Why bother calling on managing assets?  Good small business owners normally don't own registered securities.  They invest in their own business instead, getting better returns and better control over taxes.

Succession planning is a topic ALL business owners neglect in some way, shape, or form.  Be forewarned - if you don't have an insurance license, can intelligently talk about ownership agreements and the like, don't bother. 

[quote=RULiquid]

Say for example you get a list of businesses, and you start calling them up.  Well im sure a lot of other reps have called them already with the same offers correct? What has worked for some in winning them?

If I was a business owner and I already HAD a advisor running my assets, and some new guy called saying he can do the same...i mean why would i waste my time unless he had something REALLY good to beat? Anyone stumble across this over their time in the industry? I guess the same goes for households as well...stealing the customer from another branch I guess

[/quote]

Buy The Wedge.  That'll answer your questions.

Also, TIMING with prospects may be good.  What if they're dissatisfied with their advisor?  What if their advisor doesn't specialize in their current business issues (like buy/sell agreements, etc.)?

Do you need something good?  YES!  YOU!  But you need to find out HOW you can gain the prospect's mindshare so you can find out if you even have a CHANCE at winning his business.

You need to figure out exactly what your value proposition is. Its the hardest thing to do, is communicate why you are different and what you bring to the table. If you can do that, and become really good at verbalizing it, the rest will come.

wow thanks…good responses.  ill have to check that book out skippy

[quote=RULiquid]

Say for example you get a list of businesses, and you start calling them up.  Well im sure a lot of other reps have called them already with the same offers correct? What has worked for some in winning them?

If I was a business owner and I already HAD a advisor running my assets, and some new guy called saying he can do the same...i mean why would i waste my time unless he had something REALLY good to beat? Anyone stumble across this over their time in the industry? I guess the same goes for households as well...stealing the customer from another branch I guess

[/quote]

Hmmm, I have actually never come across this when cold calling.  No one has ever told me "I already have an advisor".  Everyone is actually very inviting when I call, and they all want my services.  Maybe it's your approach.  I would be surprised if anyone else in this industry has ever come across this either. 

If you are coming across this, make sure to offer something they are not hearing.  An example might be, "If you bring your accounts to me, I will S your D!"

snaggletooth funny guy you....funny guy

im not IN the industry yet, I have yet to make the career transition.  I have just been jotting down notes and also trying to figure out the best appraoch to different scenarios so im best prepared when the time comes.  would be funny if i really was in the industry and that was my approach, then your post would have some merit to it! bah!

[quote=RULiquid]

snaggletooth funny guy you....funny guy

im not IN the industry yet, I have yet to make the career transition.  I have just been jotting down notes and also trying to figure out the best appraoch to different scenarios so im best prepared when the time comes.  would be funny if i really was in the industry and that was my approach, then your post would have some merit to it! bah!

[/quote]

The post has merit because it is funny.  I am actually proud of that one. 

Look, it is about contacts and money in motion.  Say you decide you want to make 50 contacts/day.  It doesn't matter how, cold call, cold walk, hell - stand in front of a Starbucks and talk to people.  Go play some golf, find a guy with a freakin' head cover of a college or whatever and start a conversation about it.  IF SOMEONE SAYS THEY HAVE AN ADVISOR ALREADY, THEY ARE QUALIFIED (PROBABLY).  Write that down.  Pitch something, listen to what they say, then try again on a later date.  Have you done ANY research at all?  There is only one way to be successful in this business, good luck finding it.

does your snaggletooth win over customers when you smile at them? lol

[quote=RULiquid]does your snaggletooth win over customers when you smile at them? lol[/quote]

Haha, of course.  It is so big, they can't take their eyes off of it.  More importantly though, it takes the focus off of the eye patch covering my right eye.  Actually, it's just an inside fraternity thing from back in the day.

[quote=snaggletooth]

 Actually, it's just an inside fraternity thing from back in the day.

[/quote]

She was that good looking, eh?  Hope you were drunk anyway. 

[quote=snaggletooth]

[quote=RULiquid]does your snaggletooth win over customers when you smile at them? lol[/quote]

Haha, of course.  It is so big, they can't take their eyes off of it.  More importantly though, it takes the focus off of the eye patch covering my right eye.  Actually, it's just an inside fraternity thing from back in the day.

[/quote]

He's got "OG" etched in gold on his big 'ol Snaggletooth