Well sure enough appointment was rescheduled this morning. Kind of a bitter sweet day when you get a check for 150k, are told another 60 will be in the mail, but the big fish reschedules. I must say he did not avoid my calls and was very cool about everything.

Back to the grind and cold calling. Interesting reading other threads on here about peoples expectations of new people falling out of the business. I see it in my own office with other trainees who have not brought in any new assets in the first 2 months of the year!

Was on a random cold call with a super old guy who due to it being lunch and me enjoying our conversation I talked to for about 15 minutes. He gave me a great line that applies to TRAINEES

“COASTING IS ALWAYS DOWNHILL”

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That’s a nice spam post above me but I digress. Just stared at the phone today and it stares back at me like an evil monster. That was for new calls, follow ups whatever. Somehow someway I need to get my focus back on working the phones. I know it is all part of it but man I need the motivation to get back in. Need that phone to stop weighing 100lbs. Need to keep pushing, keep gathering assets. Need to hit my 1 year goals by month 8.

What’s working for everyone else. Would love a pick me up right now

BRF, what you are going thru is normal. Though it is normal, unless you work thru it you are done. CC is about momentum. getting leads everyday to build up the prospect list. The hitters with most at bats get the most hits. Or, at least the opportunity to get a hit. You are prospecting for at bats. The opportunity to get a hit. Less calls equals less at bats equals less hits. Of course you know all this.

The phone weighs 100 pounds because everything is riding on too few calls and too few prospects. It's called fear of failure. You don't call, they don't say no, you don't fail. Except you do. And, in the worst way, without going balls to the wall.

The only answer is to blow the doors off. To get so many prospects that your life isn't riding on one yes or no. The guy you thought was a slam dunk is a no show.?Screw him, his loss, next!!!!  If your pipeline is full that strike out won't kill you for the day.

Recently I had a prospect blow me off on what was to be $10,000 day. I had done all the work and was ready. This was a done deal! Guy makes an excuse and that was that. That was about 10am. Now I've got two free hours. Hmm what to do?  I immediately went to work. Found some bonds I really liked and banged them out. I had 11k by 1pm, and 27k by the end of the day. Maybe I should get stood up everyday?

I know you can't do those numbers now. But if you work as hard as you can now, someday you will. Using the wayback machine, there was a day I was wishing someone would by 10 bonds from me. And, there were plenty of days that nobody did. The 100 pound phone isn't something new.

Thanks for the post bondguy and you definitely hit the nail on the head. I lost a lot of momentum the last month with the baby and everything.

What is everyone’s experience on dialing into another market. I have been considering calling San Diego for an hour a day

Been running up hill the past few days trying to make the contacts everyday. And I have made them but can not get a serious prospect to save my life. I need more meetings, need a more full pipeline. Really depressing seeing the pipeline empty and not be refilled.

Need a switch need to reach out drive meetings. Need to kill it

OK after my meltdown I regrouped myself and have gotten a handle on how to attack this next block of new assets i want to bring in. I am going to focus on pitching meetings on the first call. I am using something like a script that all the way was using but am specifically asking for accounts with at least 150k in retirement accounts (no reason for that number is just arbitrary) could adjust up to 200.

I will group people into two categories. The first being people that agree to a meeting the second is those that say I’d like to but not right now. That second group will be dripped on until appointment is scheduled.

Let’s see how this goes

Well been banging out at least 30 contacts a day(asking people my full opening pitch) and have been generating two solid leads per day to rebuild my pipeline.   I am fortunate that I am about 5 months ahead of my goals thanks to a couple big accounts I got from cold calling right away.

Still pitching bonds to generate interest and on the call back a week later suggesting a meeting to see how it fits into their portfolio(end goal managed money).  My goal is to bring in an additional 1.5mm in managed money by end of july.  If I can do that I will be on pace.

Ive had a come to jesus moment lately that I have to be more forceful in asking for the business and letting them tell me, whereas before I got to apprehensive.  Case in point today with a gentleman that has 1mm in an IRA and we have been talking for a couple months.  FInally today asked him point blank after some random bs talk "XXXX, what do I have to do take our relationship to the next level"  He finally gave me the answer that we need to meet with his wife, he is ready to go but she wnats to me first. Great lets schedule an appointment.  

Thats with everyone on call backs, pitching a bond ok Tom, how about we start with 20 bonds.  Or Would tuesday or THursday work better for you to come in and look at your portfolio.  

Bondguy, ALLTHEWAY do you have a list of questions that you have goto when talking to someone.  Sometimes I struggle coming up with the next logical step.  CAse in point someone says im interested in tax frees and then they mention their IRA.  well obviously boom fuck TF's lets get that IRA business.  But I dont know how to direct the convo to that point.

FInally today asked him point blank after some random bs talk “XXXX, what do I have to do take our relationship to the next level”

What? No wonder he mentioned he’s already married. You should’ve asked him if he wants to buy the bond today.

[quote=KingBobby][quote=BigRedFan]FInally today asked him point blank after some random bs talk "XXXX, what do I have to do take our relationship to the next level"[/quote]

What? No wonder he mentioned he’s already married. You should’ve asked him if he wants to buy the bond today.[/quote]

It was in regards to moving his whole 1mm portfolio otherwise I would have said buy the bond. This truly was about a relationship

so i didn't feel like reading all the posts so i apologize if you guys have already talked about it. but i am doing due dilligence on a good company to buy lists from. any suggestions?

[quote=KingBobby][quote=BigRedFan]FInally today asked him point blank after some random bs talk “XXXX, what do I have to do take our relationship to the next level”

What? No wonder he mentioned he’s already married. You should’ve asked him if he wants to buy the bond today.[/quote]

It was in regards to moving his whole 1mm portfolio otherwise I would have said buy the bond. This truly was about a relationship[/quote]

Nice. Is he not happy with his current IRA or something? Make sure to really narrow in on the problem. That’s awesome. Generated through an initial cold call? Biz or residential?

Generated from a cold calling, he is with the bank right now. His broker has 70 percent of his account in a target date fund. Easy to pick apart when I show him how to generate 45k in income a year

It was a call to home. Best part is his son in law has about 5-10mm with an independent here in town. You want to talk about future potential if I can knock it out of the park

What time are you calling residentials? I just purchased a list of 1,300 homes and I don't want to waste it. I've been doing businesses and having pretty good luck but I haven't moved to homes yet.

I call retired individuals age 65-72 during the day and at night I call people aged 50-65 from about 5-7:30

BigredFan…how has your cold calling been going lately? Ive just started seriouslly calling in the last few months and found it refreshing to hear I’ve been getting some of the same results as yourself.

Just wanted to post a quick update…Still chopping wood cold calling everyday. Summer was absoluetly brutal for me as I barely brought in any assets. It goes to show that you can not take any time off from prospecting.

End of year 1 is at Nov. I am looking to do about 80k production for my first year which all in all isnt too bad. Hoping to double that for year 2.

Current strategy is cold calling just to send them info, and then calling back 7-10 days later and pushing for appt.

Other guys in the office working relationships and networking are running up against the brick wall. I know I am just a dial or two away from my next account that is mad at their broker or has their $400,000 401k sitting at their old employer.

CHOP CHOP CHOP!!!

Oh and If I dont get an APPT by the second or third call they go back in the contact list for a call back in 3-4 months. NO more wasting time with people who just want someone to talk too

The first 4 to 6 months of year one was spent filling the pipeline. Now your pipeline is built. Or, should be. You should be at critical mass with new accts falling out the other end of that pipeline at a predictible rate. Depending on your biz model anywhere from 4 to 12 new accts per month. More importantly is the size of those accts. If they are of the 1mil variety one a month will keep the suits away. If they are of the 100k level, then more is way better than less.

If none of the above is happening because of a prospecting slow down don’t beat yourself up over it. Just move forward!! While it is no fun to repush the rock up hill at least now you know how to do it.

Sales is such a head game! You go thru a slump where nothing is working. You wonder where the magic went? The downturn in results makes you feel like a loser. Those feelings zap your energy for doing everything you need to be doing and should be doing. The loser syndrome becomes a self fulfilling prophesy. That is unless you recognize it and change it. Easier said than done! Many new FA’s have gotten caught in this trap.

The cure? Pick up the phone 300 times today. Take your pitch and miss prospects, you know, the one’s that have blown you off a dozen times? Call them and sell them something. Screw the appointment! Find a new issue Pref or MLP, something with a decent dividend, and pitch it! Open the account and now you’ve got something going for you! A seat at the table to get at the real money. Try it, it works! And it is the absolute cure for the loser’s syndrome.