak excuse but taking it!

Dials:200

Contacts:36

Prospects:2

1 New account!!

Good for you Long Shot....excellent on the new account.....and the calls......keep going.......got a good meeting booked today and some other leads on the go....should be an interesting week....same here...got out early and went out with the kids on the candy run........catch you in 24hrs....

chop cho chopping away..decent day today..some good follow up calls that may lead to some good business and couple new prospects..nothing magical.

Dials:386

Contacts:45

Prospects:2

I found myself reading the judges 500 day war post...really does a good job putting things in perspective..also made me aware that i need to maintin a 50+ contact clip to hit the numbers hes talking about...def doable...dinner then little workout and refocus for tomm..

got snubbed today...spent most of the day calling on a corporate directory..i think i need to try a different industry...most the time no one picks up or if they do they sound like they are my age..which is not a good thing...only a handful I speak to even seem remotely qualified...oh well...the jackasses were out in full force today but managed to stumble through the calls..crap results but hoping for some luck tomm..

Dials:500

Contacts:52

Prospects:0

Hi LS,

I've been following your post's and noticed you tend to get slightly blue (as we all do) when you've made the calls, put in the work...  But the ratios just don't add up.  A few years back I started doing something that I'd like to share with you.  It helped me dramatically.

Ever notice that when you get to that point; just as you emotionally dip some type of gratifying event happens after?  Like the client who has always told you NO 'magically' calls you and asks where he can send the ACAT?

In my experience, the things we do between defeat and accomplishment quantify how close we get to our goals.  To help with this psychological battle I began not just keeping metrics of my short term ratios but monthly, quarterly and yearly analytics as well.  For instance, let's say you had a day of 500+ calls with resulting contact-prospect ratios closer to results you'd typically see with 100 calls.  This happens let's say 5 days in a row.  Naturally you will start to question things like: leads, script, professional accredation and the likes.   When this happens to me I reference my long term trends.  The numbers don't lie.  Referencing my long term numbers, it's factual that over a 1 month period of 21 trading days my average call to contact to prospect ratio is X:X:X.   

Entertaining enough, I use this shoulder to cry on when I feel as if I am shoving a square peg through a round hole.  Conversely, if my monthly trends aren't constantly improving or I see long term degredation, I re-evaluate my plan and search for solutions.

My other bit of advise is that I notice you post everyday.  I believe holding yourself accountable is important however, constantly evaluating yourself seems rather stressful.  You have enough on your plate as it is.  If I where you, I would continue to take personal note of each day's tally then post a total of the weeks numbers on say Sunday.  Compare it to running a marathon you've never ran before.  Would you continuously stop and remind yourself of how far you've gone?  I think you'd have better sucess by focussing on the end result.  That feels good emotionally.  That's fuel.  Take note of your daily metrics and keep pushing.  At the end of the week review your week, analyze you're weaknesses and progress then put the numbers away and just work.  Play golf not golf swing!

Looks like you're doing a great job and I hope this helps!  

IAE

Hey long shot great work man, Im going to be starting in a few months, would you mind sharing how you are building your lists? What resources you are using. Thank you

today goes in the win column..setting meeting with an exec at a large company ive been calling on which is a plus..still low contact ratiosbut going to just keep pluggin away..iae-thanks for the advice.  I like that mentality..i would be curious after more time goes by and i have a larger sampling to see how it works out...as for only posting weekly..not going to work..part of the reason for me starting this thread was to post every day so that i would make sure i did the activities every day...i know myself...if i posted just weekly i would slack one day and say ill just make it up tomm...i know how that game goes for me..i can see where its putting stress on myself but i need it...i know when i dont feel like calling that each day it has become expected that i post some results...it helps keep me focused and fight through the tough ones...

Dials:400

contacts:25

Prospects:3

left early..little beat up and grabbing dinner with my sis..catch you all tomm

I agree.  Knowing yourself and how to get the most out of that person in the mirror each morning is in my mind true success LS!  

Long Shot,

Just wanted to say I very much enjoyed your posts and congratulate you on all your efforts. Have a great weekend, relax and come back swinging!!!!!! Also, well done on your new account.....Catch up with you again on Monday.

All The Way.

Dials:319

Contacts:57

Prospects:3

Switched up my lists and made a world of difference..contact ratio went up and got 3 appointments in the pipeline..happy friday all

hot dog today was a productive day..switched up lists on friday and it has made a world of a difference..contact ratio has shot way up which gives a better chance of finding a yes...lots of contacts and quite a few good prospects today...wanted to keep going but ran out of numbers and in the pursuit of more numbers ran out of motivation and energy..quite a few interested in attending my seminar and 4 appointments coming up with plenty to be set over the next few months..chicken and tv time..

Dials:259

Contacts: 72

Prospects:13

Long Shot,

Super well done, Not only is your contact ration great....but the prospects.......whoa....just goes to show....you're a pro....keep at it and good luck with the seminar.

All The Way

Hey are you really calling to find prospects and then calling the prospects for appointments? Seems like that's your model.  Seems like alot of processes and hope you're not losing ppl along the way.

If you're going to do the appointments model why not call for an appointment from the start, offer some info and when they say sure, let them know you'll be in the area to drop it off..

If you're going to do the find the prospects model why not just use the followup call to go for the account over the phone? You mentioned you're following the 500-day.. he discourages appts.. Most bus. owners actually do prefer reps being direct and to the point. yes/no type stuff. 

Then again if you've considered these alternatives and feel you're better on your current model then of course stick to it. There's lots of ways to get it done I'm sure..  

Props on the dials.. looks like you're putting up some big daily #'s

decent day. was cut short as usual for a training event..for some reason very tired today..

Dials:202

Contacts:42

Prospects:2

1 meeting set with one pending

tomm is going to be a sad day...my magic list will run out and am going to have to find a new one.  On a positive note I have been able to pull many very qualified prospects from the list that should develop into a solid foundation to build on.  We will see how the next list goes.  Today was probably my most productive day prospecting.  Lots of good prospects.  A few responded to my seminar and even set a few appointments.  Quite satisfied..Pipeline is full..money is coming in...more is on the way...pushing the ball forward more and more each day..

Dials:291

Contacts:90!!(was going to try and go for 100 but just couldnt force myself to pick the phone up and dial a single number more...)

Prospects:7

3 appointments set

Everyone defines contacts and prospects differently. I would suggest one not get caught up in the semantics. After 25 years in sales the only thing I have learned is that it doesn't matter what you call them until they become your client. Until that happens you can call them anything you want. I once knew an insurance agent who was asked to define the people he called on. His answer? " Future clients." BTW, he sold a boatload of insurance policies and made a very nice living. However, he did the hard stuff. He ran leads, worked until 8 or 9 every night. Didn't like his wife much, so this was easy. The question I ask myself is what am I willing to sacrifice now to have success later? The more calls I make (phone, in person, etc.) the more clients I will have in the future. One other thought: instead of counting contacts, why not try counting appointments? Make a daily goal of setting whatever amount of appointments you need to keep yourself busy. I don't stop calling until I make at least 2 appointments. That's 10 a week. This is a bare minimum. That's my goal, anyway. Lately, it hasn't worked out too well. What I want to know from you guys is how are you getting in front of people right now. What are you saying?

Long Shot,

I just wanted to say how impressive you are at sticking to the hardest part of the job.....daily activities that generate the business. Really, bar,,the guys I worked with in England....you are an animal....a steady, consistent, lead generating machine......all the success in the world and all the merit that comes with it. It is a pleasure to read your daily post, and it is obvious...nothing will stop you getting to T-12......well done mate.

feel like i got the snot kicked out of me today for some reason..all in all a good day..got my calls in and had some success..

Dials:322

Contacts:75

Prospects:7

New Accounts:1

Appointments Set:1

[quote=madmatt]I don't stop calling until I make at least 2 appointments. That's 10 a week. This is a bare minimum. That's my goal, anyway. Lately, it hasn't worked out too well. What I want to know from you guys is how are you getting in front of people right now. What are you saying?[/quote]

I'll spend the time meeting people as a last resort. Haven't met most clients. If you want to 'get in front' of people so bad why not knock on their doors and shift your feet? :)

@King: I do knock on doors. Our business model doesn't allow for me to open accounts over the phone and never meet the clients. I suppose I could try, but it isn't really the way we do things.

chop chop chopping away..mentally beaten..have my seminar tomm which I am hoping will go well..social dinners make me INCREDIBLY uncomfortable and i am absolutely terrible at small talk...sad as it is I think i need to make cue cards of sorts to keep the conversations going instead of staring blindly at my guests...ugh..oh well.

Fridays numbers:

Dials:43

Contacts:12

1 appointment set and 1 attended(did not go well...did crap job of assuming they were qualified and def were not...a lesson i seem to struggle grasping..just ask how much $$$$)

Today

Dials:509

Contacts:44

Prospects:3

trying to keep faith in the numbers..i have made quite a few calls over the last two months or so and have some stuff in the pipeline but not nearly as much as i would expect..not sure if i am doing something wrong/calling the wrong people/or just the way it goes...oh well..back at it tomm...chop chop

mixed day today..struggled getting through the calls and did not really find anything..had my seminare which went well..got a mil+ prospect in the pipeline..he wants to do biz but the wife is very scepticle..came into the whole thing with a negative attitude and had bad body language the whole way...i think she is just slow to trust..we will see how it goes..appointment went well and blah blah mostly the same..back at it tomm...

dials:220

Contacts:23

Prospects...gooser...

Through my marketing company ... I am in possession of a book of roughly 800 Perspective Clients and all accompanying contact information including personal emails. . .

All perspective clients are net worth +10M most in the 100 of millions

I am being very careful with this information and will only work with the right Broker...

Please call me for more information.

Serious inquiries ONLY please ...

Vincent Mansolillo

239-200-8141

294/33/3...busy..finished on a positive note

LongShot,

Just to say...well done on your week, I read your daily post and have a lot of respect for the efforts you are putting in. Unstopable....that's what comes to mind......keep at it.....

All The Way

203/31/1...had a few meetings that took time but did get an order..new day tomm

Long shot, been reading your posts from the start...  (you're killing it).  You mentioned a few posts back that you had reached the end of your list.  Just curious, so did you get a new list or did you just start back at the top of your existing list?  Surely, you didn't talk with everyone that was on your existing list - why not just start over from the top and keep it moving.  I'd be willing to bet you would have a completely new set of contacts by just starting over over from the top? 

:

Hey...LongShot,

Just read through your week...pretty good Big Man.....not bad at all....looks like it's all coming together. Seriously.......you have done well......very well and I wish you a good weekend...see you on the other side of the weekend, swinging the hammer.....

All The Way

216/46/2 2 appointments set..been brief since I'm typing on a phone.. Friday was spent doing coursework and a cfp class so didn't get calls in..strangely enough didn't feel guilty..welcomed the breather..gotta lay the hammer down for the end of the year though..my ramp up period ends and the hurdles begin..the goal was to have year one hurdles done by month 3..still on pace but gettin nervous not seeing the numbers on my board..should have a 500k coming in jan which will take Carr of the remaining annuitized but need more for commissions..my manager said if I just keep calling and following up I'll be fine..so trusting I'm on the right path.. Gunna hit it hard tomm..trying to make the most of these days before gobble gobble time..Confidence has taken a hit lately and the holidays are always a depressing time for me so skill focus tomm and the rest of the year is to smile in the phone..

358/29/1

Longshot, thanks for posting! I enjoy checking your daily logs to see how you're progressing.

Also, PM sent.

LS; I've been browsing your log and am proud of your discipline.  It's the right approach to keep hitting it.

An observation or two from a cold calling fan. Don't get too caught in the initial calls and forget the call backs.  You should have enough prospects in your pipeline to be doing call back contacts and drip work.  Track that too.  One way to do that is to make 10 circle back touches and calls a day (or week if the pipe isn't too robust)

How does your pipeline look from CC if you compare it to networking or natural network or seminars?

Are you doing other marketing activities? I ask because each activity uses different skills sets and helps make you a better closer. 

Kicking A and Taking Names

taking names- thats what i desperately need to work on...most of it comes down to organization..for example, all i am doing now is going through my call sheets and calling people i have spoken with in the past and today came across someone who had my info and wants to get together in a few months...not a great contact but i had no clue who he was..plenty more like that...so i am going through my lists and keeping track of the better ones while adding others on...i have been in a funk lately..self esteem and confidence are trending to an all time low...Need to find something to break this...i can hear it in my voice and im sure people on the other line can as well...mentally in a bad place and beaten..back at it tomm..hopefully some results...need to hit it hard before the new years and my numbers start to matter....

101/21

I agree with taking names.

Keep it up long shot. Keep prospecting and following up and closing. You have a high probability chance at success as long as you never quit prospecting. appreciate your posts.

All day meeting then prospect apt..only got 12 contacts in.

[quote=TheMachine]

I agree with taking names.

Keep it up long shot. Keep prospecting and following up and closing. You have a high probability chance at success as long as you never quit prospecting. appreciate your posts.

[/quote]

Yep, closing.

During followup calls have 3 or 4 well written closing questions or statements handy and the goal should be to get to one closing question chosen depending on the situation of the call. Out of 10 followups, you should get to your closing question on 3-5 of them and then be busy writing up a ticket on 1.

Had an appointment in the morning then hit the phones..was cruising along then the hr person called and told me to stop..still was able to sneak two prospects out of it. Nothing too exciting..33 contacts and 2 prospects

Just curious...why did HR tell you to stop?

[quote=long shot]

taking names- thats what i desperately need to work on...most of it comes down to organization..for example, all i am doing now is going through my call sheets and calling people i have spoken with in the past and today came across someone who had my info and wants to get together in a few months...not a great contact but i had no clue who he was..plenty more like that...so i am going through my lists and keeping track of the better ones while adding others on...i have been in a funk lately..self esteem and confidence are trending to an all time low...Need to find something to break this...i can hear it in my voice and im sure people on the other line can as well...mentally in a bad place and beaten..back at it tomm..hopefully some results...need to hit it hard before the new years and my numbers start to matter....

101/21

[/quote]

Agree.  You have momentum; and you have grit.  What you are missing are elements of a complete process.  There is more to cold calling than the initial calls. Don't get down on yourself. Get organized. You will feel better. Take a weekend and get your prospect data organized off those sheets and then organize the information after every cold call session.

Get the prospects and people who will take your call off the sheets or you are flipping pages and pages over time.  Use the sheets ONLY to  cold call from and qualify.  Copy the information to something else once they become a prospect (I use index cards and a contact database).

On the index cards, I include name, address, phone number, qualifying information, campaign note (did you call on bonds, annuities, 401k rolleover, financial planning that day ) and any detail they provide you. Were they sick when you talked?  - write that down. Did their dog bark and they say "Shush Fluffy"?  write that down. When you call back, you will remember to ask  - are you feeling better? Or How is Fluffy? You  will sound more confident.

 Make detailed notes. Note the date of the call and note the phone number. Use the same format to make it easy to use to call from later. I find recording my side of the conversatoin and playing it back while I take my notes is very useful for remembering the dialogue.

Data enter them in batches to your contact system and file them alphabetically so you don't get sidelined by a call like that.  You were probably shuffling through sheets of thousands of leads; instead of succinctly going to your gold nuggets - the prospects. When they are filed neatly in a paper format AND in your contact software; you have two easy and quick ways to retrieve the info.  If you just rely on those sheets - you'll be a mess.  

When you have a batch to call back - call 3 or 5 or 10 every day, depending on how many you have.  You will eventually be cycling through dozens and even hundreds of people. Add them also to distribution email lists as 500 day war notes - Most firms don't allow more than 25 - SOoooo create distribution lists of 24 and send them out in cycles.

Take one day and start your cold calling with circling back calls. Or start every session with three call backs (from experience, I reccommend NOT doing this at your stage of production because you will get all excited about something they ask for and run down a rabbit hole of research or sending them email or something. Either use one day or END you cold calling sessions on warm calls (warm calls can be a nice way to end on an up note if you have a tough cold call day.  The people are more receptive)

It's not rocket science, but becoming disorganized will make you ineffiecient and will impact your sense of control and your emotions will get messy too. PM me if you want more personalized insight. 

 An important note.  Your numbers look good.   Stick with it, Long Shot.  It's like working out - it sucks most days, but over time you are stronger and look better. You are working against the weight of the phone, the clock, the market flux, the regulators and the emotions of the clients.  You will be strengthening your self, becoming resilient and flexible in a way other advisors simply are not because you are a cold caller.  So will your financial advisory practice built on cold calling. 

High Five to you, Long Shot;

Kicking Ass and Taking Names

Kicking and Taking

Whoa..this is gold....thanks.....

+1 for what Takingnames said. For awhile I fell into the trap of doing initial calls and then not getting around to a regular follow up call. The originization is absolutely VITAL.

Have not posted in a few days so making up for it...I have been working just havent been on the computer..been very challenging and frustrating lately..i have taken the advice on here and spent some time going back through all my contacts and tracking down the people i have talked to...takes a little while to go back over almost 18 dials worth of names..not quite done but am more organized and regrouped with people i almost all but lost..never should have let that happen..mistake that can be learned and improved from..I had an assessment to make sure my skill set is on par and to review my biz plan..mixed feelings from it..what i learned is that i am working harder then most the new brokers..have a better skill set then most new brokers...and have lower numbers then most new brokers..so something needs to be fixed..i think the follow up calls are a huuge part of it and i think improving my lists is another...I am missing some major ingredient when making my calls but cant seem to figure out what it is and how to fix it..i def have some good prospects in my pipeline that are willing to do business but that doesnt matter until they hit the books...going to keep pushing and pushing...need some stuff to happen in december so i can make sure to keep my job...

11/29-36 dials 11 contacts

11/30-152 dials 33 contacts

12/01-27 dials 5 contacts 1 prospect

12/02-95 dials 37 contacts

12/05-134 dials 42 contacts 2 prospects

not quitting....

[quote=long shot]

Have not posted in a few days so making up for it...I have been working just havent been on the computer..been very challenging and frustrating lately..i have taken the advice on here and spent some time going back through all my contacts and tracking down the people i have talked to...takes a little while to go back over almost 18 dials worth of names..not quite done but am more organized and regrouped with people i almost all but lost..never should have let that happen..mistake that can be learned and improved from..I had an assessment to make sure my skill set is on par and to review my biz plan..mixed feelings from it..what i learned is that i am working harder then most the new brokers..have a better skill set then most new brokers...and have lower numbers then most new brokers..so something needs to be fixed..i think the follow up calls are a huuge part of it and i think improving my lists is another...I am missing some major ingredient when making my calls but cant seem to figure out what it is and how to fix it..i def have some good prospects in my pipeline that are willing to do business but that doesnt matter until they hit the books...going to keep pushing and pushing...need some stuff to happen in december so i can make sure to keep my job...[/quote]

I assume you're all slingin the same product since you didn't mention yield or anything when comparing numbers against the new boys.

That I do not know...I think most are offering reviews..78/25..plugging away

The big thing in this business after working hard and the activity is the results. The way to get the results from your activity is to have an idea of what your practice should look like. Fee based, commissions, using managed money, etc... Is it a prospect, meeting, plan, meeting(product implementation) template? What is your process to get to the close?

Had to leave a little early today..plan was to go home and have a break then call to six but not happening..finally got all of my prospects organized and identified..I have about 250 leads to now work through..so that part is better. Still. Eed to get some numbers on the board but going to keep pushing..3 appointments with prospects booked today..so that's a win..76 dials and 17 contacts..lower day but now that the organization is better can pick it back up.. Back at it tomm..

Well done on the pipeline LongShot....should be 10-15 low hanging accounts in there.....talk to them......move them along...great job you are doing.

All The Way

[quote=long shot]

That I do not know...I think most are offering reviews..78/25..plugging away

[/quote]

lulz.. I doubt new boys are beating you with reviews. If they're truly bringing in more cold, and on a consistent basis, then they're either getting a closing question asked to more people or pitching a better prospecting product.

238/25/3...busy day doing personal stuff..need to pick up the pace again..

Based on everything you have posted, start the next week with a call toevery good lead/prospect etc. you have and ask them an elimination question. Get that list cleaned up. Then only keep calling the ones that may do business in the next 6 months.

You should be able to eliminate 80% of your list to date and be more productive next year.

[quote=KingBobby]

[quote=long shot]

That I do not know...I think most are offering reviews..78/25..plugging away

[/quote]

lulz.. I doubt new boys are beating you with reviews. If they're truly bringing in more cold, and on a consistent basis, then they're either getting a closing question asked to more people or pitching a better prospecting product.

[/quote]

I doubt they are beating him by calls - not too many guys can call like longshot is doing.  More likely they already have connections.

dominos are going to start falling for you long shot.  

Every piece of literature I have ever read about "touches" whether they be via phone or otherwise states that the fruit does not come until month 2,3,4.  The calls you made on day one will start paying in january and february.  You have stated yourself that some of these people are set up for january.  

Keep knocking it down.  I have NEVER seen anyone fail when they "show up" every single day.  You are truly showing up every day and you will reap the benefits as a result.  Hang in there boss.  

[quote=Otane]

[quote=KingBobby]

[quote=long shot]

That I do not know...I think most are offering reviews..78/25..plugging away

[/quote]

lulz.. I doubt new boys are beating you with reviews. If they're truly bringing in more cold, and on a consistent basis, then they're either getting a closing question asked to more people or pitching a better prospecting product.

[/quote]

I doubt they are beating him by calls - not too many guys can call like longshot is doing.  More likely they already have connections.

[/quote]

I didn't say 'beating him by calls', I said either 'getting a closing question asked to more people or pitching a better prospecting product.' Big difference between that and dial #'s.

Friday:68/9/2...today 241/50/1... More of the same..couple smart asses today but followed back up with some of my prospects and still moving forward...trying to get another new account..feel like I have t posted anything g too positive in a while..plug plug plugging away...

217/17/1-gotta pick it back up or t-12 may be coming to a swift end

C'mon mate...you can do it......stop thinking about everything and go through the moves.........get back to as many of the 250 in the pipeline before Dec 23rd...swing the axe, clear the pipeline.......isolate the A prospects and call to add more names........T-12 is going to happen.......

All The Way

Continuing to work through..255/38/1

Chop chop..329/35/4

Friday-320/34/4 today-283/29/1 and one appointment booked

Hi Longshot,

I just wanted to thank you for sharing this personal and professional journey with all of us here on this forum. What you are doing takes a lot of courage and committment on your part. I am so impressed with your diligence and with your unrelenting effort.  You should be very proud.

You have a lot of people rooting for your success. Thanks for inspiring me

LS, you are closing out your first quarter. The numbers aren't going to impress anyone. Building a pipeline to critical mass takes two or three months. That's for an expereinced advisor. For a young pup it takes longer. Most newbies in this biz are like the imbeciles on the TV show Gold Rush who have wasted the better part of two mining seasons figuring out how not to be gold miners. Time is running out for them. And it's running out for you.  Yeah, that's harsh, but it's a fact of life. It's not even fair, but it is the way it is.

That said, sooner or later the clueless need to get a clue. 3 months in with what you call 250 leads is a good start, not great. Regardless, now is the time  when the rubber meets the road. I'd bet that less than half your leads are really leads. Most are someone uttering a positive comment and not so definate maybe. Most of your leads are probably not qualified for money or anything else. That's the bad news and is typical of rookies starting out. Here is the good news; you are now a veteran cold caller. As you run thru these leads, learn from your early mistakes. STOP WASTING TIME!!!!!!!!!! Time is running out. Either someone has interest or they don't. Either someone has money or they don't. Every one of these people with no interest or no money that you spend time with, is a weight around your ankles that will keep you from succeeding.

There is money in your area. Find It!!!!! Your future depends on it.

There is only one way to find out the quality of your three months of work. Call every one of the leads you have  and either pitch and close them on a high yield fixed income product or close them for an appointment.  THis is no bullshit calling.  It's designed to get them to move to action or get thrown off the island. And, your goal here is to throw them off the island. They have to have a good reason to stay in the pipeline. So, go for it. if they say they don't have money ask them if that's a temporary situation. ASK- what do I have to do to do business with you? Get tough. If you haven't qualified these folks, now would be a good time. Look for IRA's, 529s, 401ks, retirement dates, satisfaction with their current advisor, and most importantly, M-O-N-E-Y!!!!!! Ask  for future funds due dates.

Using my close rate on qualifieds, out of 250 qualified leads, 48 become clients. That is roughly a 19% close rate. That rate has held for over 20 years. Take it to the bank as a number an experienced broker/advisor can produce year in/year out. It takes into acct those you can't reconnect with, those who tell you to get lost, and those who were just stringing you along. Other experienced advisor/brokers have much higher close rates, but mine is 19%. Only one way to find out what yours is.

LS, you have the work ethic to be very successful in this biz. Now you have to show you have the ability to turn that work ethic into dollars. Work ethic is at the top of the list of traits needed to excel here. it would be a shame to see someone with that ethic fail. Get serious, get mad, just get it done.

The load doesn't get any easier going forward. You can look forward to doing what you are doing today for at least the next five to seven years before you'll see light at the end of the tunnel. If you can't do that, and few can, time for some no bullshit soul searching. There is a reason we are so well paid. This business is simple, it's just not easy.

Soul searching..hit the nail on the head with that one..

Hi LS...I hope you have been busy with the Holidays...Hope to see you back here soon.

[quote=long shot]

Soul searching..hit the nail on the head with that one..

[/quote]

Or a better idea would be to first do the pitch and close exercise using a high yielding product as directed by Bondguy, then do your soul searching. Getting some yes's has a funny way of altering your prospective. 

You already have the hard part nailed, which is making the dials. Now you simply have to make them count.

Hello Longshot,

Just checking in on the worlds number one prospecting machine....hope you are well and are ready for some serious business and asset gathering in 2012. What a string on processes this job is pal, anyways, you got what it takes, catch you on the other side of 2012........I hope you're going to be up for that steakhouse thing in the summer......in the meantime.......keep at it.......and remember to have some fun!!!.......You'll soon be changing your user name to Not-Such a LongShot.......go get'em dog.

All The Way

Happy New Year everyone... ! LS, please listen to BondGuy... You seem like a smart guy and likely will, but he is right. I trade equities and usally hedge w/ options... as a result my closing stats are lower then Bg's.... but when I'm on point I close 1 out of 7 leads... so 35-40 accounts out of your stack would be a great thing... 

Try not to focus on the emotions in the business... I know this is hard. In fact, it's almost impossible. But, should you even become marginally successful at controlling your day to day emotions in this biz, coupled w/ your work ethic, you'll be unstoppable. Truly.

As Bg said, try to dispose of as many leads as you have. By this I mean find a reason why you don't want to do business with them... (ie. not qualified, not truly interested, etc.) Don't get overwhlemed just build everyday.

Get aggressive on the pitch & closing... you've proven you have what it takes to be a caller, now CLOSE!

LS, curious, How long have you been at it & what region are you in...? Also, are you indy, bank, wire...? Thanks man and good luck.

So, did we lose LS?  Hope not...

Still here just been distracted..hit my hurdles so live to broker another day

LS, Hurdles?

Does that mean you hit your personal goals or those set by your BD/employer?

As i read your posts i'm not seeing stats on number of closing calls/appts set/new accts opened/ assets brought under management. These are all numbers i track. If i go through a period of lower production out comes the book. Yes, I track these numbers with a book. Actually an old fashioned Bookeeper's Premuim Analysis Pad. I use two of them to track everything.

If I'm falling short i look at the pad to see if there is something the numbers can tell me. Interestingly, the numbers don't lie.

The more dials you make, the more contacts you will have. The more contacts you have the more leads you will produce. More leads equals more new accts. More new accts bring new assets under managment. New AUM increases production. Kinda neat huh?

If  your production is down, or not going up, these numbers are a trail right to the problem. Plenty of leads but low or no new accts? Usually, means few closing calls. High number of new accts but low aum? You need to find folks with more money.  ETC ETC ETC!!!! And, so it goes in figuring out how to run the machine to the max. Without the numbers to show you what you need to change or do more or less of  you have no way to know why your results aren't what you expected.

Good luck, keep working it hard.

Make 2012 a good year!!!!!!!!

Hey LongShot, good for you for popping up again.......nothing like a bit of fresh air to get a guy focussed.

Well done of your hurdles...now.....ready to make some serious cash in 2012.... or what????

How about some of those good ol' "making it happen, hammered the phone.....got leads, opening accounts" post of yours....or do I get my money back.....

No jokes.........been carrying your torch since day one, must be the sheer gall of coming on with T-12 and a name like LongShot to create excitement........always beleived in you.........remember the steakhouse bro...steakhouse....knocking back jars and having a laugh about the crap we go through to make it happen.....let her rip.

Glad your back......seriously.....too many good one's fall off...you....you got sticking power......

A fan

All The Way

Wow you guys are very inspirational. I am hoping to be in production in about three months and until then I am trying my best to learn as much as I can about prospecting. 

Currently my aim is to use the phone Mon-Friday, and use networking events on saturday. I am going to try pithcing product and service and see what results I get and stick with the one that gives me the best results

I am going to have about 10-20 scripts that I am going to start practicing soon, each script is a little different based on the product or service offered. 

Lead lists, I am going to create them using various resources. 

I am going to use an old record book like bond guy and enter at the end of everyday the number of calls, the number of prospects, leads, appointments etc.

All I need now is some help refining my script and secondly working on my in meeting skills to work on improving how I interact with the prospect and turn them into a client. It would be bad if I got eveything right and brough them to the office or went to their place of business or home and did a terrible job presenting to them the product or solutions.

Been trying to post using my phone which is a pita..got back on the phones today looking for biz..I'll give a run down of how things are going when I have a proper key board..tha ls for all the input..

Too much tracking can lead new trainees down a road to where they lose sight of the mission.

Tracking is an excellent tool when used to decipher areas to improve on, what's working, motivation etc..

Our brains start focusing on dials, contacts, prospects and we never got around to asking Mr. Whatchuwant if he'd like to secure the rate today.

Don't get me wrong, I'm not anti-tracking etc.. as it's a great tool to help.. but I'd MUCH rather see someone simply grab a stack leads or a list of names and say, 'I'll ask every one if they're interested in this bond or if they'll secure one TODAY' then I'll go home. Rather than tallying God knows what.

Just a thought -

I have added something to my call here lately - When I am calling in my city, I say this is FAdavo from XYZ firm here in "our city", how are you today.

When I identify that I am in THEIR city, I feel I have received a better reception.  When they are even in the immediate area, I will identify more specifically where the office is - "this is so in so from xyz firm around the corner on X rd, how are you today?  

The psychology is simple - they are not going to be arses to people they might see at lunch later that day.

Harkkam,

You are definitly a SuperStar in the making....easy on the 10-20 scripts.....what...you working in Hollywood for a sit-com?

A couple of good one's and a VERY STRONG call back, re-qualify pitch will save you years........keep it simple mate, build lists to call in the meantime and learn the A-Z of a few well chosen products and services.......with the emphasis on the BENEFITS to the people you are talking to......you'll hit the ground running like that.....you've got a great attitute......simple and consistent.......you'll dominate.

All The Way

LONG SHOT! Long SHOT!

 Harness the fear and anxiety that the hurdles give you.  Use them to steel yourself for the next part of the journey.   No one said that the journey to t12 1 mil was going to be pretty. BG is right - you should be tracking your stats.  You don't need to share them all with us here - but it will tell you what you are doing.

For instance, since XMas, I've made 1500 +/- dials/left 90+/- messages/had 20 +/-people indicate interest in moving the next step (will take card, follow up, etc) of those three self qualified as having sufficient assets for me to work with/booked 2 appointments and closed 700k+ in business that was in the pipeline for a while; but comes from a cold call.

Today, I did a batch of follow up calls to "dead" leads some date back to initial calls from 2007.  Today,in that batch, several people picked up and all indicated continued interest.  Two had disconnected numbers. 

Kicking and Taking (some days kicking and screaming)

Kicking and Taking

Hey Buddy,

Just a quick message. I realize how much your daily postings became part of my wind-down routine. Kind of got used to your early evening updates and looked forward to your progress reports. Hope you are well and that things are going your way.

For myself...hit a wall this week, just a bad thought track that kind of took me off course. Anyways....been there before, part of the "ice pick to the mountain" thing. That being said.....things always pan out well with effort so I'm good to go again.

Really hope you are well.......if you have a moment....a quick update from T-12 would be great. Fu%&#% steakhouse bro....fu$%&*$ steakhouse......

All The Way

Had a good appointment to move about 200k..I'll let u all know what else comes down the pipe

[quote=long shot]

Had a good appointment to move about 200k..I'll let u all know what else comes down the pipe

[/quote]

Hey are you still cold calling bro?

Yes on the cc..appointment booked for tomm with 100k prospect..

LS, no updates lately.  How's your business?  Still killing it on the phones?  How fat's that pipeline?  I know I'm not alone in wanting some updates.  You've been a source of inspiration for me, a fellow rookie.

Hey LongShot,

Kinda miss ya bro......any chance of a quick update........it's like having a great show cancelled mid-season.....where's our hero???? .....

All The Way

Sorry for the absence..stay tuned..good news coming!

Excellent, glad to hear you're around.....i'll stay tuned to this channel for your news....how's the four legged friend????

Been hanging on this since October!  About to go into production in a couple weeks.  Great stuff from you guys!  I'll be hitting the phones hard soon and like you I'm in a branch of senior people who do almost no prospecting...good to have others in the battle.

Hey Long Shot,

I'm really curious, what are your totals so far? I want to know if all of this is actually working.

How many accounts?

AUM?

Gross Production?

 You mentioned you hit your hurdles, but there are quite a few ways to meet that initial obligation without actually being productive.

Hey LongShot,

How's it looking....steakhouse or doghouse.......you still stacking the chips in your favour.....????

All The Way

He got canned..... Probably. 

Didn't get canned but did move on..typed out a long explanation but turns out it did not post.. I had 1.4 mil aum and met all of my hurdles but did not think I had what it took to keep going..I was. Ery fortunate to find a salaried job within the industry that far exceeded what I was making at ml..sure I will not have the upside that you folks do but the trade off was more then worth it in my opinion..I grew up and worked in the north east and have since relocated to southern Cali..stress is all but gone and my day now starts with morning coffee and a walk on the beach with my four legged friend..much respect to all of you that have built a business but to me the juice wasn't worth the squeeze..call it quitting or whatever you want but have a great job now making more then I need and quality of life has drastically improved..open to answer questions and willing to fill in details but this guy is done and feeling good about it.  Good luck to you all and wish everyone much success..

Way to go on the new job. You can always come back later (with a different company) down the road if you wish.

I quit a few times inside 6 months before going independent years later and doing it on my own. Some simple concepts take a while to sink in, especially with information overload. But of course, consistent motivation has to be there as well. Congrats on the opportunity and so. cali.

not sure I would call it quiting.  Did you get a job that you love?  DId the experience at ML help?  I call that a win.  

You can always aggregate bank investors and walk in 5 years 

Straight cold calling is tough.  I think you have to stick around until you get lucky.  Someone leaves, someone throws you a bone, you land a random big gun - all the senior people have said you just have to "hang on".  

A lot of your stuff was pretty inspiring.  1.4 AUM is pretty good in 4-5 months.  Begining pace is exponential - probably on pace to do 6-8 million in year 1.  

Either way, you were tougher than anyone I saw.  I cannot do the numbers you were doing (calls wise).  Being at ML, I know the enormous amount of other crap you were required to do just to keep up with there PMD requirements (conference calls, meetings, reporting, etc), so I commend you bud.  

Anyway - so cal with more money than you need is not a bad thing - EVER.

Good for you LongShot....sometimes it ain't worth getting messed up.....I lived 5 years in Mexico and can relate to how nice having beach and sun in the backgrounf to keep a guy's spirits up. either way......it was a lot of fun reading your posts.....good luck out there, and don't be a stranger.....

All The Way

Hahaha.. Knew it. You could see that from a mile away. That why I ask him what his actual stats were a few posts back. 

?

Guy that just walked into a 6 figure job, probably partially as a result of his efforts on the phone, and thats a laughing matter?

Smells like success to me.

Cold Calling results in more than just opening accounts.  I have received opportunities within my office simply because some of the veterans see I am willing to put in the time on the phone.  FOr every $1 I have pulled over the phone, I have received $.50 to a $1 in other opportunities.  

Another talented individual eaten alive by the political morons called BDs. These firms are relegated to buying established books and will never learn how to organically grow a business. Just waiting for another market crash to see these idiots eat each other.

good luck to you and think about getting back in through an RIA. 

Are you clowns kidding?? Talented?? 1.4 aum in 6 months is completely horrible. I followed his posts and anyone could see he was a loser who wasn't going to cut it. Guy was making 2000 dials a week and doing NO business. How does that even happen?? Must have sounded like crap on the line. Or maybe it was all the 'soul searching' he was doing.... AKA playing his XBox. Success has zero to do with 'putting in time on the phone', it has to do with production. So dont be so proud of yourself because you spend 9 hours a day on the phone, CLOSE SOMEONE. 

Donk, mind sharing how you've brought in your $100MM+ AUM?  Please tell me you have assets in this range to justify your comments.

donk is a troll. good luck longshot. 

People like Donk are a big reason people think this industry is full of sosciopathic charlatans. 1.4 MM for your first six months means you'll likely do 5MM the for the full year.

$1.4mm being good or not all depends on where it came from (family? Cold?) and where in the country you are.
A lot of people come on here and talk how bada$$ they are and how they are different from all the previous failures. Then a bunch of other 20 somethings pump their ego making them think they are doing great. After being on here for 3+ years I’ve seen a bunch of them, and they fail. It’s just annoying to see and hear it over and over. From what I have seen in trainees, if you need the exterior motivation there is a higher chance of your failure.
LongShot gave a good try, realized he wasn’t going to cut it (or didn’t like it) and moved on. Best to do that now than wait 2 more years and starve out with nothing to show for it. There’s no shame, and I’d say he’s even smarter than most.
Good luck outside the business.

Hey LongShot,
You still around bro??? whats life like you by the beach…here, getting cold, bit of snow…Arrrrggggg…
All The Way