Why does the cold-call rejection hurt so much?
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I would love to see a door-to-door broker dressed in Goth and slitting his wrists while explaining to the prospect that he can handle the market.
[quote=Potential][quote=buyandhold]Before you start giving inane cold call advice, shouldn’t you at least get licensed.
Yes, a license is required.
A license is required for me to have a conversation in this forum? Really? I didn't know that. I take great consolation in knowing how unhappy and miserable the lives of the serial griefers on this board must be. It's always the same five guys.Yes, a license is required.
A license is required for me to have a conversation in this forum? Really? I didn't know that. I take great consolation in knowing how unhappy and miserable the lives of the serial griefers on this board must be. It's always the same five guys.[/quote][quote=Hank Moody]Yes, a license is required.
Five guys? Is it a coincidence that "five" is the highest you can count with one hand?
Stop it! If I have to charge one more keyboard against my P&L because I spit water on it laughing out loud, I am writing a mean letter to RR. Just to keep count, there are now almost 6 pages of discussion regarding "rejection hurt"...I'll bet if you spent more time calling and less time thinking about your feelings...well...you know what is coming next...I would love to see a door-to-door broker dressed in Goth and slitting his wrists while explaining to the prospect that he can handle the market.
Yes, it is a coincidence. Truth be told, it's really only three guys. Okay, make it four.Five guys? Is it a coincidence that “five” is the highest you can count with one hand?
Yes, it is a coincidence. Truth be told, it's really only three guys. Okay, make it four.[/quote] Potential, These guys are yanking your chain. In their view, if you can't take a little rubbing off an internet forum you may need to check yourself. Also, these are stressful times and you and I are getting ready to march into the dark abyss from whence that stress originated. Call it balls, call it stupidity; either way we are going to take a beating. Better to get kicked around a little before hand and get a taste of it. The upside is that few will have the balls to even try let alone stick it out for the long term. I look at this as I would any Special Forces training program. The few and the insane will make it.[quote=HymanRoth] Five guys? Is it a coincidence that “five” is the highest you can count with one hand?
Cold calling? Jeez this post took me back 20 years.
I felt the same crushing pain back in 88’ when I first hit the phones as a total “Jr. puke” in my office. This AFTER spending 2 months on the freaking Series 7 test?!? I was a gosh darn broker… I have to call people!!!
But… I learned very quickly how to literally “get off” on rejection. It became the best game I’ve ever played. A guy in my office saw me looking dejected and said to me… “eat it like candy”. It took me a while to figure out what he meant, but only weeks and then a few months later. I was amongst the few who could sling the phone all day long and land a few good appointments in my ‘class’ of 5 that had already whittled down to 3. Only 2 years later I was the only guy hired in that office in that year who “made it”. I have not had to ‘cold call’ for quite a few years, but, I still do it all the time. I do it to show and teach my jrs how to cut their teeth and chew their food! I do it to stay in touch with reality! I do it to ‘get off’ in a sick, yet twisted and profitable way of proving that those who will stick their neck out there can steal clients from those who will NOT pick up the phone.
I recommend you sack up and get on finding the people who NEED you, but don’t know it yet.
I re-read the discussion here on scripting. I’m going to share something I did for years that sounds like shit, but worked.
"Hello, I’m Johny Jerkoff with _______, I AM MAKING A COLD CALL, I’m here in ___________(city). ______________________________place ANY question here. I don’t care if it’s about the weather, sports, etc. "Will the CARDS win the superbowl in your opinion or do the Steelers suck hard? Clearly you need to make this question more palatable, but my point is, get an appropriate question out there FAST!
JUST ask a question. That forces the prospect to answer something you ASKED them.
NEXT- go down your own path. Questions Questions, Questions. Control the conversation
1) People with MONEY respect the honesty of the “Cold Call” disclosure
2) If someone answers 1 question you pose, they will answer 3 in a row 50% of the time or more.
a) who is your FA?
b) comfortable with your current long term financial plan?
c) how do you feel about your current position
I could give you 100 more!
Oh, I'm quite aware. I figure if someone will try to tell me I need to have a license to hold a conversation, I'll pretend to be even more stupid than they are and respond. It's a contest, of sorts.These guys are yanking your chain.
i went back to the cold calling today for the first time in ages. shit, this is the best prospecting opportunity...EVER! it started off like it did when i was a rookie...eating glass. couldn't get my words out, then someone told me to f*ck off. hit me like a bolt of lightning...I remembered...as a rook I'd mark every fu. after 10 fu's, laws of average suggests the next contact would be a prospect. works like a charm.
every fu is one step closer to gold... get 50 fu's a day and you should do quite well in this bizQuick Question - Who are you calling? Residential prospects or businesses.
Recently I have called a list of names that I have been mailing to over the last few months and the contacts have been very good. However I'm not screening for the DNC. I'm just calling. I quit calling because I'm afraid that someone on the DNC will raise a stink and it will turn into a pain in the rear. Should I take the chance and keep calling or screen for DNC and watch the contacts drop?Screen the phone number before you dial.
The good contacts... ask for introductions.Any more info you would be willing to share?? Your posts on this subject are great... What are you telling the new trainees? tips? scheduling? number of calls? any other scripts? I just hired a new guy on today, and told him he can build his book anyway he wants to as long as it is ethical and profitable...He had some questions about cold calling(haven't done in quite some time and no longer have a need to actively prospect(referalls, centers of influence etc.). Any tips or ideas I can give him?Cold calling? Jeez this post took me back 20 years.
I felt the same crushing pain back in 88’ when I first hit the phones as a total “Jr. puke” in my office. This AFTER spending 2 months on the freaking Series 7 test?!? I was a gosh darn broker… I have to call people!!!
But… I learned very quickly how to literally “get off” on rejection. It became the best game I’ve ever played. A guy in my office saw me looking dejected and said to me… “eat it like candy”. It took me a while to figure out what he meant, but only weeks and then a few months later. I was amongst the few who could sling the phone all day long and land a few good appointments in my ‘class’ of 5 that had already whittled down to 3. Only 2 years later I was the only guy hired in that office in that year who “made it”. I have not had to ‘cold call’ for quite a few years, but, I still do it all the time. I do it to show and teach my jrs how to cut their teeth and chew their food! I do it to stay in touch with reality! I do it to ‘get off’ in a sick, yet twisted and profitable way of proving that those who will stick their neck out there can steal clients from those who will NOT pick up the phone.
I recommend you sack up and get on finding the people who NEED you, but don’t know it yet.
But, on a more helpful note… STOP COLDCALLING!
Start networking. I have been very successful networking with CPA's, through church, Realtors, mortgage brokers, chamber, etc. I joined a BNI group and it provided 60% of my revenue two years ago. Don't have a group? Find a Realtor, CPA, and Mortgage broker and start a new one! Stop waisting time on strangers and invest time in warm contacts... The donut shop or Chinese restaurant next to your local Edward Jones office is always a good place to find their clients... you're not with them, are you?[quote=Ready2Jump] But, on a more helpful note… STOP COLDCALLING!
Start networking. I have been very successful networking with CPA’s, through church, Realtors, mortgage brokers, chamber, etc. I joined a BNI group and it provided 60% of my revenue two years ago. Don’t have a group? Find a Realtor, CPA, and Mortgage broker and start a new one!
Stop waisting time on strangers and invest time in warm contacts…
The donut shop or Chinese restaurant next to your local Edward Jones office is always a good place to find their clients… you’re not with them, are you?
[/quote]
Church, really? So much for worship… Sad.
[quote=Incredible Hulk] [quote=Ready2Jump] But, on a more helpful note… STOP COLDCALLING!
Start networking. I have been very successful networking with CPA's, through church, Realtors, mortgage brokers, chamber, etc. I joined a BNI group and it provided 60% of my revenue two years ago. Don't have a group? Find a Realtor, CPA, and Mortgage broker and start a new one!
Stop waisting time on strangers and invest time in warm contacts...
The donut shop or Chinese restaurant next to your local Edward Jones office is always a good place to find their clients... you're not with them, are you?
[/quote]
Church, really? So much for worship... Sad.[/quote] Hulk, Apparently you feel guilty about what you do for a living? My job is helping people, or ministering (def: "to help") to people... If they don't come to me they go to go the "LIRP solves all financial problems" or Mr. Commission down the street. Plus, there's this thing called "Kingdom Building"... have you heard of it? Funny thing, I only tell people what I do if they ask, then they have to ask for help, which they do all the time. Maybe you were picturing me with the church directory cold-calling? Sorry if you are offended by my beliefs...