Day one of selling

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Nov 27, 2008 2:43 pm

you would know more than me Hank. you have probably done the same thing, just like me, and now have FORMAL alliances with CPA’s and generate a substantial amount of income from their direct referrals.



god luck with your TRUTH, it will never work.

Nov 27, 2008 2:53 pm

[quote=theironhorse]you would know more than me Hank. you have probably done the same thing, just like me, and now have FORMAL alliances with CPA’s and generate a substantial amount of income from their direct referrals.



god luck with your TRUTH, it will never work. [/quote]


Having been one myself, the way I interact with accountants is different than what it would be for most.

Nov 27, 2008 5:49 pm
Hank Moody:

[quote=theironhorse]you would know more than me Hank. you have probably done the same thing, just like me, and now have FORMAL alliances with CPA’s and generate a substantial amount of income from their direct referrals.

god luck with your TRUTH, it will never work. [/quote]


Having been one myself, the way I interact with accountants is different than what it would be for most.

  I don't think being an accountant for Arthur Anderson helps your credibility Bobby.  Unless you leave that little fact out, which seems par for the course for you.
Nov 27, 2008 7:41 pm
Primo:

[quote=Hank Moody] [quote=theironhorse]you would know more than me Hank. you have probably done the same thing, just like me, and now have FORMAL alliances with CPA’s and generate a substantial amount of income from their direct referrals.

god luck with your TRUTH, it will never work. [/quote]


Having been one myself, the way I interact with accountants is different than what it would be for most.

  I don't think being an accountant for Arthur Anderson helps your credibility Bobby.  Unless you leave that little fact out, which seems par for the course for you.[/quote]

It's Arthur Andersen, with an "e".  There's two types of accountants - those who could get hired by a Big 8 firm and those who couldn't. It speaks for itself.
Nov 27, 2008 8:23 pm

As does 5 B/D’s since 1999.  Spin away.

Dec 3, 2008 2:29 am
B24:

This is one of the big myths of the industry today.  Most new people entering wirehouses that ultimately succeed do not cold call anymore.  They join teams that give them some assets, they work those books, they inherit or buy books, or they focus on a niche that their branch has (i.e. 403B’s, a local employer, etc.).  Some martyrs on here will tell you cold-calling still works - and it can if done enough and for long enough.  But it is the lowest form of prospecting left, and the least effective due to the DNC list and the skepticism of consumers in general.

  B24, Your comments scream one thing and one thing only... you don't cold call. I'm one of the martyr's you speak of. THOSE WHO SAY COLD CALLING DOESN'T WORK DON'T COLD CALL.   I had no connections no rich friends and no family accounts no house accounts. I'm in month 16 and have solid & consistent presidents club production. I'm averaging over 17k gross per month. None of them have been a one shot lucky annuity sale. YOU ARE WRONG and your negativity on the subject speaks more about you than cold calling.   Some don't have the guts to make it work. For those it wont.
Dec 3, 2008 2:18 pm

I was going to post before, but never got a chance… Gaddock is right… Cold calling does work(residential,business,corporate directories) doesn’t matter who, just as long as you do it. I call mornings til late morning and after 4pm til 7pm…

  On a second note, in regards to lowest form of prospecting, that is just stupid. I worked for Jones, and knocking on doors is the lowest form of prospecting, just look around who is with you(crazy religious people, magazine/newspaper salesmen and vacuum salesmen). I have done it so I can make fun of it... "Oh you would like to contribute to a roth quarterly at $50/year.. Great I can set you up with american funds and when you get to $25K I will "diversify" you into Van Kampen(or Putnam, they are still a preferred partner right).."
Dec 3, 2008 4:23 pm

Gaddock, you are right - that’s why I said it works if done enough.

  Squach - I agree.  I hated cold walking.  That's why I don't do it anymore.   Point is, at least where I live, people are very educated and very skeptical, so there are very few that will give you the time of day based on a cold walk/call.  Now, I am really only referring to residential.  I consider business calling/walking a bit differently.  Business owners understand that cold "approaches" are part of doing business.   And when I say it's the "lowest form of prospecting", I am talking about your "hit" rate, or whatever you want to call it.  In my area (and I confirmed this through a list service), about 80-85% of people in my target market are on the DNC list.  I know this because I ran two identical lists, one including DNC numbers, and one not including them.  The one with the DNC numbers gave me about 10,000 or so names (I don't remember exact numbers).  The list for numbers NOT on the DNC was about 1,500 names.