Appointments

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voltmoie's picture
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Joined: 2008-11-05

Curious how you guys ask for the appointment during calls.  What do you say? What's your follow up if they say they are too busy or not right now?(and yes, I know - just ask!  Want to see what is working though)

Bigmoneyhoney's picture
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Joined: 2008-12-14

I've set an average of 8 appts per week this year, and my way is basically to ask them if they feel their family is protected for all their financial goals if they passed away, then if they say no I'll be like "If I could show you a way to make sure your family can reach their goals if you passed away, would that be something you would be interested in?"  If investments are what they want to talk about I'll say "If I could show you a way to better diversify your portfolio by reducing your risk and increasing your returns, would that be something you would be interested in?"  If they say yes then I ask if they want to come in for a meeting.  It's been working very well so far.

Ron 14's picture
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Joined: 2008-07-10

Dont ask for the appointment, ask them what time they are coming in for the appointment... Mr. Johnson, I know we have had some discussions in the past and I have a few ideas that I think would benefit you, I am open on Tuesday morning or Thursday afternoon, which works better for you ?

buyandhold's picture
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Joined: 2008-09-23

Ron 14 wrote:Dont ask for the appointment, ask them what time they are coming in for the appointment... Mr. Johnson, I know we have had some discussions in the past and I have a few ideas that I think would benefit you, I am open on Tuesday morning or Thursday afternoon, which works better for you ?That's a good approach.

young_gun's picture
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Joined: 2006-08-21

Mr. Jones, what I do for clients is help them with X and X in order to make sure that they are in line with their long term goals, would that be worth about 30min of your time to talk about over a cup of coffee? 

young_gun's picture
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Joined: 2006-08-21

I'm curious, anyone else pitch appointments regularly?  If you do and have had some success, can you share your approach? 
 
I think this is good exercise for anyone cold calling or calling within their network.  How else would you get them in the door.

deekay's picture
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Joined: 2007-05-15

I am not willing to share my approach other than to say I work with business owners to help them increase profits.  I then ask (language is key here) "Mr./Mrs. Business Owner, would you be opposed to inviting me in for twenty minutes to show you the kind of work I do?"
 
Note I didn't say 'appointment', nor did I ask to come in.  I asked them if they would be opposed to inviting me in.  Much softer, much different from what they're used to, and it works very very well.

irish_sd's picture
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Joined: 2008-11-05

Client: "Blah, blah, blah, market, etc"
Advisor,"Wow, it sounds like we have a lot to talk about. Do you have a calendar nearby?"
client:"yes"

Advisor:"great, let's schedule a time on either Tuesday or Thursday to meet."

client:"Oh, I'm busy this week"
Advisor"I see, well since you have your calendar out, let's schedule something for next week"

The "do you have a calendar nearby" question has helped me set a ton of appointments. 

theironhorse's picture
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Joined: 2007-03-03

business owners here as well.  i simply ask for 15 minutes to show them what i do and how i am different than the others.  working so far.

Takingnames's picture
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Joined: 2007-11-09

With the warmer weather here, I don't ask to meet for a cup of coffee, instead, I offer to buy an ice cream at a well known local ice cream spot. No one ever refuses and a few attorneys have told me they are now doing it.

InvestorTester's picture
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Joined: 2009-04-25

Takingnames wrote:With the warmer weather here, I don't ask to meet for a cup of coffee, instead, I offer to buy an ice cream at a well known local ice cream spot. No one ever refuses and a few attorneys have told me they are now doing it.
VERY smart - especially considering many people may have a coffee in hand anyway.I'm sure some mid day ice cream after a stressful week would appeal to a lot of people...

Ron 14's picture
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Joined: 2008-07-10

InvestorTester wrote: Takingnames wrote:With the warmer weather here, I don't ask to meet for a cup of coffee, instead, I offer to buy an ice cream at a well known local ice cream spot. No one ever refuses and a few attorneys have told me they are now doing it.
VERY smart - especially considering many people may have a coffee in hand anyway.I'm sure some mid day ice cream after a stressful week would appeal to a lot of people...
 
If some advisor asked me out for ice cream I would have two opinions about him. 1. He is a complete homosexual and 2. He is an unprofessional homosexual

Takingnames's picture
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Joined: 2007-11-09

and Maybe she's not.
Kicking and Taking

InvestorTester's picture
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Joined: 2009-04-25

I just want ice cream.

buyandhold's picture
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Joined: 2008-09-23

Ron 14 wrote:
 
If some advisor asked me out for ice cream I would have two opinions about him. 1. He is a complete homosexual and 2. He is an unprofessional homosexualLOL. I guess I would reserve judgment until he ordered pink spimoni on a sprinkle cone.

Ron 14's picture
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Joined: 2008-07-10

And then asked for a bite of yours !

Still@jones's picture
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Joined: 2009-03-22

It would be funny if you only ordered one large banana split!

B24's picture
B24
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Joined: 2008-07-08

Ron 14 wrote:InvestorTester wrote: Takingnames wrote:With the warmer weather here, I don't ask to meet for a cup of coffee, instead, I offer to buy an ice cream at a well known local ice cream spot. No one ever refuses and a few attorneys have told me they are now doing it.
VERY smart - especially considering many people may have a coffee in hand anyway.I'm sure some mid day ice cream after a stressful week would appeal to a lot of people...
 
If some advisor asked me out for ice cream I would have two opinions about him. 1. He is a complete homosexual and 2. He is an unprofessional homosexual
 
Unless it was Miss Jones.

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