Calling for appointments

Oct 26, 2006 7:53 pm

How do you guys do it?  I have my style, but I'd like to know how you guys ask for appointments?

I know for me. I sell the appointment, and not myself.  If they are motivated to drive to see me, they want to do business. My appointment booking success depends largely on how warm, hot, or cold my lead is.

Oct 26, 2006 9:09 pm

It sounds like you’ve got it all figured out.

Oct 26, 2006 9:11 pm

Always open to other people’s ideas. 

Oct 26, 2006 9:21 pm

[quote=JimmytheRocker]Always open to other people's ideas.  [/quote]

You go first...how do YOU ask for appointments?

Oct 26, 2006 9:30 pm

I say " would you like to schedule an appointment"

Oct 26, 2006 9:43 pm

assumption:  I don't call anyone who doesn't know that I'm a financial advisor.  I only call people I've piggy backed off of other's introductions.

me: "Hey ___John_____.  How are you bud!!!  We had a great time at the strip club after "candy" introduced me to you.  She is one heck of a girl...don't you think?  

  --a little dialogue dancing --

me: "John, People I'm working with feel they've benefited a great deal financially in some form or another.  If you're free this week, this might be something worth checking out.  What day is best for you?"

if hesitation...

Me: "Not that you are interested in working with anyone now, but you'll atleast walk away more informed...and that'll help you later on."   if absolute resistance   me:  "Well John, I'd like to standby as a resource for any of your financial needs. Do I have your email address?  I'm constantly giving free information out.  We'll keep in touch"     That's a 50% appointment ratio there.  Above is just a variation of how I book appointments.
Oct 27, 2006 2:01 am

[quote=JimmytheRocker]

assumption:  I don't call anyone who doesn't know that I'm a financial advisor.  I only call people I've piggy backed off of other's introductions.

me: "Hey ___John_____.  How are you bud!!!  We had a great time at the strip club after "candy" introduced me to you.  She is one heck of a girl...don't you think?  

  --a little dialogue dancing --

me: "John, People I'm working with feel they've benefited a great deal financially in some form or another.  If you're free this week, this might be something worth checking out.  What day is best for you?"

if hesitation...

Me: "Not that you are interested in working with anyone now, but you'll atleast walk away more informed...and that'll help you later on."   if absolute resistance   me:  "Well John, I'd like to standby as a resource for any of your financial needs. Do I have your email address?  I'm constantly giving free information out.  We'll keep in touch"     That's a 50% appointment ratio there.  Above is just a variation of how I book appointments.

[/quote]

Ah, what if we don't know any strippers named Candy?

Actually, a good approach. I'll probably have to leave out the stripper part of the program. Mrs. BondGuy has her rules and just so happens using strippers as centers of influence happens to be one of them. No prostitutes or call girls either. Go figure! Oh well, such is life. I, like all married men, sometimes am temped to use these modern prospecting techniques. But, then again, I really don't want to come home to see my BMW motorcycle cut in half by a chain saw. So...

Oct 27, 2006 2:12 am

[quote=BondGuy]Ah, what if we don’t know any strippers named Candy?

Actually, a good approach. I'll probably have to leave out the stripper part of the program. Mrs. BondGuy has her rules and just so happens using strippers as centers of influence happens to be one of them. No prostitutes or call girls either. Go figure! Oh well, such is life. I, like all married men, sometimes am temped to use these modern prospecting techniques. But, then again, I really don't want to come home to see my BMW motorcycle cut in half by a chain saw. So...

[/quote]

Better that it's your motorcycle that gets cut in half than...something else.
Oct 27, 2006 2:45 am

Then again, if you find a few strippers pulling in 2 grand a night you’ve got a client base that not only makes you some money but makes for some VERY interesting client appreciation events!

Oct 27, 2006 12:50 pm

And, as clients, they're showing us everything. The very best kind of clients to have.

Can you tell it's the end of the month and everyone has made their goal?

Oct 27, 2006 1:00 pm

[quote=mktsystms] [quote=BondGuy]Ah, what if we don’t know any strippers named Candy?

Actually, a good approach. I'll probably have to leave out the stripper part of the program. Mrs. BondGuy has her rules and just so happens using strippers as centers of influence happens to be one of them. No prostitutes or call girls either. Go figure! Oh well, such is life. I, like all married men, sometimes am temped to use these modern prospecting techniques. But, then again, I really don't want to come home to see my BMW motorcycle cut in half by a chain saw. So...

[/quote]

Better that it's your motorcycle that gets cut in half than...something else.
[/quote]

Yep, that's an unpleasant thought. Actually, Mrs. Bg would never do anything to hurt the cash cow. The bike, Gertruda The Bugslayer, is the next best thing. Definately in harm's way if I foolishly forget the no happy endings rule. 

Oct 27, 2006 2:05 pm

I started off very slowly in the biz.  It wasn't till I did a good job with my first set of 10 clients in my target market that introductions got heck of alot easier to acquire.  At first for a few months, I would only get about 5-6 introductions/month and the rest of my leads would be leads I generated cold.  I'm still working my way up to 40 introductions/month and still working on the quality of those intros.   

Oct 27, 2006 2:31 pm

Hey, how about a serious response:

When calling referrals we use an approach that would give Bill Cates a heart attack. By the way, Cates is an excellent resource.

 / = pause

Our approach is to call the referral and say something like:

Mr.______ / this is BG at ____________ I was talking to Summer and she mentioned that she thought you might benefit from our service/The reason for my call today is to introduce myself and to suggest we meet to see if we can add value to your situation but before we do that I'd like to ask you a few questions/Is now a good time for you?

[add your qualifying questions here]

After questions, if qualified, close for the appointment.

That's it more or less. It's not written down. We just go for it. We match the language to the audience. We tone it down considerably if the situation warrants.

Oct 27, 2006 2:47 pm

bondguy, do you get the source to smooth the way before you make the call to the referral?

Oct 27, 2006 3:11 pm

[quote=JimmytheRocker]

bondguy, do you get the source to smooth the way before you make the call to the referral?

[/quote]

Smooth the way?

Usually the referral is expecting our call. Rarely do we surprise this person with a call out of the blue. If that's what you mean, then yes, the referrer smooths the way. Having the referrer talk us up does a lot to open the door. The wall of trust, in large part, has already been scaled. Still, I have zero hesitation in calling someone where the road has not been paved. Less effective, but still worth the call.

Again, I'll point to the referral coach, Bill Cates. He gives chapter and verse on this subject. Excellent stuff!

www.referralcoach.com

Oct 27, 2006 3:30 pm

Having someone talk you up makes a world of a difference.  I sometimes call people who I did not piggy back off of an introduction.  If I don't get the appointment, I at least get their email address to stay in periodic contact with them.  Most of the time, they are in the same circle with clients I have.  I haven't read Bill Cates stuff yet..he seems like a great resource. 

Nov 2, 2006 3:09 pm

I have a friend who has severe call reluctance.  When he has an office appointment, he will out do me any day of the week.  He is great a shaking hands, building rapport and interest face to face when he prospects.  However at the end of the week, he cringes looking at the 20 business cards he has collected to call on to extend the appointment invite.  So what he did was hired a 3rd party appointment setter.  It works really well for him because he prospects for his leads rather than have the company generate the list for him.  This has lead to higher appointment to call ratio.  I think they charge around $55/appointment that shows with a replacement policy. 

Nov 2, 2006 3:15 pm

I have another broker friend who hired the appointment setter but failed miserably.  He didn't want to generate the names himself to handover to the appointment setters.  He simply wanted to sit back and have the company generate the target list to call and set the appointment.  Joe Couch Potato does not feel like getting off his couch to drive and meet with a Financial Advisor.  Especially one he has never met before. 

It's interesting to know that it worked well for my other broker friend.  His Joe Couch Potato is more likely to make the committment to see the Financial Advisor because he chatted with him face to face at a networking function the past week and remembered their conversation.

I find this interesting.

Nov 8, 2006 7:37 pm

Hey JimmytheRocker,

Are you a big insurance guy? I usually can see the sleeziness and put the two together.

Nov 8, 2006 7:40 pm

(Also forgot to mention), I bet when you get the appointment you sell
them a fat whole life policy and stick them in a terrible variable
annuity.

Am I right?

Nov 8, 2006 9:36 pm

I love life insurance.  It pays very well and my clients want it.

Nov 8, 2006 9:46 pm

[quote=rook4123]Hey JimmytheRocker,
Are you a big insurance guy? I usually can see the sleeziness and put the two together.
[/quote]

Rook, back off! JTR has an effective prospecting process that many may find value in.

Last time I checked, there was nothing wrong in using sales technique, ie pitching/closing, to sell financial products.

My own insurance agent works this way. He's far from sleezy. 

Not your bag? Don't comment!

Nov 9, 2006 1:27 am

[quote=BondGuy]

[quote=rook4123]Hey JimmytheRocker,
Are you a big insurance guy? I usually can see the sleeziness and put the two together.
[/quote]

Rook, back off! JTR has an effective prospecting process that many may find value in.

Last time I checked, there was nothing wrong in using sales technique, ie pitching/closing, to sell financial products.

My own insurance agent works this way. He's far from sleezy. 

Not your bag? Don't comment!

[/quote]

I've sold tons and tons of whole life policies to vietnamese americans.  If I share with them the alternative, they freak out.   I know many are adverse to putting their money in securities. They love protection and they love guarantees.  They don't put all their money in a whole life policy.  I wouldn't recommend that.  A few hundred dollars/month into a whole life policy to supplement their other investments makes for 2 happy parties, less headaches, and a strong relationship down the road.

Am I too honest here?

Nov 9, 2006 1:50 am

Guys,

Relax, I was just getting a rise out of you’ll. I don’t care, to each
it’s own. Life insurance has its place. Seriously, though bond guy,
what’s your pitch? I couldn’t specialize in bonds b/c I love equities
so so much.

Nov 9, 2006 1:51 am

For the record, I’m just messing around.

Nov 9, 2006 5:07 am

[quote=rook4123]For the record, I’m just messing around.
[/quote]

Sounds to me like you were being a real jackass and got called out on it, and now you’re backpedalling…

Nov 9, 2006 1:22 pm

Alright, joedabrkr, I don’t care what you think.

I was looking at your profile and you have over 3.41 posts on avg per day. Thats way more than anyone else here.

Thats sad, you have no life, and obviously no business. And don’t give
me the I have so much money in fee-based and trails I don’t work that
much line. Obviously you don’t have anything else better to do.

Nov 9, 2006 3:25 pm

Sounds like backpedalling to me also…

Nov 9, 2006 7:05 pm

BankFC, go sell some CDs

Nov 9, 2006 7:24 pm

[quote=rook4123]Alright, joedabrkr, I don’t care what you think.

I was looking at your profile and you have over 3.41 posts on avg per day. Thats way more than anyone else here.

Thats sad, you have no life, and obviously no business. And don’t give
me the I have so much money in fee-based and trails I don’t work that
much line. Obviously you don’t have anything else better to do.

[/quote]

My life is just fine.  Turnabout is fair play, and I’m not losing any sleep over your opinion, trust me.  I don’t worry about how “hard” I work, I concern myself with how effective I am, and how much it puts into my pocket.  Chew on that one and see if you can figure it out, smart guy.

Nov 9, 2006 8:46 pm

Umm… rook?  You can’t really clap at your own burn.  It’s like telling a joke and then bursting out laughing.  Especially when it’s not really a good one.  But in all fairness I’ll give you another try. 

Nov 9, 2006 8:47 pm

[quote=rook4123]BankFC, go sell some CDs [/quote]

Wow, that was a good one...did your mom help you think of that? 

Don't get mad just because you tried to low brow on another's profession and got called out.  Grow a spine.

By the way, how much life insurance do you own?...I have $500,000 UL-G from John Hancock, and I plan to buy a lot more.

Nov 9, 2006 9:02 pm

[quote=rook4123]Hey JimmytheRocker,
Are you a big insurance guy? I usually can see the sleeziness and put the two together.
[/quote]

[quote=rook4123](Also forgot to mention), I bet when you get the appointment you sell them a fat whole life policy and stick them in a terrible variable annuity.
Am I right?
[/quote]

Damn, you are a self righteous prick of the worst kind...NO BALLS to stand behind what you say.  I don't blame you, since what you have to say is pretty much sh*t anyway...makes sense.

Nov 10, 2006 2:06 am

I am dying laughing right now, all of you guys are hilarious. This kind of stuff cracks me up. 

Nov 10, 2006 5:32 am

You see?  That’s exactly what I’m talking about.  Laughing at your own joke…

Nov 10, 2006 10:35 pm

[quote=rook4123]I am dying laughing right now, all of you guys are hilarious. This kind of stuff cracks me up. 
[/quote]

Rook, the old rule is; when you find yourself in a hole, stop digging.

You keep getting yourself in deeper here. I suspect that you are not really entertained, but instead, highly offended. As you should be, because these guys are taking some really hard shots at you. I would be offended. Yet in all fairness, I wouldn't keep coming back and pouring gasoline on the fire. Unfortunately for you, that odor you're smelling is you getting burned. And that's not a pleasant experience.

One thing about this site is that if you try to BS us someone here is going to call you on it. And they're not going to be nice about it. I don't like that usually, but Im not the internet police. So, understand how it works.

I trust you come to this site for the content. You are either looking for ideas or information or you are looking to contribute and help guide those who are asking for help. let's do that. Put down the shovel and the gas can. Join us in making this the best place on the net for financial services rep to share ideas and help each other. This business is tough enough don't you think?

We are judged here by the content we provide. Become a positve contributor. I for one will welcome that.

I called you on your original comment because jimmytherocker always contributes positive content. Every post, he is either telling us how he markets, about his successes, or about how excited he is. maybe someone in a slump catches on to his positive attitude. maybe someone starts using element of his marketing approach. Whatever the case, the content is good for the forum. We need more guys like him around. Someone calling him to task with a slanderous jabb for no better reason than they don't like his end of the business is totally uncalled for. I for one don't want the JTRs of this forum to give up on it because they get attacked for no reason.

So, if you have positve content to add, I for one would be glad to read it.

Nov 11, 2006 1:55 am

Well said BondGuy.  I might have sent a pretty strong shot at him, but only because he was being so obnoxious.  Kind of like the old story about how the only way you can get a donkey’s attention is whacking him in the head with a 2x4 or something like that.  But yet this guy keeps coming back and stirring the pot.  That sort of behaviour is indicative of a certain lack of common sense, if you ask me.

Nov 11, 2006 12:25 pm

Wrong again, I’m highly entertained.

Nov 11, 2006 1:26 pm

"By the way, how much life insurance do you own?...I have $500,000 UL-G from John Hancock, and I plan to buy a lot more."

Never plan on buying more.  Insurability is a very precious thing.  If you are going to need more coverage in the future, buy it now.   Every week I talk to someone who needs coverage and is uninsurable or insurable at much higher rates.  Almost all of these people would have had no problem getting coverage before the coverage was needed.  

Nov 11, 2006 2:00 pm

[quote=rook4123]Wrong again, I'm highly entertained. [/quote]

Rook, you're taking the wrong road, but that's your choice.

Again, I look forward to any positve content you wish to add.

Have a good weekend!

Nov 11, 2006 5:09 pm

[quote=BondGuy]

[quote=rook4123]Wrong again, I’m highly entertained. [/quote]

Rook, you're taking the wrong road, but that's your choice.

Again, I look forward to any positve content you wish to add.

Have a good weekend!

[/quote]

BG, there's a saying an old friend of mine used to repeat all the time:  "Sometimes you just can't save someone from their learning experiences......"
Nov 11, 2006 6:01 pm

What do you do that is top notch

What do you do that is different

If the answer is nothing, stick a fork in your rump and move on because you are wasting your time.

If you are truly unique, and can put it into words, and make yourself interesting, people will listen and want to see you.

See I just don't want to be your financial advisor, I want to be your trusted partner.

Nov 11, 2006 11:23 pm

Well put vbrainey,



I think that is everyone’s overall goal, however some people are hard
to get to gain your trust. It takes time to gain serious rapport.
Especially with the ones with deep pockets.