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Cold Calling Motivation/Call to Action

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Feb 10, 2013 4:26 pm

600 dials
29 contacts
3 prospects
3 meetings with cold call prospects from prior weeks.
Closed one 100k (not my miniumum - it’s all they are willing to move).
East coast blizzard had a negative impact on my schedule this week, had to cancel appointments and power outages impacted my calling week.

Feb 10, 2013 4:28 pm

[quote=KingBobby]For the week:
1300 dials
165 contacts
2 same day closes, both munis, a fifty & a hundy.
1 prospect (opened their account paperwork without money or commitment, calling back Mon to see if they actually WANT the bond and how much, if it’s zero or under 25k, that’s ok too, they’ll be dropped.)
Btw, people that claim they’re interested but not committed, let them know this is a great time to get the paperwork out of the way and give them a couple days, these work nice for many reasons.[/quote]

Good stuff KB - agree with you. Sending and leaving paperwork puts the ball completely in their court.

Feb 10, 2013 6:08 pm

Beloved, my feedback is your overall plan looks very solid. For the script, for prospecting I really don’t like your first paragraph, but your second paragraph is absolutely excellent. For prospecting I’d lose the first paragraph so you can get to the second while they’re listening. After your name and IBD I’d go right to ‘we currently have…’ Unless of course the plan is strict qualification, but I’m afraid you’ll lose too many people before getting to the juice Test it both ways though.

Feb 10, 2013 11:03 pm

I’m with KingB on this…try both….but since it’s seconds to get attention on a call, my thoughts are…kill the first paragraph…go right in, and see where it takes you.
Seriously, you got to keep us posted as this format looks great. Don’t be a one off…….great post, then ….nada……when KingB takes the time to review and comment….it means a lot and King is the real thing….we hope to hear of results by Friday as to results and tweaking. Go get’em ……should work phenomenal.
All The Way

Feb 12, 2013 8:20 pm

Sorry for the delay… been a crazy start to this week. I will definitely take your advice, and the more I thought about it, the more it made sense anyway. Thanks for the input.

As for building/buying a list. I’ve been browsing the lists available from CIS… has anyone purchased any lists from them? If so, which lists, and if not, what providers are you using? I’ve pulled a list from Lord Abbett’s “Insights & Intelligence” tool that includes Wealthy-Ultra HNW individuals. That should come in handy from time to time once I scan through and delete large corporate offices that list 40+ names on the same number.

I’m hoping that Apple will decide to raise some cash via Preferred as Einhorn is suggesting. If we got to run some of that offering it would be one of the easiest sells to anyone who invests.

To those who stated concerns about my mentor… he is a really good guy and we have a great relationship. He wants me to succeed. I’ve already told him about my plans to call and he supports me. We are potentially looking at purchasing some books this year as well, so I may end up being lucky enough to build that way.

Let me know what you think for buying lists. I want to be able to come in the first week of March and have everything ready to go.

Feb 13, 2013 7:18 pm

What are you guys selling/pitching for munis? What kind of YTW? 2%? 3%? 4%?

Just curious how you are balancing yield to maturity date and still getting interest from people…

Feb 16, 2013 5:58 am

No, I’d never mention the numbers 2,3,4 on a prospecting call. Go with the highest yield, or better yet, tey. 8,9, 10s. The reason to use munis is to go as high as possible to generate interest. 2,3 and 4 gets beat out by Dell at 6. I guess that answers the pitch question. For the actual sell question, it depends on what they want. Many forgo the highest interest for perhaps a shorter maturity or outstanding credit rating, so we cooperate, are flexible, and sell what they want. In other words, if they balk at a feature of the bond in your pitch, you could be close to a new account.

Feb 18, 2013 6:56 pm

Gotta love annual license renewals, renewals and all hands on deck meetings with management. Not a bad week, but some operational hurdles as aforementioned. Had two fabulous appointments with 2 good prospects; and got a weird referral. Don’t know how that will pan out. Only did 258 dials, but hit 17 people and got permission from 8 to move the ball along. Teeks, I’m with you on part of that becuse of the time and cost involved.
My $.02 is that I will send along the initial piece of mail (IF I cannot get an email address). I do that to get my card and bio in front of them. It’s the door opener bit. I promised to do something and I did it. When I call the next time (and sometimes it’s months or even a year before my next check in) they have a face with the name and recollection is better than just with a disembodied voice on the phone. I’m dialing like loco today with the holiday; and wish you all “Happy Hunting!”

Feb 24, 2013 1:16 am

Fracking loved Monday folks - President’s Day. Great day for calling. Only picked up two truly qualified prospects - but one - holy cow - is perfect. Guy is selling his business and has been thinking he’ll need an advisor. You think? Maybe? Yeah - it’s a nice sized deal folks. Ok - enough posturing. I did just under 500 dials this week; talked with 42 people and developed 9 prospects, 2 outstanding. Might have made more dials - but imagine this - I dkidn’t have time because during one day, I closed another deal from a cold call. Ayup - one closed this week from a call placed only two weeks ago. Nicely qualified, assets north of 250k. With everyone getting snow all over the country I expect you all to be hitting the phones next week. People will be sitting at home waiting for your calls!
Until next time - I"m kicking A and Taking Names…

Feb 25, 2013 1:16 pm

Takingnames that a boy! I like the energy in that posting! I had a light week for coldcalling and focused on a client campaign of getting some of the accounts over to a fee base (which managed to bring one over from my effort) however, I did work on a lot of call backs from my pipeline and generated 3 appointments. 1 second appointment 2 new. All hnw prospects. Hope everyone is throwing some new opportunitys out there and hitting there hurdles!

Feb 26, 2013 11:20 pm

Teeks & Taking,
You too are on fire…keep it up…here all goood, did 80k , did another 45K this week, got some others on the go…love this thread…this thread is all Chin Up and Cheer up…go get’em
All The Way

Mar 2, 2013 6:38 pm

Of my 4 appointments one opened, one cancelled, one rescheduled and one was ready to open for 20K. (all from cold calls at various stages). The one that was ready to open I had the meeting at there home but they werent ready to change brokers bc of being friends and I found there was lil opportunity in that account with the structure of my wire firm for 20K Even though he asked if he can open the account and ready to sign but I had to turn them down.(I think he was doing it as a favor for being on his butt to buy a muni for so long) As much as I hated to do it it was just too small for my wire could have been the wrong move or could have been right idk Maybe just keep on my mass mail list and until they decide to have a second opinion on there overall portfolio.(however it was good practice and on the way to work). The one that did open was qualified north of 300K fee based. I also had some good luck with generating 2 appointments one a 1st appointment and another from an old time prospect that was in the pipe for a while who is finnally ready to come in and get an overall financial plan both approx 1 million nw. I have been struggleing to pick up the phone and put new prospects in the pipe. this will hurt me in the near future. I have been dropping people in my pipe like crazy with no replacements and despite the work being done to open some new accounts I must delegate some time to putting new ones in the pipe or It will bite me in the A#$.

Mar 4, 2013 12:41 am

I’ve been knocking AND people are home. Not a bad week at all. Just north of 400 calls, 31 contacts, 1 appointment and it was AWESOME - we met the next day and are you ready for this? One and DONE! 500k. Felt like a puffed up old rooster.
Have a whole lot of follow up calls to make and a lot of mail to get out. I’m feeling lean, mean and thinking I might bring in 20 mil this year if I keep this up. Keep it up for you guys that are doing this too - and to the ones that aren’t calling? Keep it up! Then there is more out there for Teeks, ATW and I. In no time there will be a new firm on the street. TKSATWKATN Financial Services - cuz we will OWN the business.

Until next time, I’m Kicking Ass and Taking Names.

Mar 4, 2013 1:28 pm

wow, TN one and done for 500K thats unreal!! about calling someone at the right time! lets have a great week! that just pumped me up!!!

Mar 5, 2013 2:06 pm

Alright guys, where are you getting these phone numbers to call? I have to buy a list, and then have it rescrubbed by my firm every 30 days. It seems like I spend more time on managing a database than making calls. Any advice?

Mar 10, 2013 10:02 pm

Yeah, ATW, I’m feeling all swagger and spurs these days - . Closed another k plan this week and a couple. Proposed 2 annuities and a fee based account. Did two presentations. One for 20 people, one for 50 - just got a text message from a friend who attended the one for 30 saying they learned a lot and just opened up a referal door for me. Received a referral from a mortgage broker (always make sure you make friends with other mortgage guys if you can do them too - if they can’t do a deal, they will pass them on) so this referral is for more than 3 properties. Sure, I’ll take 3 mortgages, thank you. Then, I got referred to a couple and a guy retiring into my state. OH YEAH - and I cold called this week. Holy cow - not too much - but I knocked about 300 dials out and talked with 9 people; just sending out two pieces of follow up though.

Mar 11, 2013 12:53 pm

104 Contacts CC;4 call backs; 14 client calls; 6 prospects. Got back in a lil groove with the cold calling and adding some qualified people in the pipe. See how it goes, got seminar dates next couple weeks. Will be mixing calls with seminars/muni calls see what I can get. Lets have a good week!

Mar 13, 2013 4:14 pm

Sorry for not getting back on here. Glad to see the success some of you are having. I’ve been busy with multiple things… our team building a succession plan for a local advisor looking to retire being one of them. I do recruiting on the side, also. Since my last post I’ve brought in $600k in assets via referrals, existing clients adding business, and picking up a few accounts that were neglected by ex-advisors. Only about $500k of that will produce revenue outside of this year due to $100k of that going into EIA’s at the client’s requests. Still… not too bad for the activity I put in.

Finally ready to kick off my calling campaign. Will purchase a list this weekend from infofree and scrub for DNC. Going to be calling a combo of business owners, households with income of $150k+, and then a few other smaller demographics. Keeping it all within a 15 mile radius of my office.

Plan is to call from 10-12am & 6-8:30 T/TR every week and 10-2 on two Saturdays a month. Should get me close to 600 calls a week. We’re also working some angles with a local community bank and a CPA to get some center of influence relationships running. Looks like this could be a great year for our office regardless of the calling campaign, but the calling should hopefully solidify that outlook.

Mar 15, 2013 10:00 pm

76 contacts: quiet week. shed through some pipeline.working on seminars. Had a small campaign of small business owners going in the early part of the week. Had excelent contact ratios of almost 50% but got eaten alive on the phone. Then actually googled mapped there place of Biz and realized that these people arent qualified. So I think I will attempt again with small biz owners but perhaps better screening of my lists. Would love to hear some more guys on the thread just hearing a lot of crickets and spammers

Mar 17, 2013 9:23 pm

I’m feeing like the biggest slacker @$$ in the forum right about now. Just finished up a meeting proposing to two prospects from a seminar. Did mostly sweeping back calls this week, follow up from the two seminars and call backs to the bites from the last two weeks. Picked up a 250k and a 200k this week. Not crying. Not crying at all. Calling tomorrow boys! Kicking and taking.