Cold Calling Journey

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BigRedFan's picture
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I am just getting started a major wirehouse and am going at it strictly by cold calling following a variation of the 500 day war.  I am pitching product using municipal bonds at this point, even when we dont have any in inventory just to introduce a concept and see if people are interested in talking.  I am using a modification of a bill good script which goes like this:"May I speak with mr./mrs. prospect name?  Mr./Mrs. prospect name this is ____ with ____.  Can you hear me ok on this phone?" (strangely enough I have a little stutter when I start saying can and it really seems to diffuse the situation)They all usually say yes I Can."Mr./Mrs _____ I am calling today with important information about state tax free municipal bonds.  Have you heard of these before?"They then answer with a yes/no and in any situation I briefly explain what it is and then say Can I send you some information.  If someone says no, and it is not a hard no I ask them what they do invest in.  If they say yes I confirm some basic information and then ask their first name and ask permission to call them by that.  I then ask if a potential investment of 50,000 would be a problem for them.  Depending on how they answer, either no, or maybe not at this time I will ask follow up questions like "What amount would you be willing to, or What other investment accounts do you havE(trying to uncover assets like cds, iras, annuties etc, but never get any concrete numbers)  I then agree to send them some information.  If at this point they are still interested and havent flat out said I do not have money I will send them info.  I also mention to people who say they have an ira/mfs that after the first of the year may be a good time to look at their portfolio and make sure it is inline with their risk/objectives. At this point I am averaging between 150-200 dials a day, and am reaching approximantely 30-45 people a day, and of those people am keeping 7-10 names on my index cards(i keep important notes like any other investments, hobbies, major purchases and whether they mention another advisor) Here is where I am struggling to figure out about where to go next.  When I start cycling through and calling them back, should I have a concrete bond, or simply ask if they have had a chance to read the info I sent and start uncovering need.   Any advice on that would be awesome.   Mondays stats:160 dials9 prospects(names I wrote down for mailing)0 appts set(although a few seeds were planted) thanks for all the help, I feel like this forum has helped me see that cold calling can and will work and that starting with a product is much easier than pitching a portfolio review

FADavo's picture
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how do you have no munis in inventory at a wirehouse?  You guys do realize that they don't have to be in state, right?  While buying out of state may subject the buyer to STATE tax, they are still fed tax free.  That means you are talking 5-8% instead of 35%.  Check your state laws.  Some states (like indiana) don't tax ANY munis - you can buy out of state.  I believe there are 3-4 other states like this.I have never witnessed a wirehouse having 0 bonds.  That would be absurd.  

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FADavo wrote:how do you have no munis in inventory at a wirehouse?  You guys do realize that they don't have to be in state, right?  While buying out of state may subject the buyer to STATE tax, they are still fed tax free.  That means you are talking 5-8% instead of 35%.  Check your state laws.  Some states (like indiana) don't tax ANY munis - you can buy out of state.  I believe there are 3-4 other states like this.I have never witnessed a wirehouse having 0 bonds.  That would be absurd.   we have tons of munis just havent considered on calling on ones that are out of state...

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edit: double post

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What kind of list are you calling on to get that dial/contact ratio? Business or residential?

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BigRedFan wrote:Here is where I am struggling to figure out about where to go next.  When I start cycling through and calling them back, should I have a concrete bond, or simply ask if they have had a chance to read the info I sent and start uncovering need.   Any advice on that would be awesome.Well that depends. If you're calling due to being curious as to whether or not they had a chance to read the info you sent, then ask them if they had a chance to read the info you sent. If you're calling because you want to sell a bond and make commission and acquire a new client, then followup and pitch a bond. In doing so, don't ask if they received the info, tell them you spoke earlier and you sent that info and you have a couple things to go over.. (have you bought muni bonds before? etc)

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Mr. Net New wrote:What kind of list are you calling on to get that dial/contact ratio? Business or residential? some business/some residential I would say a 50/50 split right now Another 150 dials with 9 prospects added 

BigRedFan's picture
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Started making some cold calls today on preffered stock and not really sure of a good script. I have something along the lines of "hello, this is blank with blank and we have a limited amount of blank preffered shares that are yielding 7% while cds are just yielding 1.15% would you be interested?

Can anyone offer any recommendations

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Worked the whole day on the scipt posted my stats for the day are206  calls50 contacts4 prospects(one guy seemed very interesting and we set a phone appointment for 9:30 tomorrow morning) When calling on these preffered and they say they are interested I ask them for an order of 25,000.  I had a few people say ok, but when people balk I ask "Mr./Mrs. whoever what kind of investment would you be comfortable with at this time"I asked a few brokers in my office about this and they said since I am just getting going there is nothing wrong with opening an account with a 5-10,000 dollar ticket if they mention other accounts you could go after once you show that you wont lead them astray.Am open to any more advice that some of you cold calling allstars can provide(bondguy, longshot, alltheway) 

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Big Red,Great job, good for you working the phones to drum up business. Still a bit early to gauge results. If your firm allows you to open at those levels, great......stick to making those contacts for the next 2 weeks to get over th teethin period....build confidence and get into a steady prospecting rythme of doing it consistently. On the first call, if you don't get an order, mention you WILL be getting back to them with something of value......and try and get a feel for what they do, bonds, munis, shares......ask where could you add value, and so on.Then, make sure they have done this before (buying bonds, stocks.... on the phone)maybe they only buy from the local bank...so ask......" You have done this before, buying bonds, stocks,etc..like this...RIGHT? if yes, great, go back later and present a good solution.If No, be honest and say you would like to be a trusted and sensible provider of tailored solutions, if I came back to you with something that would do XXXXX like you said, would you be willing to give myself and my firm the opportunity to work with you in this regard? The answer will help keep the pipeline clean of unqualified's and enable you to zero in on the types of products to focuss on.......Still, build prospecting momentum, and the numbers will catch up to your activities......Good luck...keep us posted.All The Way

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Interesting thoughts all the way. I have only been on the phone for about a week and have mailed 30 people information at this point. I guess with anything new it is tough to see the direction that this activity will take, as far as how callbacks go etc.

Still getting used to asking questions and i never ask how much is in their Ira, or how much in cds they have. It is something I am still getting comfortable with.

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Brutal Day today, was in sort of a funk all day204 calls43 contacts2 prospectsMy prospect count has gone down since I first started cold calling, i think it is due to the fact that I am qualifying for interest on the project(still looking for that on the phone close).  We got a decent muni bond in inventory today that I started calling on this afternoon, and didnt have any prospects off of that.  My pitch for that was very brief and was just "Hi this is ____ from ____.  I just had a new university of ___ muni bond that came across my desk that is paying 3% TFree.  Would you be interested?"  Shutup and listen a couple people said no, and I just said thanks and hung up, started thinking that maybe I should have asked what kind of investments do you do.  Still feel like I need to refine my pitch to really get people to stop and think about it for a moment.  Still looking for some help on a good script

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BigRedFan wrote:Brutal Day today, was in sort of a funk all day204 calls43 contacts2 prospectsMy prospect count has gone down since I first started cold calling, i think it is due to the fact that I am qualifying for interest on the project(still looking for that on the phone close).  We got a decent muni bond in inventory today that I started calling on this afternoon, and didnt have any prospects off of that.  My pitch for that was very brief and was just "Hi this is ____ from ____.  I just had a new university of ___ muni bond that came across my desk that is paying 3% TFree.  Would you be interested?"  Shutup and listen a couple people said no, and I just said thanks and hung up, started thinking that maybe I should have asked what kind of investments do you do.  Still feel like I need to refine my pitch to really get people to stop and think about it for a moment.  Still looking for some help on a good script Everything's good except the 3%, I'd hang up too. Are you serious? Find something better.

BigRedFan's picture
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That's the ytc as it is callable in 5 yrs. Coupon on the bond is 5% should I use that

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Pretty interesting day today174 calls47 contacts2 prospects added1 appointment set(called someone back who I sent info to on monday about this bond)  they are coming in tomorrow morning.  hoping to sell 25-50 bonds and move the rest of their bonds over chop chop chopping wood

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Saturday was an interesting day, numbers below

75 calls
7 contacts
1 prospect

Had the meeting and for my first meeting ever it really helped me gain some confidence in what I was doing. The guy said he wasn't interested in moving forward at that time but there is always a chance so who knows

Today's activities

211 calls
50 contacts
2 prospects

Called back 5 existing prospects and was able to eliminate one, will am to call 5 a day back since I mailed out so much info.

Pitch revision is happening albeit it slowly. Itching for that first account or person to open an account? Had a woman tell me she was gonna sleep on a bond idea tonight. Pretty positive that's a constructive way of telling me no.

It will come, I will get it. Just keep dialing 200 dials a day 50 contacts no excuses get it done. Someone will buy.

BigRedFan's picture
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Also, one other question. How Long should I wait between initial contact when I mail something and then the follow up contact

All The Way's picture
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Hey...BigRed...well done on your 1st meeting....stick to everything you mentioned in your last post...and you'll be just fine. hats off.....good job.All The Way

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All The Way wrote:Hey...BigRed...well done on your 1st meeting....stick to everything you mentioned in your last post...and you'll be just fine. hats off.....good job.All The WayThanks All the Way.  just keep pluging away. Todays Stats:236 calls54 contacts5 prospects4 call backsI found a solid five prospects today which I felt really good about.  A guy told me he needed to do something with 10k before the end of the month and he had lots of accounts elsewhere.  I am going to try and close him this next week and then work on bringing over the rest of his accounts.  Another guy that I did not count to my prospects list told me he would just end up sharing my idea with his current advisor, not sure how I felt about that or how to respond.On my call backs I have been split between pushing a product or just building a little bit more rapport.  Yesterday I focused on a specific idea, and today with prospects who could be much bigger I focused on asking if they got my info, and just talking for a few minutes finding details to connect to them with(i.e. big trips for christmas, major purchases upcoming).  Of course one of those guys told me before that he was upset with his current broker and I figure taking an interest in him is a good place to start, and another guy just bought about 300k of land last week and we are targeting mid jan for something

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BigRedFan wrote:All The Way wrote:Hey...BigRed...well done on your 1st meeting....stick to everything you mentioned in your last post...and you'll be just fine. hats off.....good job.All The WayOn my call backs I have been split between pushing a product or just building a little bit more rapport. That's easy, close.  Build rapport after they're a satisfied buyer.

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BigRedFan wrote:All The Way wrote:Hey...BigRed...well done on your 1st meeting....stick to everything you mentioned in your last post...and you'll be just fine. hats off.....good job.All The WayOn my call backs I have been split between pushing a product or just building a little bit more rapport. That's easy, close.  Build rapport after they're a satisfied buyer.

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Today's stats are as follows

185 calls
40 contacts
2 prospects
4 callbacks with nothing to show for it

Morning was brutal. Started calling businesses and had it thrown back in my face. Called some residential tonight and had much better luck.

On to the next one

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Hey Big Red,Before running off and moving on......once you got a bit of rapport built up...just ask" how could myself and my firm help you over the next 12 months"....(then say nothing)....you'll soon find out what's important...then....focuss on solutions....what do you think?

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I used your question today all the way and had some fairly productive results with it.  it gets people talking, even one lady who said she was comfortable with her current advisor asked what kind of return the fund I had was paying...Couple meetings today and just a busy day all around170 calls 33 contacts4 prospectsCalling businesses only today, talked to a couple good people but it is amazing the difference between business owners.1) Some people are just jerks...Glad they identify as such before being potential clients2) People who have a family member in the business are great.  Most of the time the call goes nowhere but it almost seems that they know of the struggle with cold calling. same goes for retired brokers.  Always say they wish me luck and stuff. 

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Today was a very difficult day for me to get going. Lots of distractions around the office and just wasnt focused80 calls14 contacts2 prospectsA positive is that one of the prospects was ready to put some money to work right away after the first of the year, so we will be scheduling an appt after the holidaysgoing to enjoy my weekend with some christmas festivities and just decompressing then will hit it hard next week gearing up to christmas.  Still working on pitch revision for the small business owners, I seem to get decent numbers calling with the TF bond fund so i will keep doing that.  Need to get over the mental block of business owners being tougher to deal with than retired indiviudals

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BR, hat's off for trying to train yourself to sell bonds. Wires are useless!!!! Lots of layers of know nothing managment. Ok a few things. 1. Shorten your script. Use BG as a template but don't follow word for word. Shorter, is better. 2. On money, if they say no, ask, is there any time in the near future, nxt six months where that could change? CDs coming due, bonuses etc? If answer is no, thankyouverymuch/click/dialtone. Anything else is what Bill Good calls pit polishing. it's great for giving you a sense of comfort, not so hot on generating income. 3. 3% is a good bond? I think someone else said it better than I but noooooooooo, 3% is not a good bond for prospectiing. In fact it sucks!!!! 6% would be better. Mr Johnson i have a bond available that pays 6% tax free, in your tax bracket that's the same as a 9% CD. You have any CDs paying 9%? (no) let me tell you about this bond...3. Mr Johnson were seeing preferred stocks yielding over X%, that compares to CDs yielding 1% right now. I have nothing for you now, but the next time i see one would you like to hear about it? (could I call you about it/is it something you would have an interest in/etc/just ask a closing question to your liking). (yes) terrific, Mr. Johnson our minimum investment in these preferreds is $100, 000, I trust if you like the idea that wouldn't be a problem for you? (ask for whatever money amt you are comfortable with. Less or more than 100k is OK as long as you ask the money question. If the answer to the money question is no, and no money in near future thankyouverymuch/click/dialtone). There a plenty of people out there who will talk to you, you need the ones who will give you money. A prospect is someone who is interested and has money now!!!!!!! All others are not prospects. A person with interest & money due later is a green cherry. Someone who is interested but has no money now or later is a waste of your time. 3. Max out your time on the phone to get your contacts up. 12 hours a day with 40 dials per hour. Contacts will follow dials.3. Start tracking your closing calls. What is a closing call? That sweaty palm call where they've said OK call me and you are calling to sell them something. Hey, my palms still sweat on those calls. And I sit there saying to myself "Please say yes and make this easy." Your goal is to make as many of these calls per day as you can. Remember, a new account a day keeps your useless manager away. Any call that furthers the process along is a closing call ie a call to set an appointment or a fact finding call to zero in on needs. Sooner or later the process has to come to a point and you need to ask for the order. Of course, just going for it is best when doing bonds and other fixed income. 3. Old prospects are like bananas, they will go bad, so call them within a week of establishing them as a prospect.3. Pitch and miss - OK you are calling and pitching bonds, preferreds etc and while you are getting yeses, you are also getting no for an answer. Put all the pitch and misses into one big pile. Let'em pile up for a while. When you've got 50 to 100, combined with folks that slipped thru the cracks find something really good, high yield pref , bond, new issue ETF, call'em up and sell'em something!!!! The goal is to open'em or trash'em. So go for broke!!!! This is a very good exercise for anyone who is afraid to close or isn't opening accts. Close'em 3x or more. Ask them "What do we have to do to do business?"  Have fun! By my count that's three tips, so I kept it to a few, good luck, let us know how you do. 

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Thanks man...great post.....like the banana thing......will pick up on your pitch and misses idea......actually today.....I  was going through my list of 2011 prospects and was about to ditch a bunch....maybe not yet........really sensible to pile 'em up and give it another try or two.All The Way.  

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Thanks for the words bondguy and all the way. Managed to eliminate a few people I mailed information to today. Pretty solid day

230 call
44 contacts
3 prospects

Ended the day with a guy who said he may want to buy 10-15 bonds. Would be a good start to the account for them. Which brings me to my next problem, I have decided that I will start opening accounts with 10-20 bonds if the people have other assets. I am going to do things the way I think they should be done, not my first. I turned away an order of prolly 10 bonds this morning and I have been kicking myself since. And I wouldn't get paid on that order but the guy had more assets i could have gotten over time

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If you beleive there is value behind the first sale- go for it!!!!!I have one client $800,000 aum, built 5 and 10 bonds at a time. Hey, fivzys and tenzys is what she buys!!!!!My largest client - over 15 million under management started with a 25k bond order and ordered me never to call him again - he already had five brokers but my bond was too good to pass up.  In addition to his accts he has given me a string of referrals that has lead to about another 25 million under managment. So, yeah, small first order, go for it!!!!!!So how did i get around his do not call instruction? I had nothing to lose so i called him two weeks later. This owner of a large business in our area laughed, said you've got some balls calling me back, I told him too good a deal not to at least listen - he bought $50,000 of offer number two and from there a relationship was born. Lastly, I cut the commish to zero on bond one in competitive situations to get the buyer's attention. if they have dough, i want a seat at the table. Plenty of money to make down the road.

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Been away for a couple days but i thought I would give a quick little update. I am still plugging away. Yesterday was a hectic day and only got 100 dials, but got 2 prospects. I also opened up two new accts yesterday so that was great. Been calling small businesses all day and I may need some pitch revision

"Mr. Smith, this is my name with my firm. I have some 5% triple tax free bonds available which is like a cd paying 7%. Do you own any cds paying 7%?

From there they either hang up, say no or say something like i dont buy cds

Is this a good line for a small business owner it has had a lot of success with people at home, but business owners don't seem to gravitate to it as much. Back to work, another update later

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An update for the day and the week. Calls:160Contacts: 35Prospects: 1Had a meeting and uncovered at least 150k that will be coming in after the new year in the next couple weeks.  Called back another guy, and we are good to go on a bond once his cds get called next month.  I also set an appointment to meet with a guy and sell him 10-15 bonds(what he said he felt comfortable with). I will take the 10-15 bonds because he has been with the same company for 30 yrs and has been contributing to a 401k, and has another account with stocks with a competitor.  Am going to talk with him tomorrow to confirm the appointment but would love suggestions on how to qualify his 401k and make sure I plant the seed that when he retires, I want that rollover...Chop Chop Chop

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Busy week so far which is good. Brining in some assets. During cold calling today had a guy tell me he has a cd coming do, great let's meet next week.

Calls:150
Prospects: 3

Have an appointment tomorrow morning from a cold call Wednesday night, so hopefully that goes well

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Been awhile since I've updated. Ended up closing that guy Friday morning for a small bond order but did uncover a larger portfolio I will start working towards.

Yesterday's stats, I lost my piece of paper so this is from rough memory.

237 calls
42 contacts
4 prospects

Chop chop chopping until 2012

All The Way's picture
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Hey Big Red,Hope to see more of your posts in 2012....well  done on the last run.....keep going!!!All The Way

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All The Way wrote:Hey Big Red,Hope to see more of your posts in 2012....well  done on the last run.....keep going!!!All The WayThanks. This week has been a challenge for prospecting and have not really gotten into a flow overall...looking for a solid day tomorrow morning to springboard me to really hitting it hard in jan.  ready for some of these first contacts to start reaping rewards and appointments.  I have a phobia that I will not know what to talk about during appointments/meetings(I have done 3-4 and closed 2 for small amounts).  When yall finally get meetings/appointments with people and you are looking at their statements or discussing their needs whatever, do you usually find yourself reccomending something that same day or a few days later(even though you probably know what you will reccomend immediately)

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Happy new year to everyone first day back and am ready for action. Today was a trying day as it took all day before I even got two slight indications of interest.Calls: 236Contacts: 51Prospects: 2Was calling on a muni bond and my script was just "Mr. ___? This is ++ with firmname.  I have a X% tax free bond available, while cd rates are below 1%(or which is the same as a cd paying 7%.  Would you be interested in that?Thinking about trying to call on a high yielding stock like CTL or ATT the rest of the week with a script like this:Mr. ____? This is ___ with firmname.  I have a limited number of shares available in a stock paying a 7%.  What do you generally look for in stocks?Definently needs some refinement, looking for some crituqes with other product scripts

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BigRedFan wrote:Happy new year to everyone first day back and am ready for action. Today was a trying day as it took all day before I even got two slight indications of interest.Calls: 236Contacts: 51Prospects: 2Was calling on a muni bond and my script was just "Mr. ___? This is ++ with firmname.  I have a X% tax free bond available, while cd rates are below 1%(or which is the same as a cd paying 7%.  Would you be interested in that?Thinking about trying to call on a high yielding stock like CTL or ATT the rest of the week with a script like this:Mr. ____? This is ___ with firmname.  I have a limited number of shares available in a stock paying a 7%.  What do you generally look for in stocks?Definently needs some refinement, looking for some crituqes with other product scripts
" I have a limited number of shares available in a stock". Well that's just a lie. I understand trying to create urgency but come on.
I'd say something more like "I have an investment paying 6% with upside potential. Is this something you might be interested in? Why not?" Have a few items that fit this description (stock, Fund, UIT, Preferred) so you can match with their needs and current holdings.

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Thanks for the comments hacksaw I did half the day using my standard bond pitch and then switched to a preffered scrip that bond guy gave me. Cold calling has a funny way of working itself out, it was a brutal 3/4 of a day until I ran into a lady who was fed up with her broker, we are meeting in a couple weeks. And then also another hh that doesn't shy away from the minimums and likes preferreds.

I also called back two old leads and set the groundwork for a meeting at the end of the month. They are a couple hours away so i wanna give myself the opportunity to line up 2 more appointments in the area.

Today's stats
265 calls
57 contacts
3 prospects

Feel an order coming my way soon from cold calling

The thing about cold calling is, I do it for an average of 4-5 hours a day and I could not fathom building my business any other way. It will all pay off in the end.

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Hey BigRed,Great post....superb attitude and good for you. Keep at it.....always a pleasure to read your posts......business in about to hit your doorsteps....keep working and posting......All The Way

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All The Way wrote:Hey BigRed,Great post....superb attitude and good for you. Keep at it.....always a pleasure to read your posts......business in about to hit your doorsteps....keep working and posting......All The Way

Thanks All the way..I appreciate the positive comments. I check in on your thread often and love reading your updates as well

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BR, +1 on the great attitude.One thing - set the appointments for as soon as possible. No further out than the nxt week. If the appt is for the nxt week, send out a confirmation note/letter. You can keep the letter simple or outline what you'd like the prosect to have available for that meeting. Keep it going!!  

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BondGuy wrote:BR, +1 on the great attitude.One thing - set the appointments for as soon as possible. No further out than the nxt week. If the appt is for the nxt week, send out a confirmation note/letter. You can keep the letter simple or outline what you'd like the prosect to have available for that meeting. Keep it going!!  
My thoughts exactly. If they push you off for multiple weeks, they will just continue to do so.
The reminder works great, and handwritten and mailed makes it more personal.

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Just an update for today. No numbers to report spent the majority of the day at the hospital with my pregnant wife at some appointments, and then had a required office meeting as part of my training. Did get a few items mailed out and proposals ready. The next couple weeks should be wild as I get closer to my wife delivering, just gonna keep pushing on

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More positive day today

191 calls
32 contacts
4 prospects

Feel hood. Rocking and rolling pitching preffereds now it is time to get some biz done. Coming in tomorrow to work for a little while

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Saturday morning update for all of my followers out there.

188 calls
1 prospect

Didn't accurately keep track of my contacts but I would put it around 20 or so. You know what I should be mad because I only found one prospect today but I'm not. That is one more person who said ya your preferred idea sounds good and I could do 50k now, call me back when you have something.

Couple new lines I am using

If someone tells me they have an advisor (especially if they mention they have been working with them for years) is what happens when your current broker retires?

Feel good love this job

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One thing I am working on getting better at is asking for the order on the call back...at this point they told me like preffereds, told me they have 50k to invest, now lets get some action.going to use this and stick to it, often I find myself waffering when asking for the order. I am afraid that they wil say NO, but I need to realize a NO is just a reason to move onto the next yes. Mr/Mrs ______. This is ___ with ZYX we spoke last week.  I have a ABC company preffered that is paying a yield of 7.4 percent right now.  Like I mentioned before we can start with 50k and go up in multiples of 5k.  How much would you like today??If they say yes - awesome start taking their information to open the account, explain how a check is due in 3 days.If they wafer at all I will say thisAlright Mr.Mrs ____.  Why dont we get together to take a look at how this preffered could fit into your portfolio.  Would Tuesday or Wednesday work better for you?I feel like at this point it will either lead to an order, an appointment, a chance to follow up in a week or two(well my cd comes due in 2 months), or I will move this prospect from my Hot leads pile to my "Burn Pile"My burn pile is a group of prospects who have basically shut me down, who I will call with whateveR I have that day and pitch to them.Sales really is like a drug, it is tough and frustrating but their is no better satisfcation than hearing I will take what you are selling.  This comes from my previous sales expereince at my old job, and my limited experience in closing new clients nowCOFFEE IS FOR CLOSERS DAMNIT!

BigRedFan's picture
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Joined: 2011-12-05

Today was an absoluetly demoralizing day...but we need to have those every now and then to keep ourselves in check226 calls42 contacts0, thats right 0 prospects.  I was pretty down to end the day but tomorrow is a new day and a blank slate.  Have some clients coming in tomorrow to discuss a few trades on their account and hopefully some things that they hold outside the firm to bring in.  It is a process, but I am looking forward to my next win and it could come tommorow either with my meeting, cold calling or both.I know one thing though, it wont happen unless I show up and try

BigRedFan's picture
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Joined: 2011-12-05

Had a good and progressive meeting this morning. Today's stats are as follows

Calls: 275
Prospects: 3

Feel good middle of month two ready to drop a big ticket. It is coming soon

BigRedFan's picture
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Joined: 2011-12-05

Today's stats

270 calls
1 prospect

My prospect count is really low for the week not happy about that at all. Pisses me off but it is what it is. Just will keep making the dials. Have an appointment tomorrow morning and am calling back the first batch of prospects since I switched to a preffereds script and stuck with a firm limit. Maybe something will sprout out of that

BigRedFan's picture
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Joined: 2011-12-05

Hope everyone had a good day off.  Just a little update about my past week, brought in about 600k last week.  It resulted from a cold call and it turned out their current broker only spoke to them once a YEAR at most.  Having that done, with the acats signed and everything is a very good feeling.  Also have another appointment set for another 100-150k(my guess) tommorow...Need a big day cold calling to keep moving the needle further.  Goal is to have month 6 hurdles done by end of month 3.  Going to be tough but I think I can do it

Kresge's picture
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Joined: 2011-12-26

BigRed,Keep up the good work!  I look forward to checking in and following your progress...let us know how that meeting tomorrow works out.

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