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Cold calling vs. working my broad/deep network (wirehouse)

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Oct 29, 2010 2:25 pm

I am considering MSSB/ML and got offers of $75-80k base... older guy (37), career changer, top MBA in finance, national and local network.  I have balked at doing it due to questioning whether I'd be a pu$$y on the phone.  I know I'd be better at selling a meeting vs. a product and look to build AUM not PCs.  Presumably PCs don't matter if you hit the other two thresholds... but is that true?  PCs are the actual revenue number.  Is it possible for an older person to take a more steady, polished approach?  I'd be able to bring about $2.5mm over immediately from family which would buy me some time, right?  Any thoughts would be appreciated on pacing yourself, etc.  I've read a lot of the BondGuy stuff and the 500 day war, etc.  While I would like to think I'd could do that, the fact that I have doubts leads me to believe I wouldn't do the requisite calls.  I've got a pretty big professional network.  Any thoughts on success of buying time with the immediate $$$ in the door and producing in a more organic matter.  I know a lot of people with money or that are service providers (lawyers, CPAs, etc.).

Oct 29, 2010 2:57 pm

I've got an MBA as well.... Massive Bank Account

Oct 29, 2010 6:13 pm


Oct 29, 2010 9:19 pm

I guess I forgot to add in my request, no D-Bag comments.  Any constructive opinions out there?

Oct 29, 2010 9:57 pm

I'm certainly no expert, but...  I, too, made a late career change.  I'm older than you and, in my first few months, I brought in about 4 mil.  I'm now six months in.  With that as a background, my opion is that you CAN take a different approach to the whole thing.  The 25 year-olds are pounding the phones because they have no network, no business connections, and no friends their age with money.  On the other hand, I am talking to former business associates,most of whom will usually speak to me... with interest.  My approach is to tell them "what I'm up to" in a very casual way.  Some of them have actually said "maybe you can look at my stuff."  Although I am doing other things to, I plan to use a low-key approach to get referrals from my business buddies... by asking very specific questions... under the notion of catering to a specific niche of people who may need my help... etc.  SO FAR, the office management is letting me do my own thing.  With that comes the pressure to exceed the required numbers.  This is a great business, but remember this... EVERYONE is in it for themselves... beware of team solicitations.  Last thought... bring in assets and everything else will magically take care of itself.

Oct 30, 2010 6:42 am