Rock 'n' Roll Train - 1%
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I’m with All The Way on this one. I realize it might be unique in this aspect but I certainly don’t handle objections or use rebuttals. (on a prospecting call) It seems they wouldn’t be qualified for interest. To be a prospect or appointment (which is time consuming), they have to qualify for money AND interest. The ratio that’s most important to me is buying clients/contacts. Spend your time finding interested people (unless of course you’re extremely good or enjoy handling objections). But just don’t think it’s a requirement. Most new people think it is, and therefore quit. haha
The only objection I’ll handle is “I already have an FA” because it means they’re willing to pay for my service. since i have switched to pitching FI it’s a lot easier for me because a lot of it has to do with the product I’m offering and then once I have them as a client I can demonstrate my CPA/CFA skills and win their other business.
Hola Banditos,
How’s everyone doing? I’m on a bit of a roll. Got some good stuff in the pipeline and …so close….so close.
Anyways, not going to hit the 10M by Friday….BUT……if I keep going the way I am going……maybe mid August??? Wouldn’t be bad at all.
Should have some good numbers to post soon, been sticking to the 50 contacts a day, and as hard as it was months ago, just seems to get a bit easier.
Hats off to all of you with your efforts, hope you are all well, let’s have a productive summer and thank you for all the encouragement.
All The Way
Hey guys, I just found your site/ blog last week and I got pretty excited when I started reading these entrys and will be getting the cold calling campaign rolling as of today. ill be sure to update my weekly stats with yall. If your calling down in Floirda you know these retirees are gonna be sitting next to the phone with this tropical storm. Juice!
This week I have a short week for vacation but I’m going to get 200 dials in today and tomorrow.
Day 1
50 contacts
3 leads
0 appointments
all on muni used old beatup list that was in the bottom of drawer. Built updated one see how it works out tommarow
How are you building your lists?
50 contacts and 3 converts? Not so bad. How many dials?
I didnt keep track of the dials but it had to be around 300-350 Like I said it was an old list I bought from a list broker when i got started and it was not really good then and def not now. Im building lists through different country club member directorys that Ive aquired…i also did some research and found various lists of networking groups on the web that list the member names and contacts info. If your calling biz you can go to your local chamber of commerce website and bang out dials on small biz owners or use Manta.com to find the owner if the names arent listed…Going to hit 50 contacts a day and weed out my pipeline. For every call on my pipeline I will dial 3 cold calls to keep momentum. Lets hit our goals!
57 contacts
3 leads
Ran into a good 401K roll over opportunity that will be generated into an appointment after the 4th of july. Also did a small mailer on an estate planning seminar and got a couple call ins to supplement my cold calling. Im gonna keep banging away on the phones. juice
Really great thread guys. I’m new to the industry, working for a wire, and studying for my 7. So basically that means I spend 8 hours a day with my nose glued to a computer screen studying.……But reading these posts is really getting me fired up for calling and prospecting. Once I’m a few months into production, I’m sure I’ll miss the gold ol’ days of studying for the 7 & 66…… but as of right now, production can’t come fast enough…… but anyway, thanks AllTheWay, bond guy, KingBobby, Ulairi, Etc… this has been a positive, helpful, inspirational thread. KEEP IT UP!!! And keep those Calls Up!!!
P.s. multitude of periods was an ode to our host ATW……
Question fellas. Curious as to what typically are sending these prospects after the first contact and they say “send me some info” and let’s use pitching a muni bond?
What stuff are you mailing?
[quote=stealthall]Question fellas. Curious as to what typically are sending these prospects after the first contact and they say “send me some info” and let’s use pitching a muni bond?
What stuff are you mailing?[/quote]
We have a fixed income piece that I send them and I follow up two weeks later to see if they have any questions/ready to meet/ready to buy.
I dont send them anything unless they give me an email address. or if they are really old and dont have a computer) I like to try to win something on every call. I would send them the information on the bond plus your email should be set up so they can click on your website and check you out. This will make them more comftorable that your a real person with a real company. If you cant generate the appointment on the follow up call or sale then you can drip on them via email. I know a lot of guys on this site try to go for the kill after the first or second call but it takes me at least 6-7 contacts (mailings, email drips, seminar invites, or phone calls) sometimes to get them in and open up. By getting the email it would help you at least achieve an easy drip system.
[quote=stealthall]Question fellas. Curious as to what typically are sending these prospects after the first contact and they say “send me some info” and let’s use pitching a muni bond?
What stuff are you mailing?[/quote]
Well you don’t send over a dozen roses, send over a copy of the bond offer sheet with the details. I also sometimes send the description from munipoints. Then, if I’m feeling thoughtful, give them a courtesy call within 48 hours letting them know the bonds are going fast, they won’t last. This further emphasizes how outstanding the muni opportunity is that you presented to them and makes them realize they have to make a decision or they’re out. All accomplished by being thoughtful and reaching out. If they don’t buy however, they’re done until the next time their name is my list, with everyone else.
Keeping track of my progress. on last weekI hit 202 contacts with 8 leads ( a lil low contact to lead ratio but they are 8 solid ones)
this week my contacts have been low because of poor time management with office admin work and others.
Ive hit 124 contacts but have generated 10 leads and 1 appointment for 600K of opportunity assets. and some longer conversations on the phone which hurt the contact number.
i need to hit 76 more to hit my 200 week contact goal. whatever i cant hit today will come in on saturday and hit goals.
would love to know how everyone else is doing so I can guage and compete with yall. let me know.
Teeks19,
Your doing great activities…whoa…keep it up, and it will come back to you…2X…I’m transitioning out of my firm, will take a few weeks to get things sorted but will be sticking to the 50 contacts a day pretty soon. had a good run, got deals done but there are lay offs on the horizon and chose to get ahead of it…very happy with the change,very.
All The Way
Def. having a good response from Market linked Cds. i sold 50K of them yesterday. I open with the muni…instead of No/click/dial tone I counter and ask if they prefer CDs instead? and get in convo about our Market linked Cds. Im going to keep working with it becuase of such great conversations. and the fact i am having an easier time qualifying the lead bc it is 150K net worth/50K annual income to own one of them. Im able to tell if theyre a prospect much easier. Also much to my suprise people have not heard of these before and really read into the matieral i send them when I follow up. I will not count the production due to it was a previous idle client sitting in cash and not from my current cold calling campaign. good luck with the 50 contacts a day guys and i will keep posted how my results go from week to week
Def. having a good response from Market linked Cds. i sold 50K of them yesterday.
What’s the commish?
37$ a cd
Is it round lots of 1000 or something? That’s not too bad, especially if there’s somewhat attractive rates. What get prospects to jump on that but not the muni, safety/guarantees?