hahahhah ya mad FA's asking if I want to hang out and go out to dinner.  I know what they are up too.  Im not a dumb rookie. 

Monday

Dials                      257

Contacts                24

Prospects             2

Appts                      0

What a day....looks like I'm going to be calling an early night.  I feel like I been dragging all day today, like I'm hungover or something, maybe depressed who knows.  Anyways catch you guys later. 

hang in there bud.  I look for to you for inspiration.  Were gunna get through this together.  I have faith.  You now know 2 more people that you did not know this morning.  have a great night!!!

[quote=ricky32478]

im a newbie so I don't really have any say but I get the same results you get when calling from a list I brought.  Nobody picks up the phone and I spend all day dialing.  I found out when I get creative and make my own list I dial less and get more contacts.  Now granted It takes time throughout the day to find the numbers but it really works so far.  If you look at my journal you see the numbers I got in my first week cold calling.  I'm sure i suck on the phones too, because it is only my first week.  i'll give you an example of what I do to get leads. I find companies that are downsizing and ask to talk to the HR department (never works but I try everyday).  What works is to find SMALL COMPANIES that are down sizing and talk to the owner and tell him you want to drop by.  Buy two Pizzas and BS with him for a little and ask for contact info of people that might be interested in rollovers and say you only want individuals with 250,000 assets or more.  It works best with Blue collar works not executives.  I did that today and it worked great.  Westwood, PM me privately and we can share what works and what doesn't work.  I have some more ideas but I rather keep them private.

[/quote]

Ricky, whether this works or not, it's good stuff!!! This shows that you are thinking out of the box. Sooner or later that creativity will lead to success.

I knew of two guys who would sneak into large firms where the HR dept wouldn't give them the time of day. They would sneak in and post flyers advertising their custom retirement workshop at a nearby restaurant. Most infamously they posted flyers above the urinals in the mens room. Sweet! Hr finally called them and told them to knock it off. They said Ok, but they didn't listen. HR could only threaten them. Thus a million dollar plus money managment practice was born.

That story makes me smile

It seems like you could do that in any office building(I would think a company building would be hard to get in)...may have to try that

Ricky, without a doubt, you "got it". Never give up, keep firing, your strategy will work. Might be some dark days, but trust me, you're on the right path like many of us have not seen before.

Thank you so much. I was having a bad day but I am going to stick with it and keep motivated.  You guys Rock.  Lets do it Westwood we can show all these senior guys we got what it takes!!!!

[quote=ricky32478]

Thank you so much. I was having a bad day but I am going to stick with it and keep motivated.  You guys Rock.  Lets do it Westwood we can show all these senior guys we got what it takes!!!!

[/quote]

Lets do it!

I took sometime to step out of the office today, just to try and clear my head and get out of this funk that I've been in.  It worked and I am feeling a little more relaxed and confident, now back at it!

has anybody had any success with mailers?  is it a waste of time.  I wanted to switch it up today so I went reference USA and did a New Movers search with people who make more the 250+ per year and sent them out a brochure,letter,bio and busienss card.  Is this a waste of time? or just another way to prospect?

I heard mailing salesmen are starving salesmen thats why I am asking this questions.

P.S I only mailed to people in the town where my office is

[quote=ricky32478]

has anybody had any success with mailers?  is it a waste of time.  I wanted to switch it up today so I went reference USA and did a New Movers search with people who make more the 250+ per year and sent them out a brochure,letter,bio and busienss card.  Is this a waste of time? or just another way to prospect?

I heard mailing salesmen are starving salesmen thats why I am asking this questions.

P.S I only mailed to people in the town where my office is

[/quote]

I've heard the same thing about mailers, total waste of time.  I only mail to people that I've talked to, and even sometimes that feels like a waste of time.

I am only going to mail to people who move in my town who make money.   I think it might be nice to introduce myself that way.  besides, I just mailed everyone who moved in the last 6 months so now if I stay on top of it its only going to be 30 mailers a month at most.  I  let you know how it works!!!

Tuesday

Dials                      298

Contacts                15

Prospects             4

Appts                      0

nice numbers

Westwood,

Your contacts per dial is more in line with what I see daily when I dial.  I still can't understand how others are getting 7 or 8 contacts with the decision maker per 100 dials.  I know the Judge in older posts talked about 50 contacts per day for two years.  Gaddock talks about 40 contacts per day and I think it took him on the order of 367 dials to do it.  So the question to those who have actually built a book dialing in recent times, how in the heck do you increase the number of contacts to get on the order of 40 to 50 contacts per day?  Is it simply dialing all day long?  Using Westwood's numbers (which are similar to mine when dialing residential), you would have to roughly DOUBLE the daily dials to even come close to where The Judge, BondGuy, and Gaddock says you should be in terms of contacts per day.  I have been pumping out 250 dials per day lately so am I just missing something?  Thanks in advance.        

If you are calling residential you have to call at night..4-8pm... when people are at home...A guy at my old firm would come in during the morning (7am-12pm) got to lunch, go home and come back at 4pm and dial til 8pm..

4 hours at night @ 50 calls/hr= 200 dials

3hrs in the mornings(8-11am) @ 60 dials(less people answering)=180

So 380 a day should get your 40 if you call at these times..

Also your list should be broken down by age.... not just assets/income.. call 60+ in morning and 45+ at night.. 

There is no use calling someone who is 45 at 1pm on a thursday afternoon(the only way that person is home is if 1. Unemployed  2. Sick and possibly 3. works from home(although probably won't answer if he does this)..

****Disclaimer***** This is only for residential calling... If you are doing business I have no frame of reference but have been told early am (6-8am) and later evenings(after employees leave) and weekends are best..

Mailers, and mail something....

Forget it...

Mail something? Sure, I'll get it right out to you....click, next dial....

I'll admit, one time in my 19 yr career, I mailed something. The guy came in, and invested about 20 grand. I was shocked, shocked I tell you....

Instead of mail stop by...

"Can you just mail me blah blah blah?"

"Sure I will have it out to you by the end of the week"

Then stop by on a friday afternoon/morning(depending on when contacted him)  or at the very least saturday morning(everyone is home)..

Then make an excuse..

"Was in the area to see a client in 30 minutes thought I would stop by and give this to you personally"

Wednesday

Dials                      218

Contacts                20

Prospects             2

I think were talking mailing more as an alternative channel to cold calling

Two ways to work it:

mail 25/50 per day of either a product IE UIT/Mutual fund or mail an invite to recieve info or be put on a special list. For example i would mail invites to be put on my Monday Morning Bond List. I included a copy of the latest list.

using this method paves the way for a call roughly one week later. The call is a follow up to ask if they want on the list and then to qualify. it flips the call/mail/call process to mail/call/call or mail/call/mail. I no longer do this but it was effective for as long as i did do it. Doing it forces activity. once you mail the mailer you have to make the calls.

This method can also be mailing invites to a once a month workshop, dinner or lunch seminar.

The second way to do mail is ala Bill Good mass mailing that include return mailers. Same mailers, invites, product info, introductions, whatever, mailed to 5000 people a month. Usually included is a if you aren't interested in what i've mailed check off what you are interested in option. The return mailer includes a check off list of every investment under the sun.

The beauty of this type of mailer is once it's set up you are free to keep running the program every month with little or no time input. An assistant or temp can get the mailing out with just a couple hours work every month.

Again, this isn't a channel i'm using right now, as in today, but as recently as two or three years ago, My response rates were roughly one percent. BGM reports response rates between one and two percent.

Once set up you have leverage, no time for 50 leads showing up in the mail month after month.

Mail and fail? maybe. But you don't know until you try. And, it could take several months of tweaking to get the right messege on the right prospect group. The only way to find out is to do it.