When that happened, I just asked

"Well, when would be a good time to call back and speak with them?"

If they actually are telling the truth, they would often tell me when to call back.  If it was just an objection to get me off the phone, they would usually hang up.  Surprisingly, quite a few people would tell me when to call back and I actually spoke to the decision maker most times on the call backs.

[quote=anonymous]

My husband is the one that handles the finances...

This is probably the one objection that I wouldn't try to overcome.  The one common characteristic that I want with all of my meetings is that I want to meet with the decision maker.

[quote=DAtoo]

Handle this one:

"My son is my financial advisor.  Thanks for calling and good luck to you."

[/quote]

Mr. DAtoo it's admirable that you want to help your son by giving him your business, are you aware of the financial disadvantage of your relationship?

The securities industries has special rules for financial advisors and their families. For example, as a family member you are excluded from the new issue market. Also, you are subject to the first in, first out rule, which essentially says you can't be either. Your son must get all his other clients in and out first. This can really hurt you.

I don't blame you for dealing with your son, you trust him, and you know he'll do his best for you, but because of the limits placed on him by the rules it's really not the smartest way to manage your money. I think you already know that. Why don't we meet, let's see if there is a way I can add value to what you are trying to accomplish. What's better for you, days or evenings?

[quote=BondGuy]

The securities industries has special rules for financial advisors and their families. For example, as a family member you are excluded from the new issue market. Also, you are subject to the first in, first out rule, which essentially says you can't be either. Your son must get all his other clients in and out first. This can really hurt you.

[/quote]

You might want to brush up on that--assuming that my son is not living at home.

Additionally you might want to brush up on the rules regarding you selling me a hot issue knowing that my son is registered.

[quote=DAtoo]

[quote=BondGuy]

The securities industries has special rules for financial advisors and their families. For example, as a family member you are excluded from the new issue market. Also, you are subject to the first in, first out rule, which essentially says you can't be either. Your son must get all his other clients in and out first. This can really hurt you.

[/quote]

You might want to brush up on that--assuming that my son is not living at home.

Additionally you might want to brush up on the rules regarding you selling me a hot issue knowing that my son is registered.

[/quote]

Immediately your mind is in the gutter known as hot issues. I didn't say anything about hot issues. It's any new issue, bond, PFD etc.

And yes, while there might be some fine point within the rules framework to help out a close family relationship, family accounts operate with restrictions that non-family accounts don't. That puts them at a disadvantage.

The thread is prospecting objections.

You raised an objection.

My point was to answer your objection by raising a question in your mind and then go for the appointment. I did that. That's my job.

Very few of the prospects I call are retired sec ind execs.

With family, it's a low probability shot to get in the door. I'll give it one try and then dispatch the disadvantaged investor into the electronic haze with a Thankyouverymuch( for not wasting my time). On to the next call.

[quote=Ferris Bueller][quote=DAtoo]

Handle this one:

"My son is my financial advisor.  Thanks for calling and good luck to you."

[/quote]

If your son was a gynecologist would you use him too?

[/quote]

Best quote ever.

[quote=DAtoo]

[quote=BondGuy]

The securities industries has special rules for financial advisors and their families. For example, as a family member you are excluded from the new issue market. Also, you are subject to the first in, first out rule, which essentially says you can't be either. Your son must get all his other clients in and out first. This can really hurt you.

[/quote]

You might want to brush up on that--assuming that my son is not living at home.

Additionally you might want to brush up on the rules regarding you selling me a hot issue knowing that my son is registered.

[/quote]

I assume that your son is chained to the floor in your crawl space with a feather duster sticking out of his butt.

[quote=Bobby Hull][quote=DAtoo]

Handle this one:

"My son is my financial advisor.  Thanks for calling and good luck to you."

[/quote]

WOW! your son has his own practice? he's a chip off the old block. I'll bet he's a specialist ... <?:namespace prefix = o ns = "urn:schemas-microsoft-com:office:office" />

what's the best investment you ever made? ...

Bla bla bla

That’s exiting!

Mr. prospect I'll send you my card, I can’t tell you what a pleasure it’s been, and you know what? nobody has a monopoly on good ideas, next time I see something outstanding I'll let you both know about it. Thanks for your time and have a great night ... oh yeah just so you know, even though your son is a specialist, anything WE EVER SPEAK OF is absolutely 110% confidential.

I'll look forward to meeting over coffee or some such.

Have a great night & give your son my compliments.

Then I follow up with the wonders of a TOD account and how it’s a will substitute and will (no pun intended) bypass probate with absolute PRIVACY.

Nobody knows nothin, see? (sounding like a dude from the 1930’s)

Can you hear the reel? ZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZ ZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZ ZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZ ZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZZzzz

GAF!!!!!

I’m actually having fun with this stuff. Lucky for my clients / prospects I’m a man of integrity.

Give me all the ideas you want, I’ll thank you and execute the idea with my son.

[quote=DAtoo]Give me all the ideas you want, I'll thank you and execute the idea with my son.[/quote]

Invest heavily in Countrywide and other mortgage companies...I'd say about 90% of your investable assets.  Take that to your son...he may want to get in on that as well.

[quote=DAtoo]Give me all the ideas you want, I'll thank you and execute the idea with my son.[/quote]

Why don't you execute your son? That way there's no chance that he'll ever procecute you for the countless times that you raped him and wore his underwear on your head. You'll be home free.

[quote=Bobby Hull]

[quote=DAtoo]Give me all the ideas you want, I'll thank you and execute the idea with my son.[/quote]

Why don't you execute your son? That way there's no chance that he'll ever procecute you for the countless times that you raped him and wore his underwear on your head. You'll be home free.

[/quote]

 You crack me up Mr. Bobby.

[quote=DAtoo][quote=deekay][quote=DAtoo]

Handle this one:

"My son is my financial advisor.  Thanks for calling and good luck to you."

[/quote]

"Call me when your son is out of the business in 6 months."

[/quote]

Just another of the endless string of inane comments made by people who seem to take pride in their inability to contribute anything.

[/quote]

Lighten up, Francis.

Tell us, how did you handle this objection before your "promotion"?

[quote=snaggletooth]

[quote=DAtoo]Give me all the ideas you want, I'll thank you and execute the idea with my son.[/quote]

Invest heavily in Countrywide and other mortgage companies...I'd say about 90% of your investable assets.  Take that to your son...he may want to get in on that as well.

[/quote]

Actually that may not be a bad idea--but buy calls instead of the stock.

Bank of America has been interested in them for years, and now that they're "on sale" BofA may swoop down with an offer too good for the shareholders to turn down.

[quote=DAtoo][quote=snaggletooth]

[quote=DAtoo]Give me all the ideas you want, I'll thank you and execute the idea with my son.[/quote]

Invest heavily in Countrywide and other mortgage companies...I'd say about 90% of your investable assets.  Take that to your son...he may want to get in on that as well.

[/quote]

Actually that may not be a bad idea--but buy calls instead of the stock.

Bank of America has been interested in them for years, and now that they're "on sale" BofA may swoop down with an offer too good for the shareholders to turn down.

Why don't you execute your son? That way there's no chance that he'll ever procecute you for the countless times that you raped him and wore his underwear on your head. You'll be home free.

[quote=Gaddock]<?:namespace prefix = o ns = "urn:schemas-microsoft-com:office:office" />

what's the best investment you ever made? ...

Bla bla bla

That’s exiting!

[/quote]

Good stuff.  I think its an excellent open end question to provoke more conversation and it stays on course of the topic of investments instead of steering elsewhere.  Usually if you take that left turn it'll be hard to get back to the original purpose of the call and you end up hearing what it was like in the 1940's for a half an hour.

But also this question can help you fact find what the prospect likes and at the same time you can ask the inverse way as well..."what was the worse investment you've made?" (then you can find their bad experiences and hopefully come up with an alternative)

I usually try to say something provoking like,

"Mrs. Jones. I can only assume that you are retired right?  Yes?  Oh okay, great.  Well, Im sure that your investment objectives have changed since when you were working.  Usually investments evolve with people's lives.  So would it be safe to say that you position yourself in more conservative investments now like bonds? NO/Yes? Oh okay.  Well I specialize in _____, and that really fits into what your doing now. I'll be around your neck of the woods on ___ and on ____ what works best for you?"

You get the idea.  Does anyone have any good converstation starters to pull people into talking investments?

[quote=young_gun]

You get the idea.  Does anyone have any good converstation starters to pull people into talking investments?

[/quote]

"Are you an investor?"  I'm serious about that.  If someone says NO I surprisingly ask them if they have ever saved a dime for retirement.  That usually moves to conversation about stocks, funds, CDs, annuities.  I have talked to many people with 401ks and CDs that do not consider themselves investors.

I also like to ask people who tell me they currently have an advisor how they are going to tell that guy they are coming to work with me.  Nearly everyone laughs and I quickly find out if they will ever leave their current guy.

[quote=bondo][quote=young_gun]

You get the idea.  Does anyone have any good converstation starters to pull people into talking investments?

[/quote]

I also like to ask people who tell me they currently have an advisor how they are going to tell that guy they are coming to work with me.  Nearly everyone laughs and I quickly find out if they will ever leave their current guy.

[/quote]

I like that a lot...kind of reminds me of something Ari Gold would say in Entourage.  I don't see a point in beating around the bush, what's the worst they're going to say, "Eff off".