Quick background: I'm a new RIA on the west coast who started a firm from zero about six months ago. I had worked for other shops as a portfolio manager and trader but had little client contact. Yeah I'm rolling my eyes too. I believe I can make this happen but as I've worked to where I'm at I'm beginning to really see how much of a challenge I have ahead of me.
I've read through a lot here and have gotten a lot of awesome advice. I hope I can contribute as I learn as well.
So on to the question.
I've started making residential calls (dials 1500, contacts about 120) using the tax free bond fund script. As I've made the calls I have gotten more experienced at qualifying and gotten some responses. But I'm sure we can all agree that no matter how good we are at qualifying there will always be a false lead.
My question is let's say you call someone and they qualify on interest and money. You send them the literature and then you call them back but they simply don't pickup. How many times do you followup on calls? Do you leave voicemails? do you leave multiple voicemails? Do you send a letter?
Thanks in advance.