Rock 'n' Roll Train - 1%

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

Big week, good calls, really plugging away…..starting to get back to that “it’s all going to work out” feeling. I tell ya….it’s uphill, lots of crap….but it works. Did one deal and got 300K from a guy I’d met with and chose to go ahead. Brings me to 2.2M and still got 7.8M to do by June 22nd. I really don’t know…..got a decent amount of good one’s in the oven……if they go…great….if not..still able to pick up the phone to find more.  The crap I got to deal with in the office with some losers…..just taps a guys energy. I really don/t care……I really hate them….smug faces…..empty gas tanks, know it all, always got a angle on cold calling…yet…don’t do it……anyways   all that matters is to get that 10M done by end of June….seriously…..I’m tapped……tomorrow, hiding in paperwork and planning….Monday…..Monday….dropping a nasty hammer on cold’s and call backs….I’m going to 10m…..like it or not……the dials will carry me to the meetings…from there…..I’m fine……just more  dials…..All The Way 

Advisorgal's picture
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Joined: 2012-03-16

Just read this entire thread.... ATW you definitely give me some motivation to kick my butt into gear!  Been in the biz 9 yrs now and reading your posts just reinforces the activities I know but haven't been practicing enough.  Going to implement my own blitz to get a jump start and looking forward to reading about your progress.  You'll hit that bogey, no doubt!  Keep pounding those phones.  Good luck!

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

Advisorgal,Good for you......nothing like a bit of positive energy to get things going.....keep us posted......had a good week, and this week coming up. lots of calls to get more meetings...going to keep plugging away till end of June.......I'll make it...All The Way

BondGuy's picture
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Joined: 2006-09-21

ATW, you get it. Keep pushing the rock uphill, if you do it right, once will be enough. I especially enjoy reading your posts as your mood moves up and down the scale. Like getting knocked down by a wave and popping right back up and going for it with the I will not be denied attitude. That is what it takes. Motivating!!! Good stuff!!!!!

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

You know what Bond Guy…..you’re the real thing. Read a few of your post…..some guys giving it large at you…… about how cold calling don’t work…bla,bla…….work the golf, charity circuit and there you are….still sticking to your beliefs.  On top of the fact, you take the time to check in with the rookies who are out there day in and day out fielding the boomerangs and building a profitable business on the phone. Really…hat’s off to you mate and thanks for taking the time to always, post something encouraging and positive……if only…there were more influences similar to yours not only in forum, but in general. It’s hell building on the phone…not actually doing the phone calls, it’s that waste of energy building up to getting going. Anyways…….not complaining, off to a decent start…..but truth is…looking at the gap to fill between now and June…..puta madre……que mierda……….I keep hearing that old song from who knows who….”Baby….you’re out of time”.  So I guess I battle my demons and stick to the plan. All The Way

BigRedFan's picture
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Joined: 2011-12-05

Keep rocking it all the way. You and me we are gonna make it. I started cold calling church directories today without using the dnc and my contact ratio went up a million times and people were friendly too. Just gotta keep finding new people to call. That's half the battle

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

Well...punching 'em tickets pretty good. Got 650 more in the book, brings it to 2.85M......got a good ride going......will be hammering hard next week, pipeline is strong, working on converting,,,,should be a great couple of months.....All The Way

Itainteasy's picture
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Joined: 2011-10-30

ATW,

It's crazy how things develop. I had a solid week numbers wise. Never made less than 300 calls, conducted 4 prospect discovery meetings with the typical "oh-that sounds great" attitude from the clients but by Friday I'd only brought in one account this week and it was sub par. So I say to myself, those weeks happen. Move on.... Haha, then I left the office last night and met up with a client for drinks and just so happened to walk into a colleague of her's who was having a retirement party. Long story short, my client ends up selling my services to her friend, she pulls out her I phone, and schedules an appointment to come in with an 800k rollover that next Monday! Gotta love how the golfing gods somehow have conversations with the net new gods. No matter the activity, do your job and leave your heart at home. It's just business :).

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

Itainteasy,Great story, just goes to show, activities bring results...keep it up, well done. Here, got 40 + contacts done today, well worth it and going home happy with a good day under the belt.....back at it in the morning.All The Way

Itainteasy's picture
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Joined: 2011-10-30

ACAT signed, goals mapped out and had time to hit 300 calls.  Gotta love those lay-downs.  Bring tommorrow ATW!  

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

Aaarrrggg...what a week......really want a break. Had a superb day on the phone, got some meetings from the pipeline....going back from cold calls done in November..... The November Nostalgia Files...so what...still good stuff. I can't express how much i'm aching to get this done....really chomping at the bit.....no hold barrels......hammering away.....will post more often as final stetch in closing in.....going to 10m......missing just over 7m...and 3 months to go.......puta madre.......ya guey....this is it!!! You gotta love this job...just found out...my mentor does 1M +.....after splitting with the firm.........keeps me fired up...he did it all ... by cold call......1M+ to him and his family....annuitized.....says to keep at it....I keep at it.All The Way

Ulairi's picture
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Joined: 2011-11-17

All The Way, Do you try to close on the phone or just get the meeting? I haven't had any luck closing anything on the phone and sometimes if I try to close on the phone it kind of kills my ability to get the meeting.  I'm avg 150 - 200 calls a day and 2-3 meetings each day. Kind of sucks when people don't show up.

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

Ulairi,Those are great numbers, that's 8-10 meetings booked a week, sounds like you got it figured out....the rest will come. I don't sell on the phone, only book meetings. I have very few no-shows and hope to have the consistency you have in booking meetings, well done...keep at it.All The Way

Itainteasy's picture
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Joined: 2011-10-30

Ulairi,The need to expand the pliability of your sales techniques is about one hundred times greater in this industry than others.  I understand the delima; product or appointment....  The true answer is:  whatever the hell you can get!  I used the word 'plyable' because that's just what you need.  Agility!  I always go for the phone close but I do it with the upmost ponderance of suttleness and tact.  I use trigger words to feel the client out, if he starts pulling back I keep him still and advert to his family and things he enjoys.  When I've got him where I want him, I go in for the close again.  The name of the job is Gross.  Whether its a 600 FI ticket today or 10k in a managed account that took 6 months to close, search for it like your life depends on it.  Not the smartest guy in this biz but I'd say it kind of does.   We're not selling to aliens.  Clients, both ideal and the opposite, are just human consumers.  The true concern you have is not whether one or the other will yield greater results.  Subconsciously you're really pondering which one has the greatest potential to dampen the fear you have with prospecting and rejection.  Agility is the key my fellow colleague!Think of a heavy weight boxer.  The boxer would love to load up on his back foot and give everything he has in one punch.  A reall Ali KO hook.  However, most professionals know that if they miss, an entire side of their body will be exposed and vulnerable.  A real death wish at its finest.  Instead, Ali used to walk his opponents down round after round until he found the opportunity.....  Then he would knock the hell out of them with his strongest effort.  Ha, he'd hit them so hard he'd have to say his first and last name after.Thats what it takes Ulairi.  An acute sense of awareness, tactical positioning and then....  A strong close.  When you can accomplish that you can call yourself a pro.  Until then you'll be spending your wheels woundering if you should hit your opponent hard or softly.  Ha!  In reflection, it sounds stupid as all hell!  You're in a fight and you're wondering how you should hit someone that's trying to conquer your soul.   Haha.  Just freaking hit e'm!

Ulairi's picture
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Joined: 2011-11-17

Thanks for the advice. This is the first sales job I've ever had so a lot of these things are very new to me and my CPA background really doesn't help me or matter (at least right now) when I'm trying to get to 10 million assets in my first year of production.

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

Ulairi,You've got a great attitude.....go for the 10.0M in the first year....stick to your activities and keep us posted on progress.....I love it.....go big!!!i'v got a good pipeline and meetings on the go, going to get my 10M rapped up before end June....been plugging away and just keep doing what's got to be done.......All The Way

TheMachine's picture
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Joined: 2011-06-30

Great job. Keep it up. It is possible to succeed by working hard and working smart.

Ulairi's picture
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Joined: 2011-11-17

The hardest part for me has been getting the pipeline up and running. I'm young and I don't have years of professional experience so I'm having to build the pipeline from scratch. Also, at my firm we have to open $250,000+ accounts to get paid. I'm going to try to start calling on individual muni bonds and see if that helps get more action.  I'm at 1.25 MM right now and I start LOS 1 next month.

BondGuy's picture
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Joined: 2006-09-21

Ulairi wrote:The hardest part for me has been getting the pipeline up and running. I'm young and I don't have years of professional experience so I'm having to build the pipeline from scratch. Also, at my firm we have to open $250,000+ accounts to get paid. I'm going to try to start calling on individual muni bonds and see if that helps get more action.  I'm at 1.25 MM right now and I start LOS 1 next month. The hardest part is starting. Not only is the pipeline empty you have to figure out how to fill it, and what to fill it with. Once you've figured out the what and the how it will take three or four months to fill the pipeline to the point that it reliably produces accounts. Which neatly explains why, once you've got it filled , you don't stop prospecting. Who wants to push that rock uphill again?As for your minimum acct size, no problem. Just make sure your target prospects have the dough to make that work. If you target those folks with the ability to invest at that level or higher you will have no problem getting to your goal.

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

AAArrgggg, what a ride.....ok....should have posted more often...but didn't...been going full out, lots of calls, meetings, ....and for for some strange reason, had 2 no-shows since I posted that I don't get many no shows......strange.....anyway......got 2 more done, brings in 750K, so tally so far is 2.95M.......What can I say......it's a lot slower than I wish...mainly because of lack of consistency on the phone, some days, on....others day...not........and Zap....there goes another week......getting sick of turning the calendar pages and realizing how fast a month goes by......I'm really up againts the wall....so........will do my best.....have fun.....and commit to 50 contacts a day, for 4 days next week, regardless of meetings, stuff, and whatever........cold calling works....just need to stop mucking around.....still off by over7M....and 2 months to go....granted got a good pipeline and meetings ,but.............tick-tock......keeps going. .......back on the phone i the morning.........I do enjoy though....not moaning too much....just get a bit desperate..........Get really fed up of hearing left and right of how cold calling does not work, heard it again this week in my office.......I'm going to beat them on AUM........from cold calls.........chinga tu madre gueys!!!!All The Way

Hacksaw's picture
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Joined: 2010-03-27

All the way - I have two questions:
What part of the country are you in?
Why are 90% of your posts typed like a twitter feed? :-)

Mase's picture
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Joined: 2012-03-02

Ok I have a question for whomever wants to answer I have been in training for about a month now and will begin to produce within the next month or so.. I live in a small city about 300k residents, do you think its possible to bring in 4-6m my first year? I am a big believer in cold calling and want to kill the phone, I want to tap residentials as well I dont think theres many business owners in this area but i could be wrong. Any suggestions from any ofyou would be greatly appreciated! ps sorry for high jacking

Ulairi's picture
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Joined: 2011-11-17

Mase wrote:Ok I have a question for whomever wants to answer I have been in training for about a month now and will begin to produce within the next month or so.. I live in a small city about 300k residents, do you think its possible to bring in 4-6m my first year? I am a big believer in cold calling and want to kill the phone, I want to tap residentials as well I dont think theres many business owners in this area but i could be wrong. Any suggestions from any ofyou would be greatly appreciated! ps sorry for high jacking don't just prospect in your city but try for your whole state. i even picked a couple other states that my wife and i like to travel to or may want tto move to (I'm in my mid 20's) and prospect there as well. the harder thing going out of state is that you're not there to open accounts in person but it's good for me because it helps me learn how to open accounts over the phone, which is harde.r

Mase's picture
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Joined: 2012-03-02

Thanks Ulairi Thats exactly what I was considering, didnt know if it were possible, I am going to prospect in at least two of the biggest cities in my state. Opening over the phone does sound pretty hard I may have to work my way up to that...im also in my mid 20's... what kind of aum goals do you set for yourself...other than the minis at your firm

Ulairi's picture
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Joined: 2011-11-17

I want to do 10 MM in fee based my first 12 months of production.

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

HacksawFunny comment about the Twitter....I type like I think....kind of slow and get off track, so when I get off track….hit the dots… and.....oh yeah.....there I was….and off I go again….  Had a good day, did 280K so getting there. Really a bit pisesd with someone in the office, starting to get to me.....and ...it's a good thing. I’m more determined than ever to get these assets by cold calling. I don't go around farting what's signed so I suspect he thinks it ani't working.....either way.......still happy with the results, could have been faster had I done more...so more effort on the plate.Anyways. up to 3.2M and  something…..Been putting names together to call over the next few weeks, starting to scrape the barrel and need to bring in new names, helps the ratios.Ulari is a true animal, going for 10M in the 1st year.....someone give the kid a medal, and now with Mase getting fired up...should be a great summer with some good posts. Keep it up guys. Always enjoy reading anything posted by BigRed, KingBobby, FadAvo, Itainteasy and Bond guy…to name a few……..said it before, I say it again, lonely out there on the phone, so logging on and catching up on what you guys are up to is part of my daily routine, we’re all out there rowing….row,  row, row.All The Way

Itainteasy's picture
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Joined: 2011-10-30

Hear, hear.

BigRedFan's picture
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Joined: 2011-12-05

Keep rocking atw. It's a long road but success will taste so sweet when we are finally there

Mr. Sweaters's picture
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Joined: 2012-04-14

Good read ATW, starting my training in August.  Will definitely have contributions to this thread.

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

Mr. Swaeters,Go get them .....keep us posted as you are moving forward.AAArrrggggg...........what can I say.....dud of a week, did good with the meetings booked but......AAArrrgggggg that's where I'm at. Anyways, hammering the  plan......loading fresh new names to call next week...still very much in the running.....full speed ahead.....got some very good on'es on the go...just.....frustrated, tick-tock....but hey......I'll make it.how's everyone else doing out there?Good weekend to allAll The Way

Ulairi's picture
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Joined: 2011-11-17

This week was a bad week for me.  I have season tickets to our local ball team and we had a game every day this week. I did take a prospective client to two of the games and I woke up today feeling really under the weather. I'l lbe back on in Monday with the dials and meeting setting.   

stealthall's picture
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Joined: 2012-04-19

hey man, check your pm's....

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

Quick update, stuck around 3.2M....got 8 weks to go, said i'd get 10M by June 22nd....soooooo, as soon as I polish opff the Six-pack and watch a movie with my wife......off to bed, up early, quick run...in the office early, on the phones and see what happens...had a lot of fun, glad to have made the calls, wish i had more AUM, but...hey...still time to turn a couple of good one's around. probably will post daily as there's only a few weeks left......Best of sucewss to all the cold callers out there.....Kinda miss LongShot's post but there's a new sherrif in tow...Murdoc,,,, anyone who refers to The Jusge is off to a good start......worth following. Anyways.......as for me...I've re arranged my schedule and cleared a lot of time for calls and meetings for this blitz, went in on Saturday and Sunday at 7am to get lists ready and clear wreakage to give me a clear line of sight......this is it.All The Way

Ulairi's picture
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Joined: 2011-11-17

All The Way - How many months have you been in production?

TheMachine's picture
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Joined: 2011-06-30

Keep it up ATW! You are keeping me motivated with these posts and I m running with you.

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

The Machine,Thanks to you, this is what this forum is about....keeping things going in the right direction.Hit the phones hard on Monday, got exactly 50 contacts done and one meeting booked, no leads, been getting low numbers on Mondays for some reason, don't care, got a 10am meetings this morning then back on the phones.Some good one's in the pipeline to move ahead also, but mainly the energy is in getting meetings with as many as posible....All The Way

Long the Call's picture
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Joined: 2012-05-01

All The Way,I'm a very big fan... your enthusiasm seeps through the computer!Keep the rest of us young cold callers updated and inspired.  We'll do the same.  Best of luck today on the phones.Best, LtC

Murdoc's picture
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Joined: 2012-04-22

The "new sherrif" may be a little early All the Way, but looking forward to contributing.  Good luck to Long the Call, if you ever want to bounce ideas back and forth let me know. It seems like incorporating the munis into the arsenal is good timing with these Bush Tax Cuts (lack of) being extended in election year.  Tax rates rising and Social Security seem to be decent talking points as you develop these relationships.  Just my two cents, but in my 4 months experience so far prospects seem to be asking about these.

Ulairi's picture
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Joined: 2011-11-17

yesterday I had 4 new prospects and of those 4 new prospects, two agreed to meetings for next week. That's based on 74 calls. Not bad at all!

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

Thnks Long The Call, nice to get good feedback.Been a good week on the farm, got 450K done, up to 3.65M. Been working a different schedule, arriving at my desk at 7am to get my reading and paperwork done, then on the phones. I'm keeping Mondays free of everything but the phone so as to get as many meetings posible booked. had a look at the posibles for this month and there's another 2.something that could make it over...so I'm going to keep on top of them, convert pipeline to meetings and and find new meetings and prospects from calls.Been a lot of good post lately and it's pretty encouraging reading comments from those who are sharing their experience. All The Way

Murdoc's picture
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Joined: 2012-04-22

Good to see you are approaching 5MM.  You talked about a new schedule....Any insights on how you are slotting in the call backs in addition to the 50/day?  Are you making new calls in the morning, then making call backs around lunch (intial interest prospects to ask for appointments).  Just curious on how you manage the pipeline to get those meetings, or if they say no how do you reclassify them? 

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

Murdoc,Thanks…those are great questions. I always start my calls with call backs, for the simple reason to make sure I get back to them soon enough to make sure they are good prospects. So basically I aim for +-30 minutes of call backs, then hit the cold calls. As for those that say no…well…no to what. If they have no interest, they are deleted. If it’s a timing thing, then they get re-scheduled. If good to go, then the meeting is booked. Really getting better at keeping the pipeline cleaner. I kind of have to force myself to start with call backs, for some reason, cold calling is easier for me, so I push to start with the tasks that give me a bit of trouble first, get it out the way and then move on to the easier one’s. Sounds odd….but….that’s the way I am. All The Way

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

Pretty happy about today. Because I booked 3 meetings straight there and then on the cold call. The last few weeks have been a bit discouraging when it comes to calling on Mondays. Two weeks ago, on a Monday...did 50 contacts and nada de nada. Last Monday, again 50 hits and 1 meeting. Today, had 3 booked by the 30th contact. Just goes to show, it all averages out.Anyways...got good files on the go, good meetings lined up and should get some decent numbers this month...more to come. All The Way

Mase's picture
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Joined: 2012-03-02

All The Way/Ulari/Murdoc.... are you calling all business or do you do any residentials?  When calling business whats your pitch to get through the gatekeeper?  Or do you even have that problem?  Logically it seems that the contact ratio for business would be lower than residential because of the GK, but what do i know!

spike101x's picture
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Joined: 2012-02-09

@all the wayWhat pitches are you using? You seem to be doing very well!

Murdoc's picture
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Joined: 2012-04-22

Mase, Calling both.  It seems like residentials are good from 10am-12pm.  After that, they are usually out and about till 5pm, in time for dinner.  That being said I'll call businesses from 8-10, then from 1-5pm.  Contact ratios are better for businesses for me.  Someone wrote before that they are getting a 1:7 ratio for businesses and 1:10 for residentials.  That has pretty much been the case for me.  For residentials I always pitch the wife if the husband is unavailable. Gatekeepers: If they ask what it is regarding, repeat your name and state Prospect is "familiar with our company".  Easier to drop this line if you are at a Major Wire.  If the Gatekeeper insists say, "It is regarding a personal financial matter, is so and so available?" Remeber you always have another number to dial on the list and only so much time and energy on a daily basis..simply move on.  If a gatekeeper wants to be a pain in the ass, who cares...next

stealthall's picture
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Joined: 2012-04-19

ALW - I have adopted your pitch (from when you posted it back in DEC/JAN...I have made a couple tweaks to fit my personality. I am no where near the dial and contact rate you guys keep up, I am lucky if I do 40 dials in a day...lots of reasons for this...Anyhow, I would be curious to see what your pitch looks like now after 4 more months of working your system. Would you mind posting the current version?Thanks!

Mr. Net New's picture
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Joined: 2010-04-30

Stealthall, 40 dials a day really doesn't meet the minimum of calling yourself a cold caller.  If you are not consistently hitting a minimum of 150 a day, why even do it?  The numers just aren't going to justify the pain.  Think of cold calling as trying to get a plane to take flight.  To get that hunk of metal in the air it takes a massive amount of energy and power for a prolonged amount of time.  Puttering down the runway making quick hits to the throttle is never going to get the plane to take flight.  You're simple wasting runway (time) and It just isn't going to work!  There is do and there's don't.  There is no try. 

njh_at_lfg's picture
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Joined: 2011-02-17

The whole it is a numbers game is BS fed to you by managers (once they hit your pipeline, yeah its a numbers game), it is all about who you are calling and when you are calling.  I have been cold calling into the same market for going on 5 years now.  I make 30 calls a day and talk to 30 qualified people.  It takes me just about two hours.When I was calling random businesses or households you might reach 30 people in 300 calls, efficiency is key.  Now if you are only gathering assets and do not offer planning or hourly fees my strategy would not be the best for you.There are a number of markets that I can think of where you can guarantee a contact ratio of of at least 50% thus not needed to waste hours on end "smiling and dialing".

stealthall's picture
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Joined: 2012-04-19

Mr. Net New - I do it because I enjoy it and target very high net worth people. I also manage a good size book and do not have a lot of time during the day. I am in the process of restructuring my week to allow me to dial 100+. I do about one seminar every other month and a couple other unique networking events every month. I added in cold calling a month ago and am still trying to figure out the best schedule. 

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