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Simple changes that brought big returns

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Aug 23, 2007 1:54 am


Trying to give where and when I can! Very happy you find value.


"A throat punch" When I used to work in a honkey tonk years ago that was a great punch. Even if you miss you hit solid ground.

Aug 23, 2007 1:55 am

Bummer about the above I always hurt win or loose … sigh

Aug 23, 2007 1:41 pm

It was even hard to read that "throat punch" line.  Just reading it made me grab my throat.

Something about someone even saying "throat punch", let's you know the guys been in a few scaps in the past.

Aug 23, 2007 9:50 pm


It was even hard to read that "throat punch" line.  Just reading it made me grab my throat.

Something about someone even saying "throat punch", let's you know the guys been in a few scaps in the past.


Or is a woman who had a self defense class and used to wait for the bus in some really crummy neighborhoods in San Francisco.   Throat punch, knee to groin and palm upward on the nose not necessarily in that order. 

Aug 23, 2007 9:56 pm


Because I would like to punch the guy in the throat.


Poor Blarmston has all the symptons of a Napoleonic complex so I should suggest that he bring a stool to stand on.

Aug 24, 2007 1:36 am

Kind of a cruddy day. I decided to cull my database. All I can say is if somebody slipped through the cracks and you didn’t follow up with them its harder than a cold call. I’ve been ruling on the CC’s but these calls were harsh.

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Lesson: ALWAYS call people back when they have invited you to do so.

When I feel that nasty little negative fear buzz going on, the callers can see it a mile away. I thought about not calling until it goes away but then thought it was CC aversion.

My motto; keep going forward.

Any thought about how to get pumped and get rid of that cruddy feeling? (if you know what I’m talking about)

The good thing about today is I was dreading making the rest of these calls but NOW ITS DONE. 

Back on the horse baby!
Aug 24, 2007 1:38 am

Afterthought … organizational skills and a strong dose of time management are CRITICAL.

Aug 24, 2007 5:53 pm

You know, just switch to another type of prospecting, but keep prospecting.  Do some business walking, go to a Chamber meeting, even do some direct mail.

but keep at it.  Hey you are being honest, cold calling is TOUGH.  And it hurts the most when the people you know turn you down.

Aug 25, 2007 10:29 am

Vbrainy, thanks for your thoughts.

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I did a major overhaul on how I schedule my return calls to prevent the above. Now when I get a decent cold call I schedule four contacts into the future;

Thank you note hand written the day of the call A mailer that advertises myself including my background An example of the work I do A follow-up call

I’ll schedule otherwise if the first call managed to get to the point they told me what they want etc.

EVERY single contact I make after the first four will have one of two results on the spot

     1. I reschedule another call on my calendar

     2. I send them to the bottom of the sea

I found a way to call back those that fell through the cracks without taking such a lashing. I call them and in a very laid back way tell them I haven’t called them back due to the trajectory of the market being unsustainable, consequently we were keeping our powder dry. It appears we were correct (this is a true statement) and then offering a risk assessment. All but one said no thank you in a ‘polite’ way. NOW they are all back in my drip system full force.

This has been a very important lesson for me. NEVER allow yourself to let gold dust fall through the cracks, if you do, much of it will turn to sand.

Hope that helps
Aug 26, 2007 1:55 pm

Gaddock, this is the kind of activity that will make you very successful in this business.  Keep up the good work.

Aug 31, 2007 1:19 am

Sounded good until #7, were you always a big brown noser? Heres my call list mr branch manager

Aug 31, 2007 12:57 pm

It’s really not brown nosing.  Having your branch manager know your activity will go a long way toward keeping you motivated.  I work at a wirehouse, and when we first started, we were required to turn in call sheets each week to our training advisor (essentially an assistant bom) with our activity on there.  If we were ever light on activity, we would get ripped to shreds.  That went a long way toward keeping everyone motivated in calling.  It was a lot easier to get hung up on than it was to explain why we didn’t have enough contacts that week.

Sep 1, 2007 1:40 pm

[quote=Fixdincome]Sounded good until #7, were you always a big brown noser? Heres my call list mr branch manager[/quote]

That's what you got from #7? Well, friend that is more about where your head is than mine.

"asked him to keep me accountable as to effort and results that are no less"

It's about having somebody keep me accountable and to give me a kick when I need it.

Sep 7, 2007 1:27 pm

The kick when you need it?  I guess if you respond that way.  Not my style.  It is just all inside of me.  Could not train it in or yell it in.  My work ethic comes from two wonderful parents and a hard working family.  Now I realize everyone has not been so blessed.  And I give you credit to going the extra mile.

just not the kind of thing that worked for me.

Sep 7, 2007 8:34 pm

I hear you maybeee. I have to agree with your comments on work ethic. My parents forcing me to make my own cash as a boy was the VERY BEST lesson they could have ever given me. So far there has been no kick necessary. My manager told me he was ‘astonished with my work ethic and efforts’ I met a rather lofty goal in August that not only earned a dinner at my choice of restaurant for my family and I but put me in the top 7% of my class. I’m hoping to double that this month and booked eight apt’s for next week.

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Accountability: I’m adding redundancies and firewalls wherever I can. I’m sewing myself in when and wherever possible. No doubt this isn’t for everybody and I admire your confidence at not considering such things as necessary for you.

Rock on.
Sep 11, 2007 4:05 pm

you have what it takes, hope you get a little luck along the way.

Sep 13, 2007 12:57 am

[quote=vbrainy]you have what it takes, hope you get a little luck along the way.[/quote]

Sigh ... luch ... sweet ... luck.

That's the nicest thing I've been wished in some time.


Sep 13, 2007 1:09 pm

Gaddock, this is a great post.  Just curious what your total numbers were for August.
Quality Convo's?
Appointments Set?
Appointments Held?
Gross Production?
Assets gathered?

Also, what kind of market are you in with regards to demographics and population? 

Sep 13, 2007 1:21 pm

You are very welcome Gaddock.  Great to see this forum back to where it started.  Hard work builds character, but a little luck never hurts.

That, and find a big producer in your office who will let you work his book for an IPO, annuity project, stock idea, whatever.  Those old guys don't even know what they have.

Revenue share should be something like 60 them and 40 you.

Sep 16, 2007 9:46 pm

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I’ll try to remember to jot those numbers down for you and bring them home with me. I do not look at any forums etc while in my office. I can get lost in them and that’s the last thing I need to be doing while at work.



Well, I’m doing pretty well and I’m booking lots of apt.s. I don’t need the Sr. Broker for appointments so I’m thinking working for 40% would put a good dent in my production. That has been a common theme though. The other thing is of course the merger issue thingy that kind of changed things around the office. I’m not sure, for my own selfish reasons, that entering into a team so to speak would be a good thing until the smoke has cleared a bit. Under regular conditions I’m sure your suggestion would be the wise thing to do.