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Calling schedule for newbies

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Sep 15, 2010 2:03 am


Someone PM'd me for schedule for calling and I had posted it a while ago. Reposting for those looking for guidance. Use what you like - leave the rest.

30 AM - read papers - IBD - WSJ print or online, as you drink coffee & listen to morning call, think about a strategy you might want to use for any assets you have in. If you have an investment "policy" that you use, or matrix - rely on that as your filter. If you don't spend some time on a weekend or late at night to come up with somethin.
8:00 AM Pick up phone, start dialing cold calls
8:50 AM Stretch, get coffee, check market. .
9:00 AM - Pick up phone, start dialing cold calls
9:50 AM pee, Get coffee
10:00 AM Ifyou have no appointment - pick up phone start dialing cold calls
10:50 - drink water, have snack
11:00 Pick up phone, start dialing cold calls
11:50 - Heat up the lunch you brought in, listen to noon calls, analyst info
Read and reply to e-mail.
1:00 If you have an appointment, go on it, If not.....Pick up phone, start dialing cold calls
1:50 Check with assistant to see if there are any missing paperwork items....etc that need to be dealt with, grab mail. DON"T READ IT yet.
2:00 Pick up phone, start dialing cold calls
2:50 Scan mail, - toss junk. Put things to follow up on or read aside.
3:00 Pick up phone, start dialing cold calls
3:50 pee, afternoon snack.....check market close info
4:00 Pick up phone, start dialing cold calls
4:50 - check e-mail, reply, drink something - coffee or water
5:00 Pick up phone, start dialing cold calls
5:50 - eat something for dinner, scan headlines, read mail. Think about what you might want to put in for trades for market open. Call any clients you have an pitch that.
6:30 Pick up phone, start dialing cold calls

As you fill your schedule with appointments, analysis, trading - block out the time so that you always leave marketing time for about 1/2 to 1/3 of your time. As your practice matures, it will become easy to stop doing the things that made you successful in the first place. DON"T DO IT. Don't ever let a day go by when you don't spend at least two hours on some marketing activity.

Always do analysis at nights or on weekends, not during business hours.

Read the post the JUDGE made on this forum called "500 day war" until it is a mantra you can breathe. I'm well past the 500 days, and keep the 500 day war printed out and I look at it every day.

Don't let other brokers eat your time talking about THEIR pet ideas. Keep your ego out of things and DON't compete with anyone on investment ideas.

Block out wholesalers from your office (have your investment policy handy and when they ask for your time tell them you want an insured muni portfolio - or something that will hit one of your needs for a client. If they don't have it, tell them you have an appointment.

Don't let the operational side of the business suck you in.

Sep 15, 2010 5:19 am

you use 'investment policy'... what is that?  In my mind I have a statement that says how much risk a client is willing to take and it outlines our philosophy on invstments.  What are you referring to?

Sep 19, 2010 4:57 pm

Similar to using an Investment Policy for a 401k plan, or endowment.  I run my whole practice this way.

It's a matrix  of what I use and what I don's use, updated quarterly.  It has my service model outlined. It's not compliance approved, so I don't share it with clients and prospects, but it's my own reference tool and helps me keep a handle (and controls) on my practice.

It's a spreadsheet that runs by risk profile and then by product - whether transactional or not,  based on asset size/account structure and how I bill on the account.  I refer to it a lot before prospect meetings to refresh and have some model proposals done against it so that I can show someone a hypothectical proposal before completely developing one for them (and it serves as a template so I only add in what deviates for them and makes the proposal building process more efficient)

 Once I had this up and running, it was great because I can now show track record on what I propose to use, and have clients that will provide references based on it.

Here is an OK example of an IPS for a 'k plan. An individual IPS focuses more on what is in Sections 3 and 4 of this.