Simple changes that brought big returns

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Gaddock's picture
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Joined: 2007-02-23

A few simple changes dramatically increased the productivity of my cold calling.
 <?:namespace prefix = o ns = "urn:schemas-microsoft-com:office:office" />
1)      I now call people with the purpose of disqualifying THEM.
2)      I speak to them with courtesy and respect but at the same time as if they are subordinate to me.
3)      I make my voice loud and clear trying to make it as forceful as I can.
4)      I stand up while calling and look in a mirror and force myself to smile even if a fake smile. I built a little calling station in a back room to facilitate this.
5)      I set my daily goal. Then one of two things will happen … I will call until 8 PM or meet my goal and go home.
6)      The most common knee jerk objections are simply ignored and I proceed with the call.
7)      I give my manager my efforts and results (cold calling daily sheets) each Friday and asked him to keep me accountable as to effort and results that are no less.
 
The above I’m sure is simple and common knowledge to most. BUT these simple changes have made my recent calling beyond my wildest.
 
I’m now looking forward to making my calls, THANKS Joe for making me get my head around things.
 Hope this helps somebody out there.

troll's picture
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Joined: 2004-11-29

Gaddock wrote:
A few simple changes dramatically increased the productivity of my cold calling.
 <?:namespace prefix = o ns = "urn:schemas-microsoft-com:office:office" />
1)      I now call people with the purpose of disqualifying THEM.
2)      I speak to them with courtesy and respect but at the same time as if they are subordinate to me.
3)      I make my voice loud and clear trying to make it as forceful as I can.
4)      I stand up while calling and look in a mirror and force myself to smile even if a fake smile. I built a little calling station in a back room to facilitate this.
5)      I set my daily goal. Then one of two things will happen … I will call until 8 PM or meet my goal and go home.
6)      The most common knee jerk objections are simply ignored and I proceed with the call.
7)      I give my manager my efforts and results (cold calling daily sheets) each Friday and asked him to keep me accountable as to effort and results that are no less.

The above I’m sure is simple and common knowledge to most. BUT these simple changes have made my recent calling beyond my wildest.

I’m now looking forward to making my calls, THANKS Joe for making me get my head around things.

Hope this helps somebody out there.
What are you going to do with all the money you make from having this attitude? Good stuff.

doberman's picture
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Gaddock wrote:
 
5)      I set my daily goal. Then one of two things will happen … I will call until 8 PM or meet my goal and go home.

Only 8 PM!! Geesh, what a lightweight!
Really though, good stuff.
Proof positive that some people want what they can't have:
YOU: "Oh, I'm sorry you don't qualify for our minimum trade of $100,000."
PROSPECT: "Uhhh, wait, hold on....(murmuring in background). Oh, uh, yes, I'll take $125,000 on second thought.
*******************************
I understand that leaving work early is your reward for reaching your daily goal. However, don't you smell blood when you open a significant account? When I smell blood, I keep going...The adrenaline rush is great!
Good luck!

Gaddock's picture
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Bobby,
I’m not counting my chickens until they hatch and at this time it’s more about assets than commission. I’m shooting for $25 million in two years and $100 in five.
 <?:namespace prefix = o ns = "urn:schemas-microsoft-com:office:office" />
Doberman,
My goals are 50 **meaningful** conversations, 5 appointments set of $5k in gross. When I hit one and get a little extra time with my family that goal will then increase from that point on. Have not gone home early yet. But I will soon
 Thank you both for your comments

drewski803's picture
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Three questions:Do you buy lists?  Residential and business or just one of these?I've found that when I make the point to setup appointments, my time for calling dissipates, what do you do to counteract this?  If I don't make this point then I just end up qualifying people and never going for the throat.Thanks

bondo's picture
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Joined: 2007-04-15

Sounds like a great process.  Are you calling on a product or a general call to get an appointment?

troll's picture
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It was a rhetorical question.
 
Gaddock wrote:
Bobby,
I’m not counting my chickens until they hatch and at this time it’s more about assets than commission. I’m shooting for $25 million in two years and $100 in five.
 <?:namespace prefix = o ns = "urn:schemas-microsoft-com:office:office" />
Doberman,
My goals are 50 **meaningful** conversations, 5 appointments set of $5k in gross. When I hit one and get a little extra time with my family that goal will then increase from that point on. Have not gone home early yet. But I will soon
Thank you both for your comments

Gaddock's picture
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Joined: 2007-02-23

drewski803,
I have an annual subscription to everything Sales Genie and the polk e-reverse directory has to offer, so far most calls have been residential. As far as appointments to be completely frank and honest, half or more are no shows. I counteract this by spending zero time preparing for the a first appointment, a question and answer session, unless it’s what I believe to be a high net worth person.
 <?:namespace prefix = o ns = "urn:schemas-microsoft-com:office:office" />
Bondo,
Most of the time it’s the typical AGE general generic call unless they are a female with age (no pun) then I switch to a product call for a aaa muni, CD or some such.
 
 
Bobby,
I know…I thought an elaboration was in order and context for those in my newbie ranks.
 Thank you for you time and interest. Getting back to the first post, it’s all inside. All between the ears. Now that I truly have my mind where it needs to be I’m going to kick some serious arse.

pretzelhead's picture
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Joined: 2007-03-23

Nice job keep up the good work.  I am going to mirror your efforts.

Stonewall's picture
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Joined: 2007-08-06

I agree with your approach. I simply do not want to waste my time if they are not interested. I ask if I can mail some information. I put together a letter with some relevant information; therefore, I try to disqualify them because if they are on the fence about receiving my information it usually turns out that they are not interested when I call back. I make sure they are worthy of receiving my information. No one can tell me cold calling doesn't work. I have opened many good accounts through cold calling. If you want to be in this business you simply have to have the guts to talk to people you don't know.

troll's picture
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Stonewall wrote:
I make sure they are worthy of receiving my information.

Is that the same as being sponge worthy?

Chris Hansen's picture
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Gaddock wrote:
drewski803,
I have an annual subscription to everything Sales Genie and the polk e-reverse directory has to offer, so far most calls have been residential. As far as appointments to be completely frank and honest, half or more are no shows. I counteract this by spending zero time preparing for the a first appointment, a question and answer session, unless it’s what I believe to be a high net worth person.
 <?:namespace prefix = o ns = "urn:schemas-microsoft-com:office:office" /><?:NAMESPACE PREFIX = O />
Bondo,
Most of the time it’s the typical AGE general generic call unless they are a female with age (no pun) then I switch to a product call for a aaa muni, CD or some such.
Quote:
 
Two questions for you regarding this reply.
1. What is AGE general generic call? Does AGE mean age or is it an acronym for something?
 
2. When I was cold calling everyday I called mostly with product. Just to understand you correctly, unless it is someone as you mentioned such as an elderly woman, you are usually calling with the intentions of landing an appointment?
 
 

malcom's picture
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forgive me if this is stupid... but for what or How do you use the reverse directory, and what is the site address of polk?
 
thanks for the good posts
 
 

bornagainbankr's picture
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I am so glad I work for a bank.  I sit at my desk and people call me, email me poke their head in my door, get introduced to me etc.  Some of them may not be qualified but it sounds a heck of a lot better than acting like a meathead and working 15 hour days,

Baller's picture
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bornagainbankr wrote:I am so glad I work for a bank.  I sit at my desk and people call me, email me poke their head in my door, get introduced to me etc.  Some of them may not be qualified but it sounds a heck of a lot better than acting like a meathead and working 15 hour days,
Uh yeah. I work 6 hours a day and my income is about 300K.  You are a sh*theel.

troll's picture
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bornagainbankr wrote:I am so glad I work for a bank.  I sit at my desk and people call me, email me poke their head in my door, get introduced to me etc.  Some of them may not be qualified but it sounds a heck of a lot better than acting like a meathead and working 15 hour days,
If that's what you have to tell yourself to keep from commiting suicide, so be it. There's lots of people like you who have failed to thrive and can only perform at their highest level by being told what to do. Don't be ashamed.

Gaddock's picture
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Chris,
1 AGE is the symbol for AG Edwards, generic call is the call they teach you in training.
 
2 My first call is to get permission to send my card and make future calls but if its an elderly woman I tell her what our best CD rates are or the like to see if I can get her to talk. Subsequent calls are with a product that I think may be their hot button and to set an appointment
Malcom,
A reverse phone directory list people in order by number or by street address etc. Chances are you will see a big thick book in your office that is the POLK directory. Basically Sales Genie is Polk under another name utilizing the same functions plus a lot more.<?:namespace prefix = o ns = "urn:schemas-microsoft-com:office:office" />
Bornagainbankr
I could have worked at a bank. Better yet I had an offer from Allstate as an EFS. I want more than a job working for somebody else and simply brining home a paycheck. I want to build an empire that’s mine. Something I can pass to my children. Like most things in life you get what you pay for. Go ask Merrill how much they will pay you for your book.
I had a great week. I graduated from training at the end of July. So far in August I’ve written 19 tickets and have just over $6k in gross. My manager is a very happy man. I have $50k I'm waiting for from a annuity (index annuity bought 8 years ago from a ‘bank broker’ the “meathead” put the annuity into a IRA and made the beneficiary the estate even though the guy has been married for 40 years. I took it by agent of record as well as the other $300K plus from BAC) it is only paying 3%. They guy doesn’t care about the surrender charges. Even the thought of that annuity ticks him off. We have agreed to put the proceeds into a UIT blend. That will put my gross up over $7k. I’m hoping for $9.
I'm trying to get my call volume up and manage my time much better.
 

theironhorse's picture
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if you're happy sitting on your behind all day and limiting your income and payout, by all means, the bank is the way to go.  quite the entrepreneur you are.

Gaddock's picture
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My calls are 10 times what they were in April May and June. I get better every day. BUT I also have to say that the market tanking has helped in a big way. Cold calling during a raging Bull market was tough. I got the feeling most people didn’t even want to talk to their own Broker when they were getting double-digit returns. A couple more weeks of this crazy volatility on top and I feel I can get way ahead of things.Still having a 50% no show on the appointments. I’ll post my stats for the last two weeks once I’ve added them up.

doberman's picture
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Gaddock wrote:
My calls are 10 times what they were in April May and June. I get better every day. BUT I also have to say that the market tanking has helped in a big way. Cold calling during a raging Bull market was tough. I got the feeling most people didn’t even want to talk to their own Broker when they were getting double-digit returns. A couple more weeks of this crazy volatility on top and I feel I can get way ahead of things.
Still having a 50% no show on the appointments. I’ll post my stats for the last two weeks once I’ve added them up.
The market volatility of late, represents the best opportunity I've had to snag the accounts from brokers who sold on "high, steady returns". I love this market!

vbrainy's picture
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Gaddock wrote:
Chris,
1 AGE is the symbol for AG Edwards, generic call is the call they teach you in training.
 
2 My first call is to get permission to send my card and make future calls but if its an elderly woman I tell her what our best CD rates are or the like to see if I can get her to talk. Subsequent calls are with a product that I think may be their hot button and to set an appointment
Malcom,
A reverse phone directory list people in order by number or by street address etc. Chances are you will see a big thick book in your office that is the POLK directory. Basically Sales Genie is Polk under another name utilizing the same functions plus a lot more.<?:namespace prefix = o ns = "urn:schemas-microsoft-com:office:office" />
Bornagainbankr
I could have worked at a bank. Better yet I had an offer from Allstate as an EFS. I want more than a job working for somebody else and simply brining home a paycheck. I want to build an empire that’s mine. Something I can pass to my children. Like most things in life you get what you pay for. Go ask Merrill how much they will pay you for your book.
I had a great week. I graduated from training at the end of July. So far in August I’ve written 19 tickets and have just over $6k in gross. My manager is a very happy man. I have $50k I'm waiting for from a annuity (index annuity bought 8 years ago from a ‘bank broker’ the “meathead” put the annuity into a IRA and made the beneficiary the estate even though the guy has been married for 40 years. I took it by agent of record as well as the other $300K plus from BAC) it is only paying 3%. They guy doesn’t care about the surrender charges. Even the thought of that annuity ticks him off. We have agreed to put the proceeds into a UIT blend. That will put my gross up over $7k. I’m hoping for $9.
I'm trying to get my call volume up and manage my time much better.
 

Well, I applaud your desire.  Not sure how long you can last.  Seriously, you sound like many others who meant well, but burnt out.  I am telling you this just because i have seen it happen.
Do yourself a favor, build a fee based practice.  If you are taking all upfront comissions, you will have a good start, but fail in the long run.  A transactional book with all A shares is not worth very much.
Are you an asset allocator?  Good luck, but take a longer term perspective.

Gaddock's picture
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Hello Vbrainy,<?:namespace prefix = o ns = "urn:schemas-microsoft-com:office:office" />
 
I’m far more concerned about starving out than burning out. I have built two other small businesses. One a failure, one was successful and sold for a pretty penny. Both required the same amount of time and commitment to get off the ground. The salary I’m receiving leaves me on a burn rate. I could have got a bit more from the other firms I spoke with but not enough to make a difference in the long run. I went with AGE for local opportunities that existed in the branch I’m in and a 120-year-old firm with a stellar reputation. Fee based business and a partnership were part of the long-term business plan.
 
Enter the “merger” and all has been turned upside down. I have had to rethink my entire strategy to not find myself stuck in the mud with my pants down in the mid term future. WB has not made me feel warm & fuzzy tp present.
 
I’m thinking firms love fee-based business, as it’s much harder to ACAT than a transactional relationship. That would be another reason WB is hot and heavy on teams. You get involved with a team that has a fee-based book and the strings have turned into chains. The “it’s your book” shtick is nothing more than lip service IMHO.
 
That being said, my current train of thought is to build a transactional book heavily utilizing UIT’s where appropriate. If I can crank out six figures in TTM commissions in my first year I believe my options will be multiplied and offer a new set of options that currently don’t exist. The contracts I have seen for a new FC just out of training vs. one with a good solid year under his/her belt greatly differ.
 
I’m forced to make a change that is beyond my control (WB/AGE “merger”) so I’m thinking I’ll try to leverage the best possible options with this strategy.
 
Any thoughts on this would be appreciated.
 
Yes I believe in Asset Allocation. My personal preference would include strategic allocation models with a satellite that is as opportunistic as the clients risk aversion will allow.

blarmston's picture
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Yes I believe in Asset Allocation. My personal preference would include strategic allocation models with a satellite that is as opportunistic as the clients risk aversion will allow.
Just out of curiosity- I am 35 and come to you a 20 year timeframe, an aggressive investor, looking to put $250K to work from cash. Taking lets say 80% and investing in the usual Large Cap, small/mid, International, and a slight amount of fixed income... Where would you put the remaining 20%?
Just interested to see what tactical ideas you would recommend...

vbrainy's picture
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Blarm.  personally, I use Morningstar software and build a portfolio with globalization, mix between growth and value, then rebalance annually.  The morningstar software is very good and if you use good mutual funds you will do well by your clients.

vbrainy's picture
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Gaddock, the buyout probably does stink for you.  I think you are very wise seeing that teams can be chains.
And numbers DO talk.  High revenue floats alot of boats.  You still may well be at a good firm to build and stay. 
Noone can tell you how to feed yourself and your family.  Unlike others here, I assume you do the best for your clients.
As soon as you do hit your number, start wrapping EVERYTHING you can.  C shares, fee based, UITs whatever.
Good luck.  I think they got a good one in you.
IGNORE the idiots here on this forum.  Don't give away too much personal information on this forum or any forum.
 

now_indy's picture
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Gad,
You mentioned a 50% no show. I'm curious, do you call the prospect the day before to confim? Do you send an appt reminder in the mail? If you're not doing these, I would recommend, at least, confirming the appt the day before.

troll's picture
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doberman wrote:Gaddock wrote:
My calls are 10 times what they were in April May and June. I get better every day. BUT I also have to say that the market tanking has helped in a big way. Cold calling during a raging Bull market was tough. I got the feeling most people didn’t even want to talk to their own Broker when they were getting double-digit returns. A couple more weeks of this crazy volatility on top and I feel I can get way ahead of things.
Still having a 50% no show on the appointments. I’ll post my stats for the last two weeks once I’ve added them up.
The market volatility of late, represents the best opportunity I've had to snag the accounts from brokers who sold on "high, steady returns". I love this market!

Agree with that - and the best question to ask before you let them go, and after they say they are not interested, is "oh, by they way, just curious, what does your current advisor think about whats going on in the markets.?" Most of them dont know, because they havent heard from him or her.

troll's picture
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If you're busy calling other guy's clients trying to swing them your way, who is the other guy calling?
Your clients?

companyman's picture
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If you've been prepping your clients all along for an inevitable downturn it shouldn't take that long per client to chat and reassure them of their strategy, make changes if warranted and move on to the next.  Unless you are carrying thousands of clients all with different portfolio make ups.

doberman's picture
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pratoman wrote:doberman wrote:Gaddock wrote:
My calls are 10 times what they were in April May and June. I get better every day. BUT I also have to say that the market tanking has helped in a big way. Cold calling during a raging Bull market was tough. I got the feeling most people didn’t even want to talk to their own Broker when they were getting double-digit returns. A couple more weeks of this crazy volatility on top and I feel I can get way ahead of things.
Still having a 50% no show on the appointments. I’ll post my stats for the last two weeks once I’ve added them up.
The market volatility of late, represents the best opportunity I've had to snag the accounts from brokers who sold on "high, steady returns". I love this market!

Agree with that - and the best question to ask before you let them go, and after they say they are not interested, is "oh, by they way, just curious, what does your current advisor think about whats going on in the markets.?" Most of them dont know, because they havent heard from him or her.

The highlighted part is GOLD. Good come back!

troll's picture
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DAtoo wrote:
If you're busy calling other guy's clients trying to swing them your way, who is the other guy calling?
Your clients?

My clients. But I dont care, because every one of them heard from me in the last two weeks and they all KNOW what I think.

Gaddock's picture
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Blarm,<?:namespace prefix = o ns = "urn:schemas-microsoft-com:office:office" />
To answer the question with the information available would like a Dr. giving you a script from a phone call where you only tell him you are sick. That being said I might put $20K in a sector rotation strategy, keep the other $30 in cash and wait for a good opportunity (probably sooner than later given the nice correction). Would give a lot of thought to maybe buying some puts or a crutch trade for protection on any larger positions in the portfolio until things settle down.
Vbrainy,
Good stuff and 100% agreement on fee based asap. You wrote …”I assume you do the best for your clients” YES that is my first and foremost goal. As I gain clients and always do what I believe to do the right thing a payoff in spades will surely be the result.
Now_indy,
Yes I have started using measures to get the no shows in. Now I’m sending a letter with directions from their house to my office, calling the day before and telling them there is one little detail I forgot like a birthday to put the finishing touches on the HUGE AND GRANDIOS presentation, a little guilt can’t hurt for motivation.
DAToo,
You wrote …”If you're busy calling other guy's clients trying to swing them your way, who is the other guy calling?”Not mine LOL. All mine have from one way or another found themselves on the DNC list. Many good prospects seem to be on there now as well J

maybeeeeeeee's picture
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Some of the older clients like it when you help them register for the DNC list. 

troll's picture
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maybeeeeeeee wrote:Some of the older clients like it when you help them register for the DNC list. 
In all seriousness.  That is as clever an idea as I have ever heard in thirty-six years of hearing ideas.

blarmston's picture
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That is as clever an idea as I have ever heard in thirty-six years of hearing ideas.
Kind of like this idea?
"Hey, you made Charman's Council in only your 2nd year. Great job! Sorry your career flamed out because you blew up Grand Ma's muni portfolio... Hey!!! Want a job in the back office? Maybe, after slurping the nut off of every manager you have for the next 30 years, you can make it to within 7 people of actually saying hello to our CEO! What do you think?"
"UMMMMMM... That sounds fantastic!"
 

vbrainy's picture
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blarmston wrote:
That is as clever an idea as I have ever heard in thirty-six years of hearing ideas.
Kind of like this idea?
"Hey, you made Charman's Council in only your 2nd year. Great job! Sorry your career flamed out because you blew up Grand Ma's muni portfolio... Hey!!! Want a job in the back office? Maybe, after slurping the nut off of every manager you have for the next 30 years, you can make it to within 7 people of actually saying hello to our CEO! What do you think?"
"UMMMMMM... That sounds fantastic!"
 

Blarm, why all the hate lately?  You were a pretty consistent poster of good information.  What's up?

12345's picture
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Joined: 2006-12-04

Gaddock wrote:
A few simple changes dramatically increased the productivity of my cold calling.
 <?:namespace prefix = o ns = "urn:schemas-microsoft-com:office:office" />
1)      I now call people with the purpose of disqualifying THEM.
2)      I speak to them with courtesy and respect but at the same time as if they are subordinate to me.
3)      I make my voice loud and clear trying to make it as forceful as I can.
4)      I stand up while calling and look in a mirror and force myself to smile even if a fake smile. I built a little calling station in a back room to facilitate this.
5)      I set my daily goal. Then one of two things will happen … I will call until 8 PM or meet my goal and go home.
6)      The most common knee jerk objections are simply ignored and I proceed with the call.
7)      I give my manager my efforts and results (cold calling daily sheets) each Friday and asked him to keep me accountable as to effort and results that are no less.

The above I’m sure is simple and common knowledge to most. BUT these simple changes have made my recent calling beyond my wildest.

I’m now looking forward to making my calls, THANKS Joe for making me get my head around things.

Hope this helps somebody out there.
Hey Gaddock,
Thanks for posting. This is really one of the best threads on this site. As I approach my first days of production I really appreciate info like this. Thanks again.
-12345

blarmston's picture
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Blarm, why all the hate lately?  You were a pretty consistent poster of good information.  What's up?
Because I would like to punch the guy in the throat. But you're right, I must resist the urge to reply in a negative manner. There is no point in that... Thanks for checking me.

vbrainy's picture
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yikes.  A throat punch.  .hmmmmm
Not too many client calls for me.  Good deal.  Very happy I am not a stock picker.

blarmston's picture
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Yeah. They hurt just as much as a facial delivery, and you dont have to worry about breaking your hand on a cheekbone or jaw...

Gaddock's picture
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12345,
Trying to give where and when I can! Very happy you find value.
Blarm,
"A throat punch" When I used to work in a honkey tonk years ago that was a great punch. Even if you miss you hit solid ground.

Gaddock's picture
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Bummer about the above I always hurt win or loose ... sigh

troll's picture
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It was even hard to read that "throat punch" line.  Just reading it made me grab my throat.
Something about someone even saying "throat punch", let's you know the guys been in a few scaps in the past.

Dust Bunny's picture
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Guests wrote:
It was even hard to read that "throat punch" line.  Just reading it made me grab my throat.
Something about someone even saying "throat punch", let's you know the guys been in a few scaps in the past.

Or is a woman who had a self defense class and used to wait for the bus in some really crummy neighborhoods in San Francisco.   Throat punch, knee to groin and palm upward on the nose not necessarily in that order. 

troll's picture
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blarmston wrote:
Because I would like to punch the guy in the throat.

Poor Blarmston has all the symptons of a Napoleonic complex so I should suggest that he bring a stool to stand on.

Gaddock's picture
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Kind of a cruddy day. I decided to cull my database. All I can say is if somebody slipped through the cracks and you didn’t follow up with them its harder than a cold call. I’ve been ruling on the CC’s but these calls were harsh.
 <?:namespace prefix = o ns = "urn:schemas-microsoft-com:office:office" />
Lesson: ALWAYS call people back when they have invited you to do so.
 
When I feel that nasty little negative fear buzz going on, the callers can see it a mile away. I thought about not calling until it goes away but then thought it was CC aversion.
 
My motto; keep going forward.
 
Any thought about how to get pumped and get rid of that cruddy feeling? (if you know what I’m talking about)
 
The good thing about today is I was dreading making the rest of these calls but NOW ITS DONE. 
 Back on the horse baby!

Gaddock's picture
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Afterthought … organizational skills and a strong dose of time management are CRITICAL.

vbrainy's picture
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You know, just switch to another type of prospecting, but keep prospecting.  Do some business walking, go to a Chamber meeting, even do some direct mail.
but keep at it.  Hey you are being honest, cold calling is TOUGH.  And it hurts the most when the people you know turn you down.

Gaddock's picture
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Vbrainy, thanks for your thoughts.
 <?:namespace prefix = o ns = "urn:schemas-microsoft-com:office:office" />
I did a major overhaul on how I schedule my return calls to prevent the above. Now when I get a decent cold call I schedule four contacts into the future;


  1. Thank you note hand written the day of the call

  2. A mailer that advertises myself including my background

  3. An example of the work I do

  4. A follow-up call

I’ll schedule otherwise if the first call managed to get to the point they told me what they want etc.
 
EVERY single contact I make after the first four will have one of two results on the spot
     1. I reschedule another call on my calendar
     2. I send them to the bottom of the sea
 
I found a way to call back those that fell through the cracks without taking such a lashing. I call them and in a very laid back way tell them I haven’t called them back due to the trajectory of the market being unsustainable, consequently we were keeping our powder dry. It appears we were correct (this is a true statement) and then offering a risk assessment. All but one said no thank you in a ‘polite’ way. NOW they are all back in my drip system full force.
 
This has been a very important lesson for me. NEVER allow yourself to let gold dust fall through the cracks, if you do, much of it will turn to sand.
 Hope that helps

deekay's picture
Offline
Joined: 2007-05-15

Gaddock, this is the kind of activity that will make you very successful in this business.  Keep up the good work.

Fixdincome's picture
Offline
Joined: 2007-08-21

Sounded good until #7, were you always a big brown noser? Heres my call list mr branch manager

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