ricky32478 Cold Call Journal (Advice Welcome, Negativity not)

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ricky32478's picture
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I just ended my second day of cold calling I want a place to keep me accountable so I am going to post my numbers Day 1:212 Cold call36 contacts (people I talk to including people that said no thank you)5 prospects (people that agreed to have me mail them something and send them my E newsletter)0 appointmentsDay 2:190 Cold Calls37 Contacts (people I talk to including people that said no thank you)7 prospects (people that agreed to have me mail them something and send them my E newsletter)1 appointment set and confirmed   225,000 rollover IRA  not huge but happy I landed my first appointment   I literly called from 10 this morning till 8:45 tonight.  I can't possibly call anymore than I am already calling.  How do I make more calls?  During the day I do resume Marketing ( I basically sift through resumes on the internet and call people about 401k's left at their old employers plan, I only call people that have been working for 25 years or more).  This has yeilded much more contacts, prospects and my only appointment.  The only problem is I do this from 10-5 and I can't get through more than 60 calls.  The rest of the night I call residentials.  Any advice? Am I doing something wrong? or am I doing ok for my second day?  Will post tommarrows results in this forum.

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ricky32478 wrote:I just ended my second day of cold calling I want a place to keep me accountable so I am going to post my numbers Day 1:212 Cold call36 contacts (people I talk to including people that said no thank you)5 prospects (people that agreed to have me mail them something and send them my E newsletter)0 appointmentsDay 2:190 Cold Calls37 Contacts (people I talk to including people that said no thank you)7 prospects (people that agreed to have me mail them something and send them my E newsletter)1 appointment set and confirmed   225,000 rollover IRA  not huge but happy I landed my first appointment   I literly called from 10 this morning till 8:45 tonight.  I can't possibly call anymore than I am already calling.  How do I make more calls?  During the day I do resume Marketing ( I basically sift through resumes on the internet and call people about 401k's left at their old employers plan, I only call people that have been working for 25 years or more).  This has yeilded much more contacts, prospects and my only appointment.  The only problem is I do this from 10-5 and I can't get through more than 60 calls.  The rest of the night I call residentials.  Any advice? Am I doing something wrong? or am I doing ok for my second day?  Will post tommarrows results in this forum.You do what???How do you call from 10-8:45pm if you are doing online investigations from 10-5??

BigFirepower's picture
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Joined: 2010-07-09

If you planted rows and rows of corn, stuck to a reasonable plan, did what the "experts" say works.... Would you expect corn in two days? Of course not.Have a plan, have it reviewed by an expert or two, then have the discipline to execute it, be patient, don't give up, be true to yourself. This also means "pace", don't overdo it. By my reading, you are probably going to have some success with this.One more thing.... you can't ask for "no negative comments"! That just brings negativity, or you'll be ignored. Take the good with the bad, just like your cold calling.  Good luck Ricky!    

ricky32478's picture
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Joined: 2010-09-30

I go through resume's and when I find one that meets my criteria (has work for basically 20-25 years) I call them

Westwood's picture
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Joined: 2010-10-05

Sounds like you have a good plan in place.Good luck and keep us posted!

squash2's picture
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ricky32478 wrote:I go through resume's and when I find one that meets my criteria (has work for basically 20-25 years) I call themYou said you called all day, but then said you looked for resumes from 10-5pm..Either way your numbers are decent..repetition is the key in this game.

ricky32478's picture
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Day # 3 Cold Calls : 74Contacts : 22Prospects : 4 Today was a really bad day.  I did not have much time to call.  I had 3 rookie meetings including a conference call that I had to be on and I have a meeting I have to go to tonight at 8.  I am feeling a little depressed but I'll snap out of it and hit it harder tommarrow.  Have a great night guys!!!!

Westwood's picture
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Keep your head up! Tomorrow is another day, that's what I keep telling myself!

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ricky32478 wrote:Day # 3 Cold Calls : 74Contacts : 22Prospects : 4Today was a really bad day.  I did not have much time to call.  I had 3 rookie meetings including a conference call that I had to be on and I have a meeting I have to go to tonight at 8.  I am feeling a little depressed but I'll snap out of it and hit it harder tommarrow.  Have a great night guys!!!!They only thing you HAVE to do is call people. Find ways around all the other crap. If you can't find a way then make up for it on sat or evenings. Keep it man!!!

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Thanks for the motivation!!! going to bed right now and waking up early to go cold walk a hospital in my area that is doing a major layoff (721 people) 403B rollverovers here I come.  I don't know if it is going to work but it will kill my morning till about 930AM and then I get back to the office and hit the phones like a mad men.  I'll let you know how it went

Westwood's picture
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How did the cold walking go, any luck?

ricky32478's picture
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I did not do it.  I cold called the company instead and got an appointment tommarrow morning.  I'll let you know how it went.

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10/07/10 results cold calls 88Contacts 31Prospects 5Appointment 1 I could not do a lot of call because I had mandatory company specialist meetings and rookie training classes today.  My contact ratio was very good today so I didn't mind.  I really don't care that much about calls I just want to do a mininum of 30 contacts a day no matter what I have schedule for any day.  See you all tommarrow

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10/08/10 resultsCold Calls 43contacts 17prospects 5appointments 0 I did not have time to call today again because I had a morning appointment.  Drip marketed on prior prospects for the week and Closed my first account this afternoon .  340,000 mortgage from a CPA refferal.  I wanted to leave after taking that application but I made myself cold call from 430-830 on friday night.  Im coming in tommarrow and calling ill keep you guys posted.

Westwood's picture
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Good job!  Keep it up!

ricky32478's picture
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10/09/10 resultscold calls 101 contacts 22 prospects 3 Have a good night im taking sunday off

Takingnames's picture
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I literly called from 10 this morning till 8:45 tonight.  I can't possibly call anymore than I am already calling.  How do I make more calls? If you are dialing through a system like Gryphon - ask your management team for a second log in - and a second phone.  You can make 2x as  many dials that way.  I use headset one one ear for one phone and speaker for the other.  I have one list to the right and one to the left and follow along them with rulers so I don't get lost.   It's extremely rare for two phones to pick up at once when dialing this way. When it happens, hang up your weak side (I'm a righty - so I hang up the left) and when I'm done the call on the right - I call the left number back and apologize for phone trouble (my trouble was I had too many lines going!)  ricky32478 wrote:I just ended my second day of cold calling I want a place to keep me accountable so I am going to post my numbers Day 1:212 Cold call36 contacts (people I talk to including people that said no thank you)5 prospects (people that agreed to have me mail them something and send them my E newsletter)0 appointmentsDay 2:190 Cold Calls37 Contacts (people I talk to including people that said no thank you)7 prospects (people that agreed to have me mail them something and send them my E newsletter)1 appointment set and confirmed   225,000 rollover IRA  not huge but happy I landed my first appointment   I literly called from 10 this morning till 8:45 tonight.  I can't possibly call anymore than I am already calling.  How do I make more calls?  During the day I do resume Marketing ( I basically sift through resumes on the internet and call people about 401k's left at their old employers plan, I only call people that have been working for 25 years or more).  This has yeilded much more contacts, prospects and my only appointment.  The only problem is I do this from 10-5 and I can't get through more than 60 calls.  The rest of the night I call residentials.  Any advice? Am I doing something wrong? or am I doing ok for my second day?  Will post tommarrows results in this forum.

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Cold call results for 10/11/10Cold Calls 100Contacts 40prospects 5 Today felt like a bad day.  I read some motivational stuff to get myself out of the funk I was in and then I was fine.  All in all another day on the phones:)    see yall tommarrow

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Cold call results for 10/12/10 Cold Calls 100Contacts 19Prospects 1 (Very weak prospect if that)Today was the worst day yet but that just means Im one day closer to having the best day of my life tommarrow :).  Keep the faith!!!!

Westwood's picture
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Keep on pushing!

ricky32478's picture
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10/13/10Cold Calls 100Contacts 32prospects 3 So so day

ricky32478's picture
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10/14/10 Cold Calls 175Contacts 44Prospects 5 I have gotten over 50 people in my pipline now I believe.  I mail them something ones a week and once my e newsletter comes out i am going to call them to see if they got it and liked it?  Any other suggestions on how to get some appointments out of this?  Or do I just keep on driping on them and adding new ones to pipeline each day?

Westwood's picture
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Keep those contacts up, somethings got to give!

BigFirepower's picture
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Ricky and Westwood, remember, it's a glacier, and you got an ice pick. It isn't going to happen overnight, nor will it happen if you put the ice pick down. Seriously, if you bust your tail, you should start making regular new account openings somewhere in the 60-90 day range provided you don't have some big flaw in your plan. Realize, that 3 yrs from now, you'll open some account, where the first dial was in the first month or two of your career. Coming full circle takes some time... Hope that helps.

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ricky32478 wrote:10/14/10 Cold Calls 175Contacts 44Prospects 5 I have gotten over 50 people in my pipline now I believe.  I mail them something ones a week and once my e newsletter comes out i am going to call them to see if they got it and liked it?  Any other suggestions on how to get some appointments out of this?  Or do I just keep on driping on them and adding new ones to pipeline each day?Who are you calling...?Your contact ration is almost double what Westwood(not judging) is.  Your dials are going down, but your contacts are increasing....So are you calling residential also? Only at night? or something else.

ricky32478's picture
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business in morning, resume marketing in afternoon, new movers at night. 

ricky32478's picture
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I am out of resumes though right now so my contacts are going to be inline with westwoods now.  Resumes is what was moving up the contacts

ricky32478's picture
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10/15/10Cold Calls 169Contacts 35Prospects 4Have a great weekend.  I'll post tommarrows results. 

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10/16/10I need an easy day today.  So I made myself go in and call for just an hour and half.  I started at 2.  This was a bad mistake because no one was picking up and they were pissed when I talked to them.  Next sat I am calling from 9-1.cold call 60contacts 9prosects 0

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10/18/10Cold Calls 265contacts 44prospects 4I ran out of resumes for a while so back to residentials and business's.  My numbers should look like everyone elses now :)have a good night

Westwood's picture
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Your contacts are looking pretty good, keep it up!

ricky32478's picture
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thank you sir

ricky32478's picture
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10/19/10Cold Calls 167Contacts 29Prospects (even though some people think these are not prospects!!!!!!!!!!) 5Have a great night.

Hacksaw's picture
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You do realize people are trying to help you succeed right? All advice on here is to try and help you succeed. Maybe some of it seems harsh and many times it's blunt, but this isn't the world of everyone receiving a trophy at the end of the year... Unless you work for EJ (I know, cheap shot).

ricky32478's picture
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no worries... I appreciate the support.  The more time I worry about what a prospect is the less time I have to dial.  Thank you very much for you feedback

Bud  Fox's picture
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 "Unless you work for EJ (I know, cheap shot)."Well, that was simply classic...ROTFLMAO...

BigFirepower's picture
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Ricky, I fully agree and support you. Don't worry about the definition of "prospect", that's the least of your worries. And frankly, you'd probably be a bit better off counting the victory of calling them a prospect, and cutting your teeth on them as well. Keep those dials going, and when you start "popping" new accounts, you have no idea the rush you'll feel. It will be like a wind to your sails, and make you stronger.

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Thank you bigfirepower.  I needed that today.  I had a no show for an appointment and it kind of got me down.  Im going to keep my head up and keep going

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ricky32478 wrote:Thank you bigfirepower.  I needed that today.  I had a no show for an appointment and it kind of got me down.  Im going to keep my head up and keep going Don't let it get you down...move on to the next!

ricky32478's picture
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Bad day but today will be better10/20/10Cold Calls 64contacts 13Prospects 1

BigFirepower's picture
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I'd expect 1/3 of your appointments to no show.You can fight no shows, by doing a few professional things.When you set an appointment, write a card with the date and time on it. Send a map along with parking instructions. The day before the appointment, call to confirm, leave a vm if necessary.By doing that, you should cut your no shows by at least 50%.If someone no shows, you go right back to them, and try to reschedule. If they no show you twice, then dump the prospect, unless they have a very good reason for the no shows. Oh, you reminded me of something very useful. Hand written notes. Make a habit of sending 5 hand written notes each and every day. Thanks for this, thanks for that, whatever.... The good will created is beyond your imagination, I've had some very big success with that. Our firm, we've created our own cards, post cards with pictures of our local community. A very nice touch, and professional.

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u are awesome bigfirepower.  I really enjoy reading your post.  You always make me feel good10/21/10cold calls 102contacts 21prospects 3I had an appointment today.  200,000 rollover .  She is coming back next week to sign paperwork (hopefully! that is what she said.)  I tried to get her to do the paper work right there but I noticed her body languange change and asked her if she would be more comfortable taking the night to think about it.  She said she was fine with it but had to pick up her son in 30 mins so I scheduled the appointment for next thurs at 130 to finish the paper work and ACAT forms.  I already emailed to confirm and wrote thank you card.  I will call to confirm the day before.  Did I do the right thing?

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"I tried to get her to do the paper work right there but I noticed her body languange change and asked her if she would be more comfortable taking the night to think about it. Did I do the right thing?"

This is still a hard thing for me. To a certain extent no. You have to ask the question that will make them uncomfortable, and then shut up. You should not have given her the out. It's tough believe me. Make her say that she wants to take the night to think about it.
Think of it like cold calling. You want to be able to overcome objections, not make them for the client.
I still have a problem sometimes with being quiet after asking the question. Asking the question is the most important part, now you have to learn to shutup after asking it. But I've begun to notice the silence starting and am able to sit and wait for their responce. Make them tell you no or give you an excuse/reason. Don't do it for them.

ricky32478's picture
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good advice

BigFirepower's picture
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The assumptive close; "who are the folks you would like listed as beneficiaries on the account" has always worked for me.A good friend of mine, gave me this little gem about closing. If she's meeting with husband and wife, and she senses an issue, she excuses herself from her office for a few minutes to "powder her nose". When she comes back, the two prospects have had a chance to either agree, or discuss an objection. She says this winds up closing the deal almost every time. I'm a real straight shooter. I've got nothing, nada, on my record after 19 yrs, knock on wood thank the Lord. I never push, or cram anything down anyone's throat. I believe my job in a presentation is to establish Trust, Knowledge, and Likeability. I've even coined that as LKT, "the premise of a good professional relationship". Ricky, I think you handled the situation appropriately. You are generating activity, in a positive way, and pretty soon the results will speak for themselves. Keep up the hard work, you and Westwood really are quite inspiring.

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BigFirepower wrote:The assumptive close; "who are the folks you would like listed as beneficiaries on the account" has always worked for me.A good friend of mine, gave me this little gem about closing. If she's meeting with husband and wife, and she senses an issue, she excuses herself from her office for a few minutes to "powder her nose". When she comes back, the two prospects have had a chance to either agree, or discuss an objection. She says this winds up closing the deal almost every time. I'm a real straight shooter. I've got nothing, nada, on my record after 19 yrs, knock on wood thank the Lord. I never push, or cram anything down anyone's throat. I believe my job in a presentation is to establish Trust, Knowledge, and Likeability. I've even coined that as LKT, "the premise of a good professional relationship". Ricky, I think you handled the situation appropriately. You are generating activity, in a positive way, and pretty soon the results will speak for themselves. Keep up the hard work, you and Westwood really are quite inspiring. Good Post BFP!  I think in this business you truly learn by doing, as we are both learning the hard way.

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Learning the hard way, no, I am pretty sure that you and Ricky are smarter than that, as evidenced by your participation here at RR forums. You can learn the hard way, by ignoring good advice, or trying to reinvent the wheel.You can learn from your mistakes, that's better. Better yet, you can learn from other's mistakes, and increase your efficiency. But, it is safe to say, you cannot avoid mistakes entirely, as they are the byproduct of activity/action. Just don't make trading errors... 

ricky32478's picture
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you guys are awesome.   Thank you!!

ricky32478's picture
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numbers are bad today cause I spent all day doing follow up. Cold Calls 38Contacts 16prospects 2 I did the resume's today thats why my contacts are up.  See yall tommarrow

Westwood's picture
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Are you having much luck following up?  It seems like it's 50/50 with me.

ricky32478's picture
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could not set any appointments from it today (although I have set 2 appointments from it in the last 2 weeks). When I said my name people told me it was great to hear from me ( i think its because I wrote them a lot of hand written notes) no one wondered who I was.  Some people told me a time when to call back and when they wanted to meet (mostly before thanksgiving and after the new year).  I think it will work but I have been asking around and people tell me the people I cold call today will book appointments if followed up properly 3-9 months down the road.  I am just following that process.  If I get lucky and have someone that is willing to meet, I will meet them.  I always try to get an appointment on every follow up call but do not push it.

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