New strategy working REALY well but DAMN IT!
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[quote=Fud Box][quote=Blitzkrieg Bop] [quote=Fud Box]Blah blah blahwhat...everrrrrrr you got nothing[/quote]
[/quote] no imagination[/quote]
No experience in the business.
[quote=anonymous]"Wow. You’re on the cutting edge of the industry. Shaking the rust off product pitches, I haven’t heard that work since the late 90’s. You keep calling and asking for a single order, and I'll keep building rapport, following up and the get their entire wallet... Your approach is outdated. I sell advice and planning, you sell one investment." Those of you arguing with Bobby/Hank/Bop are really missing some gems. He's probably more successful than 95% of the people on this board. Everyone and their mother is selling advice and planning. Bobby sells annuities. He probably gets told "no" on so many cases in which the rest of us build rapport and have permission to stay in touch. We often forget that "no" is a great answer. It's a time saver. His methods lead to serious prospects or the answer "no". Both of those are good results. I don't know if he's a "sell them and forget them" kind of guy or if he goes with the single approach and then gets the rest of their business. If he's the latter, you can keep trying to build rapport with one of his clients all that you want, he'll get the rest of their business and not you. Keep in mind that they trusted him enough to give him business. They only trusted you enough to give you permission to call again. Think of all of the time that we spend on people that never pan out. Imagine if that time was used looking for new prospects instead. Bobby's methods work. Building rapport works also. However, we are all kidding ourselves if we think that a client fully trusts us before they put ink on paper.[/quote]
Wow! Thanks, Anon. One thing that I would add is that being honest and sounding like you have confidence in yourself can build enough rapport in minutes, not months.
I have used Hank’s methods in the past and it does work. Some people WANT to be sold products and you can make an outstanding living doing so. It all really depends on what type of relationship the client wants. Not all are interested in being a fee-based client with you as their family CFO.
The problem with that method though, is that you will forever be a salesman to them. Should they need that CFO down the road, it will be very difficult to change their minds about you. Learned through experience, btw.
Aren’t we all product salesman? Some sell MFs, some sell EIAs, some sell planning. When you sell planning, the product is you. Regardless of product, their are more successful approaches and of course approaches that are less effective. Determine your product, then find an effective way to sell it.