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Cold Calling Journey

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Jan 5, 2012 5:02 pm

BR, +1 on the great attitude.

One thing - set the appointments for as soon as possible. No further out than the nxt week. If the appt is for the nxt week, send out a confirmation note/letter. You can keep the letter simple or outline what you'd like the prosect to have available for that meeting.

Keep it going!!

Jan 6, 2012 1:42 am


BR, +1 on the great attitude.

One thing - set the appointments for as soon as possible. No further out than the nxt week. If the appt is for the nxt week, send out a confirmation note/letter. You can keep the letter simple or outline what you'd like the prosect to have available for that meeting.

Keep it going!!


My thoughts exactly. If they push you off for multiple weeks, they will just continue to do so. The reminder works great, and handwritten and mailed makes it more personal.
Jan 6, 2012 2:24 am

Just an update for today. No numbers to report spent the majority of the day at the hospital with my pregnant wife at some appointments, and then had a required office meeting as part of my training. Did get a few items mailed out and proposals ready. The next couple weeks should be wild as I get closer to my wife delivering, just gonna keep pushing on

Jan 6, 2012 10:32 pm

More positive day today

191 calls
32 contacts
4 prospects

Feel hood. Rocking and rolling pitching preffereds now it is time to get some biz done. Coming in tomorrow to work for a little while

Jan 7, 2012 6:54 pm

Saturday morning update for all of my followers out there.

188 calls
1 prospect

Didn’t accurately keep track of my contacts but I would put it around 20 or so. You know what I should be mad because I only found one prospect today but I’m not. That is one more person who said ya your preferred idea sounds good and I could do 50k now, call me back when you have something.

Couple new lines I am using

If someone tells me they have an advisor (especially if they mention they have been working with them for years) is what happens when your current broker retires?

Feel good love this job

Jan 8, 2012 1:44 am

One thing I am working on getting better at is asking for the order on the call this point they told me like preffereds, told me they have 50k to invest, now lets get some action.

going to use this and stick to it, often I find myself waffering when asking for the order. I am afraid that they wil say NO, but I need to realize a NO is just a reason to move onto the next yes.

Mr/Mrs ______. This is ___ with ZYX we spoke last week.  I have a ABC company preffered that is paying a yield of 7.4 percent right now.  Like I mentioned before we can start with 50k and go up in multiples of 5k.  How much would you like today??

If they say yes - awesome start taking their information to open the account, explain how a check is due in 3 days.

If they wafer at all I will say this

Alright Mr.Mrs ____.  Why dont we get together to take a look at how this preffered could fit into your portfolio.  Would Tuesday or Wednesday work better for you?

I feel like at this point it will either lead to an order, an appointment, a chance to follow up in a week or two(well my cd comes due in 2 months), or I will move this prospect from my Hot leads pile to my "Burn Pile"

My burn pile is a group of prospects who have basically shut me down, who I will call with whateveR I have that day and pitch to them.

Sales really is like a drug, it is tough and frustrating but their is no better satisfcation than hearing I will take what you are selling.  This comes from my previous sales expereince at my old job, and my limited experience in closing new clients now


Jan 10, 2012 12:28 am

Today was an absoluetly demoralizing day...but we need to have those every now and then to keep ourselves in check

226 calls

42 contacts

0, thats right 0 prospects.  

I was pretty down to end the day but tomorrow is a new day and a blank slate.  Have some clients coming in tomorrow to discuss a few trades on their account and hopefully some things that they hold outside the firm to bring in.  

It is a process, but I am looking forward to my next win and it could come tommorow either with my meeting, cold calling or both.

I know one thing though, it wont happen unless I show up and try

Jan 11, 2012 1:06 am

Had a good and progressive meeting this morning. Today’s stats are as follows

Calls: 275
Prospects: 3

Feel good middle of month two ready to drop a big ticket. It is coming soon

Jan 12, 2012 1:05 am

Today’s stats

270 calls
1 prospect

My prospect count is really low for the week not happy about that at all. Pisses me off but it is what it is. Just will keep making the dials. Have an appointment tomorrow morning and am calling back the first batch of prospects since I switched to a preffereds script and stuck with a firm limit. Maybe something will sprout out of that

Jan 17, 2012 1:31 am

Hope everyone had a good day off.  Just a little update about my past week, brought in about 600k last week.  It resulted from a cold call and it turned out their current broker only spoke to them once a YEAR at most.  

Having that done, with the acats signed and everything is a very good feeling.  Also have another appointment set for another 100-150k(my guess) tommorow...Need a big day cold calling to keep moving the needle further.  Goal is to have month 6 hurdles done by end of month 3.  Going to be tough but I think I can do it

Jan 17, 2012 2:01 am


Keep up the good work!  I look forward to checking in and following your progress...let us know how that meeting tomorrow works out.

Jan 25, 2012 4:21 am

Just a quick update to help myself remain accountable...have definently hit a wall the last couple of days.  Yesterday was absoluetly brutal.

today I banged out 160 calls and got 2 prospects moved a lot farther.  Have also managed to disqualify a few people through the process which is always fun.  Funny how it is so tough to get ahold of certain people after the intitial contact though

Jan 25, 2012 9:44 pm

[quote=BigRedFan]Funny how it is so tough to get ahold of certain people after the intitial contact though


I agree. I've been making a gradual shift to try to close the same day if not on the opening call. Create the urgency of limited amount/going fast/won't last etc

Many days will result in 0 closes and 0 prospects but I really think the ratio of closes to contacts comes out ahead by eliminating processes/steps and days that the prospect is in buying mode or interested in your offer. Also if you talk to older advisors that called in the 80's, it seems many did it this way with great success. Not sure why it wouldn't work today or why it always seems discredited. I keep an extremely limited amount of 'prospects'.

Jan 31, 2012 3:24 am

A quick update so everyone knows I havent fallen off the has been abit slower lately with a whole bunch of exciting personal stuff happening.  Right now I am about 2+ months ahead of my hurdles and that is the goal to maintain that or even increase it.  Ultimate goal is year 1 goals down by 6 months.  I have started setting appointments with calls from my first days back in december...Just gotta keep on chopping wood.  Once the personal stuff settles down I Will start posting daily updates again.  Until then it will be rather sporadic and I imagine the next couple weeks will be crazy having a baby and all

Jan 31, 2012 3:56 am

best of luck with the kiddo.  A lot of people told me they would take away from my work, but looking at a picture of my kid everyday while I am grinding only makes me want it more.  Kids are the greatest gift on the planet - I am glad you get to experience them.  Best of luck with the family and book building!

Feb 14, 2012 3:31 am

Time to really get back after it.  I have been throughly enjoying my daughter and both her and mom are doing great.  

Tomorrow is going to really set the stage, I have a couple big follow up calls with some prospects that are about 2 hours from my office.  Have been planting the seeds for meetings with them.  One of them has nearly a million in assets and the other prolly about 250k...

Ready to hit the cold calling hard again to build that pipeline back up

Feb 14, 2012 6:44 pm

Good luck with everything - been following your journey. I wish i had the mindset you do

Mar 9, 2012 12:55 am

Wow it has been awhile since I posted.  I am sure there is some wondering how I am doing so I thought I would give a quick update

after 3 months in production I have officially brought in 800k, and I have another 350k that I am waiting on the checks for this month.  I also have about 1.2m in the pipeline that I feel I have a 50/50 shot at getting.  Another 1m or so in uncovered assets that we havent been able to move forward.

My favorite experience has been getting close to setting an appointment with someone and then one day their wife answers and basically stone walls you.  Its one of those things like I have never talked to you before.  What is the deal.  The biggest benefit for me right now is time.  I will have my 6 month goals accomplised at the end of month 4.  That gives me time to start filling in my prospects list with new grapes.

My cold calling has been spotty lately and it is showing in the amount of new leads that I have.  All the way summed it up pretty good that after 2.5 months of hitting it hard I have definenitly hit a wall.  Recharging getting ready to take that wall down.  

My big focus for this next stretch is going to be finding a way to reach out to people 35-50 who are switiching jobs and looking at rollovers.  Still pitching product, actually a local corporate bond that is paying pretty decent with a shorter maturity.  

What is everyone else having sucess doing.  I may try doing a pitch for a month that is more along the lines of pitching reviews and saying I work with people above xxx to maximize quarterly income

Good luck to all

Mar 13, 2012 5:29 am

Quick update for Monday

211 dials zero new prospects

Tomorrow is a big day for me have a big prospect coming in for an appointment in the morning. Praying it goes well and praying I’m not stood up

Mar 13, 2012 5:31 am

Should clarify that a big prospect for me is 1 million. An account like that puts me in the drivers seat of having 12 month goals done by 6