Slow day, had paperwork and longer calls to make

Dials: 147

Contacts: 19

Prospects: 2, 1 with a 401k opportunity, 1 with a large lending opportunity.

I'm worried my muni script is too choppy. Once I get them talking I'm fine, but when I start out its just awkward. I also never say "how are you today", I feel they know this is a saleman, and he doesn't care how I am, and a sales defense goes up.

Peace be with you.

Dials: 124

Contacts: 17

Prospect: 1

Had a slow day, and half of it was meetings or conference calls in the afternoon. Really gotta get after it today and get minimum 300 calls in to go home happy. Anyone having any luck on changing scripts. I've been reading that annoying never cold call book that you see on EVERY google Adwords and Every cold call/prospecting search you try. Its actually not that bad, and I dloaded it on my phone so I can read it waiting for people to pick up. There is some decent advice in there, not sure if anyone has tried it, I am at a large wirehouse so I'm worried that alot of the suggestions won't work or will get me in trouble. Everyone have a great calling day, thanks for reading.

Trying to keep the How to make it... theme song in my head to keep dialing

Closed mouths, do not get fed on this boulevard

-Antoine "Ace Hood" McColister

Was hoping for some advice. Right now my calls are comprised of 20% muni/high dividends, and the other 80% I am calling for some senior advisors for a seminar we are doing. They are paying for the dinner at an upscale restaurant and it has to be Qualified investors for a dividend portfolio strategy

Unfortunately the pitch and restaurant have not had much response, I am trying to do it low-key to pre-select out the plate-lickers, but I'm getting nowhere. I have good lists, and they are business owners and high income. I am leading with

"Hello this is [me] from [wirehouse] here in [my city]... The reason for my call is that we are holding a dinner at [fancy restaurant] at the end of the month. A couple of our senior portfolio managers will be presenting some conservative strategies which have done well over the past [6,7,8] years against the market, as well as some pitfalls and tax savings strategies going into 2012. I am just wondering if this is something you might be interested in, as we get closer to the date..."

I realize its a lot, and finished with a closed-ended question (which may be my only problem) and I have switched some wording around as I call. But there really is only space for 10-12 people and they Have to be qualified.

Any advice would be greatly appreciated

Need some advice, maybe ATW, King Bobby, BG, dashover, etc...maybe even Amber_M.

I have been calling on muni's without much luck, but now a senior advisor and I are starting a campaign on dividend yield strategies. I will be mailing 25/day (firm limit) and dropping off 25/day (time limit), then calling with follow-up, my other calls will supplement until my list is big enough for 300 dials/day. I feel my delivery is weak, and I need to be more forceful.

Basically my follow-up is

"Hello Mr. Johns, this is [me] from [WH], here in town. I dropped off some information regarding a time-tested high quality strategy we have been using here with great success. I wanted to set up a time to come in and speak with our senior broker some more about it. Is Tuesday or Thursday better for you?" 

Thanks to anyone for your help

In cold calling quantity of calls is more important than quality...

Where else does that apply?

I would try :

Our Firm, based at Smith and Apple Streets ; Is Reaching out to the community...
and Based on Market conditions, We're mostly recommending Programs that are providing HEAVY cash flow...

In fact we have 8 ideas providing yields over 8% ... (See Closed ends,preferreds, yada,yada)

and what I'd like to do is have one of my partners (Our Branch's Cash Flow Portfolio Manager)
Give you a quick call in the next day or so to review some ideas? (No Pause)

What's a good time to call you in the next day or so?

By the way if you like some of these ideas ; They require a minimum of $50,000 or ?

If you like the ideas would that be a problem for you right now?

My 2c

Dash

p.s.  Ask " When you look at your portfolio and add it all up , Are you working with over $2,000,000 Mr Jones.If he says yes ... thats a nice lead , get 300 of those and you'll be ok... ( Don't be shy )
If he says no say ; About $1,000,000?
Try and narrow it down from too high...

Try to Gather lead potential assets of $1,000,000,000
   500 x $2,000,000   ( U can do it ! )

p.s.s  read my post on list building

p.s.s  Sales 101 ; Always end your sentence with a question, Does that make sense?
The person who asks the last question controls the conversation, Are we clear about that?

-----------

It's going to be tough to have them "come in"

Yeah......I think DahOver has it nailed....salvage the diner calls and call backs with the senior broker call back if that's Ok with you....and always qualify for areas of interest to them........and since this is your neck of the woods...do get out the car and drop in to introduce yourself, shake a hand and give  them a card or so.....makes a HUGE difference.

Remember.....when it comes to phone calls......stack the deck in your favour and do VOLUME.....

All The Way

[quote=parad0x01]

Need some advice, maybe ATW, King Bobby, BG, dashover, etc...maybe even Amber_M.

I have been calling on muni's without much luck, but now a senior advisor and I are starting a campaign on dividend yield strategies. I will be mailing 25/day (firm limit) and dropping off 25/day (time limit), then calling with follow-up, my other calls will supplement until my list is big enough for 300 dials/day. I feel my delivery is weak, and I need to be more forceful.

Basically my follow-up is

"Hello Mr. Johns, this is [me] from [WH], here in town. I dropped off some information regarding a time-tested high quality strategy we have been using here with great success. I wanted to set up a time to come in and speak with our senior broker some more about it. Is Tuesday or Thursday better for you?" 

Thanks to anyone for your help

[/quote]

First, what do you mean calling on muni's without much luck? Can you give an example your opening and maybe some #'s.. (basically I'll just want to know how many contacts on avg to get an acct) That'll reveal alot.

Next, your followup looks fairly good, if not real good. (As well as the advice given imo) My followup is more aggressive and direct then yours and I'll give you an example since it seems that's what you're wanting or considering to implement.

"I sent you information on a tax-free municipal (or I'll say it specifically) bond that pays the equivalent of X%. I wanted to get in touch because we’re down to only 500 left. Is this something that you want? If yes (with 500 left, would you like them all or a portion?)

If no, find out if its a component of the bond (maturity, yield, rating, state, type) and find out what works simply by asking. If no, and it's not a component of the bond, find out what they buy and repeat.

If no and it's timing, well you know what to do.

If no and it's another reason, try to persuade if you feel like it, but I almost always cut em loose and call them again in 6-8 weeks with something else when their name comes up on the lists, just like anyone else.   Just find the buyers.