Rock 'n' Roll Train - 1%

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All The Way's picture
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Joined: 2011-09-20

ECD.,...no mate, name is from the drive I got to get this thing to work. Pretty cool though your background......compared to jumping out of planes....this should be a walk in the park...keep going.Bond Guy....thanks.......the good feedback from this site keeps me going......have read a lot of your posts and all are very valuable....good advice  all around.....Hopefully we can hear from 2011's calling crew and keep up to date of each others efforts......2012 is the year of the cold callers.....We Will Rule.......

All The Way's picture
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Joined: 2011-09-20

It's been a nasty start to the year...got the dials and the contacts and the meetings and took all the effort in the world to get back into the groove after the Xmas break...will post numbers next Friday....glad to have read some of the superb post of fellow cold callers-business builders....it's going to be a phenomenal yer......hats off to all of you out there doing the activities....got some good one's on the go..........God bless cold calls....really works.All The Way

All The Way's picture
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Joined: 2011-09-20

Boom.........that the sound of me hitting the wall.....didn't get any calls done either Monday or Tuesday.....been in a daze.....hate that on/off crap. Best I tighten up things asap.....should have stuck to posting more often....really helped keep me on track.......things I learn about myself and this business........back to work in the morning.Later,All The Way

All The Way's picture
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Joined: 2011-09-20

Alright...well back in the saddle.......been on the phones this morning and booked a good meeting...starting to get back in the swing of things......back on the phones after lunch....good luck to all.All The Way

All The Way's picture
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Joined: 2011-09-20

Pretty happy, got a second meeting booked this afternoon. Really am happy with how today turned out...put a lot of effort into the calls and got my goal done of 2 new meetings booked. Back in the morning to book 2 more.....this is the key for me......to get 2 meetings booked per day....so R-I-N-G   R-I-N-GAll The Way

FADavo's picture
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Joined: 2011-06-27

I need to step up my closing for appointments.  I feel like I have been soft about it lately.  Still getting some results, but my numbers have been down (dials) which means my results have been down...Only getting about 20 contacts a day over the last 3 weeks, which is obviously my problem.  Need to pump back up to 35-40 and I'll be cruising again!ATW, keep rocking.  bringing in 3-4 million in 90 days is an awesome goal.  Do you annuitize almost everything?

All The Way's picture
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Joined: 2011-09-20

FADavo,sure do buddy...no way in hell I'm going to have to hit the phones for the rest of my life and generate income.....pretty much all goes to managed money and some pure stock holdings.i've read your threads and there is no doubt you got what it takes. good for you pointing out that the contac ts need to go up....pretty simple and will make a lot of difference,..try and get to 40+ contacts a day......please keep us posted as you are a true business builder and it's great to catch up with a winner.....good luck mate....All The Way

FADavo's picture
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Joined: 2011-06-27

I shoot for 35-40 contacts a day.  Sometimes that takes as little as 85-100 phone calls for me.  I made 118 and contacted 36 today.  I intended to hit 40 + but got interrupted by a vet that stopped by to tell me a story (which was fine - he kicked me a few accounts and is a nice guy helping me along).  Anyway - I have found that a certain # of contacts takes almost the same amount of time no matter how many dials I make.  I have had 90 dials take me 5.5 hours before - no joke.  I have also blown through 150 dials in 2.5 hours - all seems to depend on the number of gatekeepers and then number of actual contacts.  I feel like I can sustain (without burnout) that 35-40+ number, so that is what I shoot for.  I have a pretty substantial "side prospecting" system that I do in addition, so its about all I can fit into an 11-12 hour day. usually about 4.5-6 hours of calling.  Some can do it more - I have found that I cannot do it consistently more than that - so I don't.  Anyway, I would be tickled if I brought 6-8 million a year in on pure cold calling as my other methods will afford another 6-8 a year, I believe.  I think some 401Ks will obviously get those numbers up higher as well.Cheers.  Thanks for the compliments!

KingBobby's picture
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Joined: 2011-10-03

FADavo wrote:I have had 90 dials take me 5.5 hours before - no joke.  I have also blown through 150 dials in 2.5 hours - all seems to depend on the number of gatekeepers and then number of actual contacts. Dude, you're taking way too long, and you said you have to 'step up your closing for appointments?' What are you chatting about? You should easily get through 90 dials in less than 2 hours. Call and close for what you're calling about, (appt., product info, bond sale etc). Plenty of time to chat them up after they're clients or they rightfully take advantage of your offer.  

Young Gun's picture
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Joined: 2011-08-05

When you say annuitize your business are you simply referring to doing fee-based biz and C - Shares?  

FADavo's picture
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Joined: 2011-06-27

KingBobby wrote:FADavo wrote:I have had 90 dials take me 5.5 hours before - no joke.  I have also blown through 150 dials in 2.5 hours - all seems to depend on the number of gatekeepers and then number of actual contacts. Dude, you're taking way too long, and you said you have to 'step up your closing for appointments?' What are you chatting about? You should easily get through 90 dials in less than 2 hours. Call and close for what you're calling about, (appt., product info, bond sale etc). Plenty of time to chat them up after they're clients or they rightfully take advantage of your offer.  whoa whoa whoa...  Do you know the details of those 90 calls?  Do you know my contact ratio?  Do you know anything about what I do on the phone or why those calls took so long?  Seems a bit presumptuous...As in, if I told you I talked to 45 people, created 8 prospects (2 of which I have closed for over 7 figures total) that I qualified on the phone, that day,  for a total of almost $3 million and added an additional 3 people to a drip list?  I understand that most would look at my numbers and say they are "down" because my dials are not high, but thats because I am a champion list maker and on bad days my contact ratio is 20%.  My average contact ratio over the last month is almost 30%.  Im pretty good at getting past gatekeepers and I am very good at making lists that have no bad numbers.  I bet I only get a fax machine or dead person once out of every 150-200 dials. I think your "thoughts" are predicated on a paradigm "average" created in your head or in the industry as a whole.  Thats fine, but it doesn't apply universally.  That day was the absolute best cold calling day I have ever had thus far (in my infant career).  I understand this is a numbers game but, though I am "new", I picked up very quickly that DIALS mean absolutely nothing.  You can dial 4500 numbers a week and get nothing accomplished other than get a trophy for the rawest fingertips.  The "numbers" that matter in this "numbers game" are those that count how many people you talk to.  Thats it.  You can take the rest of the freaking numbers and shove them.Dials numbers (Y) as you see them on this website represent nothing more than the average that it commonly takes someone to reach X number of people, X being the number you need to succeed.  You are simply looking at the wrong variable.  Y doesnt matter.  X is all that matters, and beyond X its how many people you close out of X.  If I can Dial half the numbers, talk to twice as many people and close 50% better than the average person, than who gives a shiz how many dials I make? 

FADavo's picture
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Joined: 2011-06-27

also, I will add that 45 minutes of that was spent with a person that eventually ended up literally ASKING if I would help them with there 750K in investments while they ran their business that is going to kick another 6 figures a year at us to manage.  Time well spent?

KingBobby's picture
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Joined: 2011-10-03

FADavo wrote:whoa whoa whoa...  Do you know the details of those 90 calls?  Do you know my contact ratio?  Do you know anything about what I do on the phone or why those calls took so long?  Seems a bit presumptuous...I think your "thoughts" are predicated on a paradigm "average" created in your head or in the industry as a whole.  Thats fine, but it doesn't apply universally.  No moron, my advice was based on you saying this, "I need to step up my closing for appointments.  I feel like I have been soft about it lately.  Still getting some results, but my numbers have been down (dials) which means my results have been down..."^^ If that's not true and you're ratio's are in fact solid, then disregard my advice and go on feeling better. Cheers.

FADavo's picture
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Joined: 2011-06-27

Cool, so you made the assumptions and I am the moron.  Got ya.  Carry on. 

FADavo's picture
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Joined: 2011-06-27

FYI, this is generally a thread for encouragement, not one where we attach pre-existing notions to people we don't know.  I admitted that I need to close better.  How that relates to my best and worst day is the same way Ted Williams AVERAGE batting average relates to his best day (hitting 5 home runs in 6 at bats) and his worst day (striking out 5 times).  That is, there is nearly ZERO correlation and absolutely no causation.Making assumptions is one of the three things I promise my clients I will never do, which is one of the reasons they love me.  So call me a moron all you want.  I'll wager my Doctorate and acquisition rate says otherwise.  

KingBobby's picture
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Joined: 2011-10-03

FADavo wrote:Cool, so you made the assumptions and I am the moron.  Got ya.  Carry on.  You said you need to step up your closing and that your numbers are down. You followed that with,"I have had 90 dials take me 5.5 hours before - no joke.  I have also blown through 150 dials in 2.5 hours - all seems to depend on the number of gatekeepers and then number of actual contacts. "Anybody with a lick of successful call experience would be able to quickly decipher your problem here. If you didn't preclude your activity by saying your numbers are down, closing is down etc, I'd think ok, it's different but working for him. But that wasn't the case. Going forward I'll be sure not to direct advice or possibilities of improvement your way champ.

Itainteasy's picture
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Joined: 2011-10-30

I hate to see a really upbeat thread ruined by childishly snide pokes.  In addition, calling someone a moron due to a misunderstanding seems radical.  C'mon guys.  Don't make reading this thread a poor use of our time.  Great effort All The Way! 

KingBobby's picture
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Itainteasy wrote:I hate to see a really upbeat thread ruined by childishly snide pokes.  In addition, calling someone a moron due to a misunderstanding seems radical.  C'mon guys.  Don't make reading this thread a poor use of our time.  Great effort All The Way! What a valuable post, keep up the great work!

All The Way's picture
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Joined: 2011-09-20

Just taking a few minutes away from the Super Bowl to update…been a while. I’m in the rhythm and getting ahead with this blitz. Been booking meetings and finally this week got some closing meetings. I said that I was going to nail between 10-15M in new assets from cold calling by June 22nd and I will….. I’ll update on a more regular basis and to keep it simple. I will only mention meetings booked and business done and won’t post contacts and prospects as just to keep it focused of the key aspects…  I just wanted to thank all of you for your support and look forward to reading about all of your successes going forward.  Appreciations to KingBobby, Harkham, TheMachine, MadMatt, Push Forward, Albertp86, DTA, 6yearsin, ECD, BondGuy, FADavo, YounGun, LongShot and Itaineasy for your comments…..helps keep this guy going when the call sheets look a mile long and the dial fingers starts to hurt……..All The Best to you All All The Way.

ECD's picture
ECD
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Joined: 2011-07-13

Thanks for the mention ATW.  I have been doing a call campaign myself.  Made the list myself, and has been pretty rich so far.  Good contact and qualified prospect lead ratio.  There is not really enough data to say these are statistically significant, but so far I have had a 32% contact ratio, and of those 21% are qualified prospects.  So dials to prospect ration is about 7%.  My goal is to get 5 prospects a day...qualified for money and interest.  If it takes 5 dials on one day and 400 the next who cares?  Bottom line is to get the prospects and put them in the pipeline.  I will keep doing this until I get 100 solid prospects that are actively followed up and closed for business.  It is essentially Mullens model from "Million Dollar Financial Services Practice".  Rock and roll and keep dialing!

All The Way's picture
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Joined: 2011-09-20

This is really starting to look good. Been getting pretty good at getting new meetings from the cold calls and now i'm doing the 2nd-3rd closing ones. Got 200K done this evening and must say....it's taken a sh#& load of work and stuff to get confident with the process. Anyways, just wanted to say thanks for all the encouragement....there;s a big hill to climb till the summer and time flies by....so back on the phones in the morning.....just want to get 10-15M done by then and catch my breath......hope everyone is having a good week....keep working...All The Way

All The Way's picture
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Joined: 2011-09-20

Pretty good week.Got 200K in new assets.Did 4 new meetings this week with about 1.4M is potential business, and got 5 meetings booked for next week. so all in all, a good week.Next week, the goal is to book 8 new meetings during the week from cold calls and open another new account. Momentum is building and good prospects are coming in so this should be an interesting end of month.Good weekend to allAll The Way

Ulairi's picture
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Joined: 2011-11-17

Great posts. How are you building your cold call lists? are you purchasing them? my branch manager is getting me a list to split with the other trainees, we'll end up with about 1,300 each but that won't last me very long. Thanks!

All The Way's picture
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Joined: 2011-09-20

Ulairi,Yeah….I build my own residential lists. Takes longer but I know the areas. More often than not, the calls hit the homes that fit my market. I only call homes that are no more than 20 minutes drive to the office.  Usually I get my first meeting booked from a cold call after about 25 contacts. And out of 100 calls I get about a 30 contact hit rate…takes time to build a list, but all my meetings are held in my office so I stick to homes that are close to the office. So far it is working. And yes...1300 names will go fast so best to get something up and running to keep the calls flowing.... Good luck with your efforts, keep us posted.All The Way

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All The Way wrote:Ulairi,Yeah….I build my own residential lists. Takes longer but I know the areas. More often than not, the calls hit the homes that fit my market. I only call homes that are no more than 20 minutes drive to the office.  Usually I get my first meeting booked from a cold call after about 25 contacts. And out of 100 calls I get about a 30 contact hit rate…takes time to build a list, but all my meetings are held in my office so I stick to homes that are close to the office. So far it is working. And yes...1300 names will go fast so best to get something up and running to keep the calls flowing.... Good luck with your efforts, keep us posted.All The Way Great job ATW you are killing it.  What script are you using right now to get people into your office off a cold call?  I have been using a preffereds script but am not having much luck getting second contacts.  Would love trying something new for a little while to mix it up

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BigRedFan wrote:All The Way wrote:Ulairi,Yeah….I build my own residential lists. Takes longer but I know the areas. More often than not, the calls hit the homes that fit my market. I only call homes that are no more than 20 minutes drive to the office.  Usually I get my first meeting booked from a cold call after about 25 contacts. And out of 100 calls I get about a 30 contact hit rate…takes time to build a list, but all my meetings are held in my office so I stick to homes that are close to the office. So far it is working. And yes...1300 names will go fast so best to get something up and running to keep the calls flowing.... Good luck with your efforts, keep us posted.All The Way Great job ATW you are killing it.  What script are you using right now to get people into your office off a cold call?  I have been using a preffereds script but am not having much luck getting second contacts.  Would love trying something new for a little while to mix it up What are you pitching on your calls? I'm pitching fed tax exempt income and I get pretty good responses with that.

All The Way's picture
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Joined: 2011-09-20

Greetings to my buddy Cold-Callers,Had a good day. Booked a new meeting and had  a meeting, got the Ok to present a proposal next week, could be 300K. Also got 2 meetings in the morning, going to get an agreement to make a proposal for 80K and the second meeting is to sign 70K. Been slugging away, truth is....a bit tired...got crap hitting the wall because i didn't build enough business and I'm off the dole. Oh well......as Pacino said to that young lawyer in The Devils Advocate....how to you deal with pressure......take a BIG WIFF.....I'm going all the way....all the way.All The Way...I said

All The Way's picture
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Joined: 2011-09-20

Ok, picked up the 70K this morning and got the other prospect receptive to review a proposal for 80K. Tomorrow...no meetings and a clear day of cold calling , calls backs and appointment setting. Got some momentum going, hopefuuly will get some meetings with bigger prospects to build AUM faster...either way......just  focussing on activities and not thinking much of anything else...it all adds up and sales attract sales...so R-I-N-G...R-I-N-G.All The Way

Ulairi's picture
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Joined: 2011-11-17

Are you leaving voice mails on cold calls? I'm thinking about trying just leaving my name, my firm, and that I would like them to call me back at my number. It just adds 30 seconds to a call and if they do call back at least I'll know they have interest, which is one of the big three requirements I have. Just wondering if you've tried that and have had any luck.

All The Way's picture
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Joined: 2011-09-20

No, never did. I just focuss on talking to people...if no answer after 3 rings...phone goes down, next dial until I get a meeting....just focussed on getting meetings....end result...is to have them come to the office....so I dial until I get a meeting, no counting dials ...just contacts......conversations that lead either to nada or a meeting....Theres a guy in my office who leaves messages on cold calls, takes about 30-40 seconds, I suspect he counts that as a contact.....no much NNA lately.........either way......you got to focuss on the end result........either meeting or open account on phone.....counting dials and other activities that can lead one to beleive it was a great day.....it ain't great till there's a meeting or an account opened..... You'll get what you focuss on....if it's dials, then you'll be focussing on dials, hoping that in the pile ..out comes an account. focuss on accounts, meetings, closing while on the phone....takes time...but it helps attract the end result.....that's my viewAll The Way

Ulairi's picture
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Joined: 2011-11-17

I'm not trying to open accounts over the phone because I won't work with someone that doesn't have $500,000 in investiable assets. So, I'm much more selective on whom I call. I never understood that people actually get accounts opened on the phone unless you're doing a majority transactional based business. I'm trying to build a 90%+ fee based businesses. How do you get meetings on the first call? I takes me about 2-3 phone calls to get a meeting. 

All The Way's picture
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Joined: 2011-09-20

Using this approach I get a meeting every 25-30 cold call contacts or so.I’m part of the private client division at XXX,  you familiar with my firm?And the reason for this call is in light of these frequent downturns in the markets,; we’re holding information sessions in our (your town) office  More importantly, the focus here being…measures to  (safeguard capital) & generate regular and predictable, income, (such as dividends and interest) …..That is paid monthly and quarterly into client’s accounts.  These sessions last about 30 minutes and appeal to people who feel that at this junction, it would be of benefit to talk with someone else than their current advisor and get some information that suits a more cautious  investors.. I’m calling to see if this would be a timely invitation for you.  That it. For me the key is that I believe this is a good approach so I sound relaxed, detached and confident….and I’ll say the same thing till there’s a meeting booked. This site is full of pitches, all of them better than this…but this….works for me. All The Way 

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Joined: 2011-10-03

Ulairi wrote:I'm not trying to open accounts over the phone because I won't work with someone that doesn't have $500,000 in investiable assets. So, I'm much more selective on whom I call. I never understood that people actually get accounts opened on the phone unless you're doing a majority transactional based business. I'm trying to build a 90%+ fee based businesses. How do you get meetings on the first call? I takes me about 2-3 phone calls to get a meeting. Even if someone's goal is fee based/500k minimum etc etc... those 50-100k fixed income transactions done over the phone just gave that advisor a leg up on a potential big account, and will be building that and servicing that relationship over time to gain more and more. Meanwhile, the advisor that didn't provide anything except fee based planning with high minimum will remain a stranger in this scenario and likely remain on the sidelines. I'm not saying this is the 'best way' by any means, (though that's what I do) just explaining the reasoning.

All The Way's picture
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Joined: 2011-09-20

I’ve really been enjoying reading the post of all of you out there slugging away, day-in, day out, building your business and sharing how you go about it. Since there are quite a few of us regulars out there, how about we tighten up things and use this thread to help each other hit our own targets. If you would like to share what your new asset target would be from now till end of June and post it, we can keep track of each others efforts and results. Funny how fast each week goes by, so we can tally numbers weekly and watch assets grow.It’s not a contest…just a way to make the most of each golden week……take the weekend to mull it over….we can begin clocking assets gathered from cold calls as of Tuesday.  Whatever past prospects you have in the pipeline count as they still need to be converted to clients so if you got a good pipeline, great…if not….still great ‘cause cold calling as we all know works.For me it’s 10M by end of June, basically 500K per week, give or take. I need to have 8 new meetings booked each week. Typically 5-6 will show up, and I should get 2 accounts. My average ticket needs to be around 250K. I know I can do it…. Good Weekend to allAll The Way

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Joined: 2011-11-17

KingBobby wrote:Ulairi wrote:I'm not trying to open accounts over the phone because I won't work with someone that doesn't have $500,000 in investiable assets. So, I'm much more selective on whom I call. I never understood that people actually get accounts opened on the phone unless you're doing a majority transactional based business. I'm trying to build a 90%+ fee based businesses. How do you get meetings on the first call? I takes me about 2-3 phone calls to get a meeting. Even if someone's goal is fee based/500k minimum etc etc... those 50-100k fixed income transactions done over the phone just gave that advisor a leg up on a potential big account, and will be building that and servicing that relationship over time to gain more and more. Meanwhile, the advisor that didn't provide anything except fee based planning with high minimum will remain a stranger in this scenario and likely remain on the sidelines. I'm not saying this is the 'best way' by any means, (though that's what I do) just explaining the reasoning.  I haven't hit production yet so I'm still learning my way around. I have a CPA background and when I was recruited by the wirehouse they really wanted me to push for high network households from day one and all of our training is about that. 

All The Way's picture
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Joined: 2011-09-20

Yeah...good day on the phones. Time is just flying by.......got 300K done so far this month......aaarrggggg.......today booked a new meeting and got 2 meetings lined up  in the office tomorrow. Really need to up my game.......got to get those accounts opened.....if I don't get 1.5-2M done in March.......it won't be looking good......so ...back to work.All The Way

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Joined: 2011-09-20

alright, did 70K this morning.......there's a posibility of getting this 1.5 shortfall raped up in March from a 700K prospect from this morning and a few others from the last couple of weeks....got to keep pushing and booking meetings.....small accounts are small acounts so todays dosen't really make a big difference, all month has been under my average account size....anyways.....I'll take it and build from there. Just keep the activities going.......I rerally would love a nice 500K account,or two, or three over the next few weeks....let's see what happenes....back to work.All The Way 

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Ulairi wrote:I'm not trying to open accounts over the phone because I won't work with someone that doesn't have $500,000 in investiable assets. So, I'm much more selective on whom I call. I never understood that people actually get accounts opened on the phone unless you're doing a majority transactional based business. I'm trying to build a 90%+ fee based businesses. How do you get meetings on the first call? I takes me about 2-3 phone calls to get a meeting. I'm curious to know, once someone finally decides to do business with you, how much of their $500K+ portfolio do they send you for starters? As well as over the next 1-2 yrs?

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iluvgold wrote:I'm curious to know, once someone finally decides to do business with you, how much of their $500K+ portfolio do they send you for starters? As well as over the next 1-2 yrs?No reason to be curious, he said in post 85 he hasn't hit production yet. (Although in post 76, he said he's pitching fed tax exempt income and getting pretty good responses, so go figure)  Your goals seem pretty high ATW.. I like.

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Yeah King......goals are high alright.......I'm just putting myself to the test.......had a weird February...average account size fell off the clif.....but got a couple 700K plusses out there that I am working to convert....should bring average AUM per account back to over 300K.  Really plugging way and trying to stick to fee based account, all I got to do King to hit my targets is book at least 8 new meetings a week...that's my challenge.....really appreciate all your support and enjoy reading your posts and comments.Have a great week bud,All The Way

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KingBobby wrote:iluvgold wrote:I'm curious to know, once someone finally decides to do business with you, how much of their $500K+ portfolio do they send you for starters? As well as over the next 1-2 yrs?No reason to be curious, he said in post 85 he hasn't hit production yet. (Although in post 76, he said he's pitching fed tax exempt income and getting pretty good responses, so go figure)  Your goals seem pretty high ATW.. I like. We have a three month window where things do not count but we can sell. So, call that what you will.   I cleared one million this month and I received my production number just three weeks ago.  

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Joined: 2011-09-20

Ulairi,Great on those numbers....keep it going......this is a great time to get new accounts.All The Way

Ulairi's picture
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All The Way wrote:Ulairi,Great on those numbers....keep it going......this is a great time to get new accounts.All The Way thanks! How did you get over the fear to cold call? I still havne't hit calling that hard because I feel like I'm not very good at it. Did you hit a certain number of dials and things just started feeling natural?  Thanks!

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Joined: 2011-09-20

I put about 1% emotional energy into cold calling, the other 99% is repeating the same activities, no one call can make or break....but the cummulative effect from talking to large numbers of people on a regualr basis carries you up the earning curve.My recommendation, a short, simple clear pitch...invest hardly any time into all the hocus pocus of finding a sequence of magical words, that put together, melt all objections. Just call, think of nothing but talking to at least 30-40 people a day if needed.... and let the numbers make your day. Keep the time saved from studying tons of crap on calling and use it to know some key benefits of whatwever it is you are promoting. The biggest lie in this business is finding the magic pitch.....there ain't one, so to get over the fear , is to embrace the fact that most....nearly all calls don't work out and relax knowing that eventually, someone in a large sample....will say yes.....we're paid to find that person....the kiss of death is beeing good at cold calling, but either crappy at following up...and even worse when conducting a face to face meeting or closing on the phone...because of focussing on dials and re-writing pitches all weekend....you're off to a strong start.......you'll be fine.have fun and keep us posted.All the Way

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Joined: 2011-10-26

If the activity is the most important thing, what is second? Managing the pipeline seems important, which goes together with following up. What is your process for that? Do you generally seem to have an average number of 'prospects' in the bucket to follow up with? What is your comfort zone with all this. Obviously the sale rarely happens on call one, so just wondering your approach after the first call. How often do you follow up with your top prospects?How quickly do you get to booking the meeting? One call? Two? Just wondering how quickly you aim to not waste time. You are right this is a business of doing. No money is paid for knowing it all.    

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Joined: 2011-10-30

Great point    

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Joined: 2011-06-27

bmp135 wrote:If the activity is the most important thing, what is second? Managing the pipeline seems important, which goes together with following up. What is your process for that? Do you generally seem to have an average number of 'prospects' in the bucket to follow up with? What is your comfort zone with all this. Obviously the sale rarely happens on call one, so just wondering your approach after the first call. How often do you follow up with your top prospects?How quickly do you get to booking the meeting? One call? Two? Just wondering how quickly you aim to not waste time. You are right this is a business of doing. No money is paid for knowing it all.     Managing your pipeline is every bit as important as cold calling - what does it matter if you have "5 prospects" from your 500 dials if you F up the follow up?  I classify my "leads":Call backs - people that request a call backLeads - want more info and give me emailProspects - have IMMEDIATE interest.Call backs get scheduled for requested time same day.  Leads hit an email drip list (after I send out an intro email SAME DAY).  Prospects get intro email and get a follow up call 3-5 days later or as requested. build a list of email address for drips.  1% become clients and its FREE mass advertising that takes you 15 minutes a month to manage.  If you add 150 emails a month to the drip then that means you get 1.5 clients a month for 15 minutes of time.  18 clients a year for less than a days work...WOrk hard, but work SMART first.  

All The Way's picture
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Joined: 2011-09-20

Quick update....been going at it hard....got 3 deals more done....total tally this year 1.9m. Taking more time than I thought with the proposals and all. pretty sharp guys  coming in (sorry Amber_M….)and had to really read up and sharpen my pencils........had a feeling 2 would come along...the third was a LongShot  (another longshot) and he came on-board....big upswing in confidence as I didn't think he would. He sent an email, saying that he wanted to pick up from where we left off.......we left off in  December.....Really been giving her hell.....tired, frustrated by my lack of consistency on the phone...got a big ZERO meetings for next week and ain't got the energy to do another cold call this week. been hiding under proposals and closings.....still happy with the numbers, just haven't got a clue how you all keep up the energy to hit the phones and handle all the paperwork, compliance meetings and all...plus family, kids, beer, do-nothing time...and still hit the phones.I have a new found admiration for anyone who is plugging away, chipping away......day-in and day-out. Anyways, still got 8.1M to nail down between now and June 22nd. won't be doing much prospecting this week, still got a few good one's on the go to finalize...2 meetings tomorrow. But....as of next week, with pretty much a clean diary......best to get back to finding new potential clients. Really enjoy this web site and all the ideas and comments gong back and forthy....think you are all great......really hope it's working the way you want it to....The truth is….I like this site….like reading about your efforts, the ideas, the disagreements, the Ciber fights and all. You know….building a business that generates 500K to us….ain’t easy. It’s really lonely at times…..but we will do it….at times…some of us are at each others throats….that’s Ok…..we are slugging away…..doing things that most people could never-ever do…so….just nomal that we get some financial credit and lifestyle for chipping away at the mountain…Anyways…..I still got 8.1M to do by June……aaarrggggg….but hey……I’ll get there….one call, one meeting at a time…R-I-N-G-   R-I-N-G.All The Way

Ulairi's picture
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Joined: 2011-11-17

Good job All the Way! I am hosting my first event this Saturday. I rented out the cinema and I'm doing a private showing of the new Lorax movie, going to have around 120 - 150 prospects/kids, so I'm hoping to close 5 accounts from this event. I'm now just figuring out how to call them after and transition from the movie to getting their business.

KingBobby's picture
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Joined: 2011-10-03

FADavo wrote:I classify my "leads":Call backs - people that request a call backLeads - want more info and give me emailProspects - have IMMEDIATE interest.Call backs get scheduled for requested time same day.  Leads hit an email drip list (after I send out an intro email SAME DAY).  Prospects get intro email and get a follow up call 3-5 days later or as requested. WOrk hard, but work SMART first.* You're waiting 3-5 days to followup on a prospect that has an 'IMMEDIATE' interest? * You're putting 'leads' that requested or agreed to accept more information into a drip list rather than following up 3-5 days later and attempt a close and/or appointment?   

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