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Calll Reluctance

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Jun 10, 2009 10:19 pm

It’s interesting, the multi-dimensions that advisors face (this holds true also for CPA’s, attorneys, etc.).  Since most of us do not have a “sales team” like a traditional business, we are forced to be the sales and operations person at the same time (not “operations” in the B/D sense, but operating the “business” or “doing” the business).  As one veteran FA put it to me once, we are trying to build the ship and sail it at the same time.  There are very few businesses where you have to wear both hats simultaneously - normally you have other employees performing certain tasks for you.  In our world, until we reach a point that we no longer need new clients (or enough walk through the door from referrals), we will continue to be salesmen.

  It's tough in our business to pass off the sales process to anyone but ourselves.  Maybe this is why we can make so much money if successful - the business building process is so difficult.
Jun 10, 2009 11:20 pm

I like the ship metaphor. Exactly right.

Jun 11, 2009 12:16 am

Not sure if my boat has a rudder!

Jun 11, 2009 6:00 pm

95 dials this morning… 2 appts, 3 mailing info, 8 callbacks…

Jun 11, 2009 6:12 pm

What were you calling on? Anything in particular?

Jun 11, 2009 6:17 pm

Same as always… tax free muni’s that are insured, paying twice that rate of a five year CD at the local banks, with maturity under 8 years.

Jun 11, 2009 7:00 pm

[quote=BondGuy]Jack, good stuff![/quote]

Glad you guys enjoyed and I hope if nothing else you got something from it…

I will try and post some of the other things I have amassed over the years…

Nov 5, 2010 4:03 pm

Great thread. Excellent post Jack. Definitely worth a bump back up!

Nov 5, 2010 6:00 pm

Oddly enough, one of the easiest ways to
start the process of changing ourselves is by changing how we view others.
That's because we tend to project our feelings about ourselves onto other

If you want relief from role-rejection
call reluctance, you can take a big step in the right direction by choosing
to view salespeople who prospect you from a different perspective. Believe it
or not, doing that will eventually transform your feelings about your own

Second. Thanks, N.D. .

Nov 5, 2010 6:33 pm

First - I see call reluctance as I am bothering people in their "space".  I don't personally want to be bothered but I tolerate it because I know they are doing their job. So it is a struggle sometimes to pick up that phone even with warm leads at times. But at the end of the day, the only way to be successful in this business is to TALK TO PEOPLE and it doesn't matter how you do it so long as you are doing it. If you are not successful it is because you have not talked to enough people.

Second - Anytime my friend

Nov 11, 2010 3:41 pm

I always tell myself before a call, "Lots of upside, little to no downside."  That's a great trade in my opinion.