[quote=DATwo]

I've done countless focus groups regarding investor's attitudes and one of the things that comes through loud and clear was tossed into the above post.

When asked how they respond to cold solicitations of any type--but especially cold calls--the universal reaction is that it's a new broker on the phone and there really isn't much reason to talk to them.

As we all know the best thing you can have is a referral, and you have to become comfortable about asking for them.

You hear about guys who will ask angry clients for referrals.  I've personally never seen it happen but you do hear about it.  That's major chutzpah, but it's chutzpah like that that creates winners in this business.

You have to cold call--it's a truth that is as old as the phone system.  However what you do not need to do is verify the prospect's negative impression by sounding stupid or scripted.

If you're reading a script the client CAN TELL no matter how you figure they can't.  There's a good way to get rid of a script--it's called knowing what you're talking about.

If your voice conveys the impression you're a dummy try to change it. I'm American by birth, but Southern by the grace of God and I know I sound a bit like a bumpkin--I turn one sylable words into two.

I'm not talking, "Me and Bubba were out here fishing when the spaceship landed over yonder" type stuff--but nobody would mistake me for being from Long Island or the Tidewater area.

I, like many, had to really practice how I spoke, what I said, how I said it and so forth.

None of us like to hear our own voices on a recorder, but they can be excellent tools for making changes.  Buy one of those suction cup things for your phone--tape your calls for an hour then listen to them that evening.  Don't worry about  your accent unless it is so out of the ordinary that it makes the listener not hear what you're saying because they're so fascinated by the accent.

Instead listen to what you're saying.  Could you say it in fewer words?  Is it germain to the subject at hand?  Did you sound relaxed and conversational?

DID YOU LISTEN, or did you talk?

[/quote]

Thanks R2D2, that was a thoughtful and helpful post. 

[quote=DATwo]

I've done countless focus groups regarding investor's attitudes and one of the things that comes through loud and clear was tossed into the above post.

When asked how they respond to cold solicitations of any type--but especially cold calls--the universal reaction is that it's a new broker on the phone and there really isn't much reason to talk to them.

As we all know the best thing you can have is a referral, and you have to become comfortable about asking for them.

You hear about guys who will ask angry clients for referrals.  I've personally never seen it happen but you do hear about it.  That's major chutzpah, but it's chutzpah like that that creates winners in this business.

You have to cold call--it's a truth that is as old as the phone system.  However what you do not need to do is verify the prospect's negative impression by sounding stupid or scripted.

If you're reading a script the client CAN TELL no matter how you figure they can't.  There's a good way to get rid of a script--it's called knowing what you're talking about.

If your voice conveys the impression you're a dummy try to change it. I'm American by birth, but Southern by the grace of God and I know I sound a bit like a bumpkin--I turn one sylable words into two.

I'm not talking, "Me and Bubba were out here fishing when the spaceship landed over yonder" type stuff--but nobody would mistake me for being from Long Island or the Tidewater area.

I, like many, had to really practice how I spoke, what I said, how I said it and so forth.

None of us like to hear our own voices on a recorder, but they can be excellent tools for making changes.  Buy one of those suction cup things for your phone--tape your calls for an hour then listen to them that evening.  Don't worry about  your accent unless it is so out of the ordinary that it makes the listener not hear what you're saying because they're so fascinated by the accent.

Instead listen to what you're saying.  Could you say it in fewer words?  Is it germain to the subject at hand?  Did you sound relaxed and conversational?

DID YOU LISTEN, or did you talk?

[/quote]

Good post!