EJ Eval/Grad Week

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Jul 12, 2008 8:13 am

Hi Everyone,

I just got back from Eval Grad week with Jones and it did not go as expected. Do you guys have stories or thoughts on that week. Anything would be helpful.

Jul 12, 2008 8:21 am

I’m headed there in a few weeks. What “did not go as expected”?

Jul 12, 2008 8:29 am

The responses that I got from people. Getting someone’s number at the door and them telling you they are interested does not mean they wont hang up on you. Also I called some houses 7-8 over the week during call sessions and people wont answer the phone because they see jones on the caller ID. I had over 200 calls scheduled and talked less than half of those people. I am having trouble seeing how i am going to turn these people into clients

Jul 12, 2008 8:32 am

I wouldn’t worry. You’re going to add hundreds, if not thousands, of names to that list in the coming months. And while doorknocking, I would assume we’ll get better at both qualifying them in the first place, and making a better connection at the door. What’s the statistic, vets? 6 or 7 contacts to make a client?

Jul 12, 2008 10:37 am

Don’t be discouraged by those early results. There is absolutely no rhyme or reason for how some of these people react to you. Some are giving you the number to be polite, some actually have a need but for whatever reason will not address it with you for months if not years, and some have a need and will never address it because they are idiots. I am 2 years out and I have had 10-15 contacts with some of these people and they are still on the fence. If you keep finding new people the reactions of the people you currently have will matter less and less because you have more in the pot. If you stay active you will find low hanging fruit. I stopped being active and continued to chase dead wood and now I am struggling. Learn from that.

Jul 12, 2008 8:58 pm

Also, if you had low contact numbers, don’t be discouraged. During my eval/grad (and PDP), I was amazed at what some guys would consider a “contact.”  I would only put down a contact if I actually talked to the person, and at least got out who I was and why I was calling.  Some guys would record a contact if a person answered, and then hung up. It was crazy.

  Also, you will be amazed at how "brave" some people are on the phone.  The same person who will yell at you over the phone will cower at the door if you go back.    The funniest call I had is when I door knocked a wife during the day. I called the house (to present a bond and ask for the order), and the husband answered. When I explained that I had stopped by and talked to his wife (and that she had given me their number), he freaked out!  He just kept yelling "why are you talking to my wife? why were you here? etc." It was hilarious. He had some serious insecurity issues with his wife.  I basically had to hang up on the guy because he kept yelling the questions at me.  I almost told him that his wife had a cute little giggle when she was REALLY happy, but I didn't think he would appreciate that.
Jul 13, 2008 8:44 am

And keep in mind, the number of prospects that you need to convert to clients is very low. Let’s say in your first year, you log a total of 1,000 (real) prospects. In reality, you need only make about 50-75 of those people (households) into clients in order to have a decent year (assuming there is some real money mixed in there with the $100/mo. DCA accounts). So, although it sounds goofy when the Jones training keeps telling you that every NO gets you closer to a YES, they are actually talking sense. Realistically, with the numbers above, you will need to get rejected by at least 9 out of every 10 people you are talking to at any given point. Now, once you start talking to these people each several times, and you start to widdle down your list of prospects, and you get better at prospecting and presenting yourself, your ratios will improve. But try to keep in mind that the numbers can be staggering in the beginning, which is why so many fail out so quickly - they assume every prospect has to become a client.

And I remember what Now_Indy says very vividly. I had E/G friends that came in with like 1500 names, and I was feeling like crap about it, when I had only like 800. B ut after talking to them about how they got that many names, I realized that as long as a warm body answered the door, it was a contact for them, regardless of the person’s response. I only took information on people that had at least given me their information, and expressed some level of interest.

Jul 13, 2008 10:42 am

thank you all for the encouraging replies I will keep them in mind

Jul 13, 2008 3:29 pm

  I almost told him that his wife had a cute little giggle when she was REALLY happy, but I didn’t think he would appreciate that.

  That's a great one!