It's only Fear of Pain
Crazy what fear can do. Been on the phones for way too long and just like most of you, I’ve gone through the rainbow of unpleasant emotions. I know it’s lonely out there, getting up and fired up, to go in, often, the only one who actually is on the phones.
I’m just going to post my activities, number of calls, of contacts and so on.
This thread does not address social media, mailers, playing tag or what have you, just good old reliable talking to strangers on the phone on a daily basis. What I have in AUM, what I drive or had for breakfast isn’t going to help you one bit in getting over the bogey man and breathing life back into your business building.
I’m going to post a few comments daily and on Friday’s, a weekly recap of activities. This is only about cold calls and for you out there who just needs a little encouragement to stop ruining your life with call reluctance, avoidance behavior or whatever other this psycho-babble is called today.
Its basically that when it comes to picking up that phone, you are afraid of pain. So, take a deep breath, get off your own back, enjoy this weekend, have names to call for next week, and rejoice in knowing that you are going to get over this, and look forward to prospecting in a way that will make you smile.
I call business owners as of 8:30am and make calls to schedule face to face meetings. I’ll post a quick update Monday afternoon,
Its only Fear
I'm in, I've been checking in on these forums to see if anyone would follow along. I'll post my stuff daily.
Quiet day on the phones...i'll post today's numbers later on.
Prospects: 3*...asterisk there, didn't qualify them on the phone, but checked them on LinkedIn and based up on tenure/title/previous employment they could have something. The most promising is a director at a publically traded company. Said he had to run but agreed that I could call him tomorrow morning.
Much better day prospecting...confirmed a meeting with a prospect I met with 2 weeks ago who has over $1mm+ in previous 401k's, conference call with a woman who is a AVP at large company Roth IRA's and brokerage at Fido that I sent some info out; looking to set a face-to-face with her and her husband, still need to qualify. Another follow up call with someone who I have all of their statements, need to sit down with the wife and agreed he'd talk to her tonight, decent drip, combined assets $1mm+
Still not at many contacts as I'd like to get in a day, but I guess productive. Back at it tomorrow.
Nice job there Bullish, especially on the number of times you are picking up the phone. You got a healthy pipeline from your calls and I look forward to hearing about your continued succeses.
I didn't count dials so far this week but will as of next week to follow your lead on daily posting of results. So far I've got 7 new meetings with business owners and some decent prospects to add to the pipeline. Funny how talking to strangers from a list of names creates opportunities.
Keep hammering away!!!!
Building a book of strangers is the best way. They become the best clients...after you talk them off the ledge, of course. Nice job, 7 meetings. Are they discovery meetings or closing meetings?
Prospects: 0, tough week on the phones thus far.
Booked a meeting with a lead in my pipeline for next week, $200k in cash ready to put to work. Have to sit down with him and wife to discuss next steps. I'll be going for the close that meeting.
Prospects: 1...sent out info, will follow up this week. I didn't qualify on the phone but he has another broker, and tenure at his company.
Happy Monday...back at it.
Prospects: 1, SVP, general counsel...set up a time to speak with her later on this week to qualify.
I'm not sure what the deal is the last few weeks...very quiet on the phones. Maybe people are taking vacation now.
On a side note, I had a good weekend "playing in traffic". I had a conversation with a close friend of mine and got a comittment for $100k muni bond ladder, just need to get the paperwork started. And also, I went out to the bar to meet up with some friends and happened to run into a successful tech salesman who's making $1mm a year...we set up a time to speak in the upcoming weeks; we'll see.
Again, well done on your calls. To answer your question, I am only including new calls in the meetings booked, no call backs or people in the pipeline. These are all business owners and yesterday I booked 2 new meetings.
I work the rebuttals pretty vigorously as business owners are accustomed to receiving calls and part of the dance is them trying to get us off the phone. I’ve over the years done a lot of residential calls and just don’t push as hard, but with businesses, since they are on the front lines every day and understand the game, they tend to put up a few barriers to protect their time from committing to each meeting request they get nearly daily from phone calls. That’s only normal. They have to protect their time.
Its just the way it is, and I’ll post at a later time a few of the things I say to get a meeting in the calendar with a qualified prospect on that first cold call.
If the person meets the profile, then I really got to get that meeting in the calendar, from that phone call and avoid call backs and chasing around again. I can’t tell you how many times I had my hopes up, calling a prospect back when they asked to be called back, only to never get them back on the phone, or have them react as though we never spoke, or whatever, and it was a waste of time.
How many times, I wished I had just scheduled the meeting on the original call. Now, I do all I can to get something in the calendar, doesn’t matter when, or how many times its got to be re scheduled, always best to have something in the calendar to work with, than a name and a call back date.
Another reason why I want to be the last one to end the call, is because of the sheer effort involved in putting together a list with a high probability of qualified potential clients and the sheer effort required in being consistent on the prospecting calls. To me it makes no sense what’s so ever to end a call with someone who will be better off with the services, without having scheduled a meeting to help them save money, time, and make a bit more money and more towards their family goals.
FOP, I like it.
Prospects: 1, 401k roll over call set up
The phones are still so quiet this week.
I had a follow up call with a guy I called a month ago...he has a little over $1mm in movable assets, picking up his statements next week. I got an email back from another prospects with $1.2mm in his current 401k and I put together a financial plan for him. Presenting next week.
Well done Bullish, now that is good news. A few like that each month that hit the books and you're reaching for the stars.
Prospects: 1, director at a software company, public, with money and interest...sent the information out will follow up next week
Light day, gone for the weekend.
Rough day...had 2 prospects push back meetings until October...back on the phone.
Prospects: 1...EVP at public company, booked the meeting for this Friday...finally something good. I've been waiting on that YES to come through...f**k
Today was rough...had a prospect tell me no, going to work with brother-in-law at a competitor, called another prospect/client to sign paperwork and told it needed to be pushed back a couple weeks, supposed to pick up statements from a $1mm+ prospect and called to confirm and had a death in the family so that's pushed back...what a day. Only up from here.
Prospects: 2, had the discovery call right then with one person...$500k in brokerage, cash, IRRA...then lunch meeting with another person $400k in IRRA and cash...that's why the calls were light. I feel like I'm going to close on this one.
Prospects: 1, $650k cash savings, meeting set in November
Prospects: 3, all senior employees at their companies, discovery meetings set for next week and the following week. Keep filling that pipeline.
Wow, bullish thanks for taking me back and great thread by the way. I love that you're tracking your progress doing a lot of things right. I've been there, I was able to eventually get to 55 million under management until I decided to create fahub.net Feel free to check it out its a website with a lot of good contact for advisors just like you. I hope it helps and keep filling that pipeline!