Appointment Setter

Unless you’re building a team with a junior broker I would avoid having someone prospect for you.  In my experience people from outside this business seem to have tremendous success calling at first and then burn out and quit even though they were doing a great job.  What then happens is that the FA has gotten lazy and is not up to speed on the phone and doesn’t have a pipeline so then they lose productivity trying to get their own prospect pipeline filled again or have to hire another appointment setter to replace the first one who left. 

It’s like crack, you’re hooked on having your appointments fed to you.

Now I’m interested, so it works? :)  I’ve got a family member that used to be in the industry and is now a stay at home mom, I’d have her for a few years - and she loves doing this stuff. Crack is good.

Any idea on scripting that works?

[quote=voltmoie]Now I’m interested, so it works? :)  I’ve got a family member that used to be in the industry and is now a stay at home mom, I’d have her for a few years - and she loves doing this stuff. Crack is good.

Any idea on scripting that works?

[/quote]

WHo would she be calling?

How does your first appt typically work?

Residential to start with and then business owners later.  My insurance & qualified skills need some improvement before I tackle that animal.

I follow the Jone’s first appointment process.  Discuss process (goals, risk, me), Qualify, Ask for account / follow up meeting.

Hi _______, this is Amy calling for Voltmoie from Edward Jones is this a convenient time for you to talk?
Prospect: What is this all about?
Voltmoie asked me to call you, he stopped by last Tuesday and dropped a brouchure off for you.
Prospect:  It was some American Funds thing, I didn’t really get to look at it yet
Well, Voltmoie is going to be coming right through your neighborhood this Friday and he’s going to actually be close a couple times, about 11:45 right before lunch, otherwise he’s going to be on his way back through about 5:15 in the evening.  He has something he’d like to drop off for you again and if you have a free 10 minutes he’d like to walk through it with you.



I’m sure it’s not the best script, but the key is to be vague and let your caller personalize it.  The main thing is to establish that they will be home and that you may stop.  The rest is your job once you get in the door.

I like this idea.  Can it be done cold?

I like this idea.  Can it be done cold?

Good stuff Bull …  I’d actually like to know if it can be done cold as well.  There are only so many people you can contact doorknocking, but it does work.  My area is fairly rural so f2f contacts is an all day affair.

[quote=hotair1] I like this idea.  Can it be done cold?

[quote=voltmoie]Good stuff Bull …  I’d actually like to know if it can be done cold as well.  There are only so many people you can contact doorknocking, but it does work.  My area is fairly rural so f2f contacts is an all day affair.
[/quote]

I thought you doorknocked for prospects? 

So you’d have the woman just cold-call off a 10-cent name lead list or something?  I think that spells disaster and would not be successful at all if she can’t have in-depth conversations on product or your services (which she can not unless she’s licensed).

Have her calls stick to prospects you’ve already met and referrals, that way it will make YOU look like a professional and all she will be doing is asking for the appointment which from a compliance standpoint is all she should be doing.

I do doorknock for prospects - wanted to know if others had utilized appointment setting or lead qualification via an appt. setter to cold prospects.  Appreciate the feedback.

Volt, not sure it would be compliance approved, especially if they are no S7 licensed.  What would you have them say?  They can’t talk about much without a license.

hi mrs reyonds?

[quote=voltmoie]hi mrs reyonds?

Of course I don’t want to doorknock, it sucks!  With that said, I’ve landed a few accounts that I belive anyone would want to have just by passing out business cards on door steps. I’ll continue to do it but there is a point of deminishing returns in a small area. 

Of course I don’t want to doorknock, it sucks!  With that said, I’ve landed a few accounts that I belive anyone would want to have just by passing out business cards on door steps. I’ll continue to do it but there is a point of deminishing returns in a small area. 

[quote=voltmoie]hi mrs reyonds?

I could see cold calling being a problem with this strategy, but I could also see it being a huge opportunity if used to call people you have already met or talked to briefly.  I can remember setting many appointments in my first couple of years cold calling and if we didn’t get into account detail or my process over the phone then the appointment didn’t stick.  100% of the time it wouldn’t stick.  Cold calling on behalf of someone and not getting into product specifics/process/company philosophy is grounds for a quick “Sure, whatever, I’ll meet with him.” then forget about it 10 seconds later.  I do think its a huge opportunity though for those you’ve already doorknocked and left literature for.

[quote=B24][quote=voltmoie]hi mrs reyonds?

Right on, BB.  I haven’t reported cold calling activities to my compliance dept. in 3 years, much less voluntarily make them aware of anything illegal I’m doing (Not that I am, of course).

But seriously, have you guys hired non-registered cold callers?  How have you arranged it with the cold-caller?

[quote=B24]But seriously, have you guys hired non-registered cold callers?  How have you arranged it with the cold-caller?[/quote]


I have. They all suck. I pay solely on results, but I pay a lot. I let the last one go a couple of weeks ago. I’m going to pour $50,000-$100,000 into my business by the end of this year with new staff, office space, and seminars.

Are you a RR or an RIA/IAR?  What are you doing for seminars?

[quote=B24]Are you a RR or an RIA/IAR?  What are you doing for seminars?[/quote]


Index annuities.

[quote=B24]Are you a RR or an RIA/IAR?  What are you doing for seminars?[/quote]

It’s Bobby.

But seriously, have you guys hired non-registered cold callers?  How have you arranged it with the cold-caller?

[quote=BerkshireBull][quote=B24][quote=voltmoie]hi mrs reyonds?

[quote=DHK]

[quote=B24]But seriously, have you guys hired non-registered cold callers?  How have you arranged it with the cold-caller?[/quote]


I have. They all suck. I pay solely on results, but I pay a lot. I let the last one go a couple of weeks ago. I’m going to pour $50,000-$100,000 into my business by the end of this year with new staff, office space, and seminars.
[/quote]

Not sure what your set up is there BOBBY… but what do your cold callers call on? Appt. or qualification for you to call later?


Brek… what the guy in your office that called having the old hag call on prospects or cold?

… Why not swing the bat and spend a few hundred dollars to see if it works is my thought.  I’d spend twice as much and do more work doing a mailer. 

I sometimes have someone make calls for me.  The call is always for the appointment.  If my caller is dumb and knows nothing about my business, I have her play very dumb.   I'll often do this when I want to set up a meeting for that day.

[quote=Morphius]

[quote=B24]Are you a RR or an RIA/IAR? What are you doing for seminars?[/quote]It’s Bobby.[/quote]



Damn. I’m slow.

I know a good appointment setting company. Name is Intelemark.com This company works well. It only charge for appointments which had been set. They believe in quality not in quantity thats I like most for this company. I have work over 12 months with this company. Intelemark's ability to respond quickly and implement successful new calling campaigns within days has been essential to providing our customers.

There are many appointment setting companies available in market. I have experience with very good company name Intelemark. They are expert in Appointment Setting, Sales Lead Generation, Event Organization and many more. I got many benefit from this company. I have expand my business good.

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The job and role of appointment setting are not so easy we thinks. Generally they are working for set appointments between two parties. Appointment setters maintain meeting schedules and appointments.