You serious? That's like flyering cars in a parking lot, isn't it?

[quote=Takingnames]

You serious? That’s like flyering cars in a parking lot, isn’t it?

I’m not one for the whole “If I come across an idea” script. I just go straight for the appt. First things first. I bs about their dog, kids, and their favorite fishing trip (Some people on here have issue with that, but hey it works for me). Softens the blow, they don’t they you are as much of a salesmen as the “Buy some today” or “If i have a great investment idea”. Especially if you can Bullsht with them for a little while about their personal life, they trust you a bit more if you can relate to them OUTSIDE finances. Best advice I can give is to let them ask what you do. Mention you are from Jones, introducing yourself and blah blah, but keep asking about them personally. In fact, almost avoid the subject of finances altogether. It’s like when you first date a woman. If you don’t act interested, they always come. If you act like a broker, it becomes awkward. They’ll get REALLY curious and wanna know what you do and what you think. Let them ask. Don’t tell them. After that its cake.



When they ask, I sound more something like. "Ya know I have helped quite a few people in this neighborhood prepare and adjust their portfolio’s to take the most advantage of the upward trend the market by doing 4 things.



#1. Prudently decide which investments best suit the needs of your personal portfolio, while trying to raise your paycheck. <~~~Very important word.

#2. Provide reviews quarterly to mitigate risk and make sure that we both are on the same page.

#3. Provide with you, education and guidance not only on the specific investments that you hold, but also on the road map when it might seem like we got off the highway and ended up on a dirt road.

#4. Last but not least, my job is to keep an eye on fee’s and expenses and to make sure that they are fair & reasonable. We both know that every client deserves that respect.



With that said, i’ve been able to identify a number of those things, that need quite a bit of tweaking with alot of your neighbors and i’d love to give you the same service that i’ve provided them. A second opinion is always a good thing and i’d like to do my best to make sure that you are in a good situation. I’d love to have you in for a cup of coffee at 10 tomorrow morning? Does that sound good?"



Jones wants you to schedule it a week out or whatever, but never do that. They’ve forgotten your name by then. Stay in their face until they KNOW you. Be subtle. Lunch, coffee, whatever so that you can keep talking to them (mostly about fishing) so that they call you by your first name and consider you a “friend” of sorts. When they start joking with you, or enjoying your company, then it’s all over. They’ll eat out of your hand. I can tell you, when I have a great prospect, I talk to them probably 3-4 times in the following 2 weeks after I meet them. Sometimes more, depending on how quickly the relationship builds. I gotta say, while this may not work for most, i usually get the transfer within 2-3 weeks at most. Sometimes the first “actual” meeting. (This only works with the Bullshtting strategy of mine. If you say “Buy some today” or “Can I call you with an investment idea”, your annoying if you contact them that soon and that much. Then you’re that salesmen guy. What you wanna be is that guy that calls and your prospect says, "Oh let me talk to that son of a bitch, i got a story to tell him).



This is just the way I do things. Maybe it will help or maybe not. Maybe i’m too aggressive, but i didn’t get in this business to sell a bond or an “investment idea”. I’m here to get the whole portfolio, and thats exactly what I go for. I feel like alot of people do business alot like a woman. She’ll tell you to do something A MILLION times, but she never actually tells you to do it. Constantly hints, constantly mentioning other things close to it instead of coming right out and saying it. Most people sell the bond, sell the mutual fund, open small accounts, end up with 1000 accounts that you can’t take care of and just do everything opposite of how they really want it. You want the large accounts, you want a smaller book, and you want the whole portfolio. Just like if a woman would just say what she wants, she’d get it done, If you go for what you want and what you want only, you’ll get it.

I like a combo of both. If you are gonna do door hangers and then the follow up call I think that’s great. I like the way wind spins into his appts too, Phelan close is kinda awkward for a 2nd real contact unless its f2f at an appt. Volt u actuallu insert ur card in each? U can save money by buying a stamp with ur bus card info on it for 5 bucks. Or are you thinking they are actually taking it out and puting it in their wallet?

[quote=Takingnames]

You serious? That's like flyering cars in a parking lot, isn't it?

Hey, I got one of those today, it was for a new Chinese reataurant in town!

I’m sour on the “If I have an investment idea can I call you” approach also.  Smells of someone expecting you to call with a hot tip on Bluestar.

[quote=Squash1]

Hey, I got one of those today, it was for a new Chinese reataurant in town!

[quote=fa09]I like a combo of both. If you are gonna do door hangers and then the follow up call I think that’s great. I like the way wind spins into his appts too, Phelan close is kinda awkward for a 2nd real contact unless its f2f at an appt. Volt u actuallu insert ur card in each? U can save money by buying a stamp with ur bus card info on it for 5 bucks. Or are you thinking they are actually taking it out and puting it in their wallet?[/quote]

I do, I don’t expect them to utilize it unless I follow up with them and make contact.  Think it looks more professional than a stamp.

Windy,  our process is similar with respect to meeting someone f2f however these are folks I’ve knocked, where not home, and I’m trying to be more efficient and make contact with them and hopefully qualify them as a prospect. I then plan an evening or Saturday drop by.  Has it been your experience during cold calling that folks will open up and really engage in that type of conversation on a first call?

Don’t leave anything. You will NEVER get a call back. It looks unprofessional and it costs you money. I swear to you in my time at Jones I left over 3,000 items at doors. Inv. Focus, Business Cards, Custom door hangers. Zero calls. None. All a waste of time and money. Also,  I placed adds in the paper for 18 months straight. ZERO CALLS. If you absolutely want to do something do muni postcards. In reality, all of these things are avoidance behaviors and a way to do business without prospecting, none of them work or are worth the money.

[quote=Ron 14]Don’t leave anything. You will NEVER get a call back. It looks unprofessional and it costs you money. I swear to you in my time at Jones I left over 3,000 items at doors. Inv. Focus, Business Cards, Custom door hangers. Zero calls. None. All a waste of time and money. Also,  I placed adds in the paper for 18 months straight. ZERO CALLS. If you absolutely want to do something do muni postcards. In reality, all of these things are avoidance behaviors and a way to do business without prospecting, none of them work or are worth the money. [/quote]

You should go back and read what I wrote. I am not expecting a call back, trying to call those that were not home.

So let me spell out the process:

I walk down a street
3 out of 10 people are home and we chat
7 out of 10 are not and I leave a door hanger
I call those 7 out of 10 and introduce myself
It’s a cold call
Cold calling works, yes?
Is that script an effective introduction or does it blow?

[quote=voltmoie]

[quote=fa09]I like a combo of both. If you are gonna do door hangers and then the follow up call I think that’s great. I like the way wind spins into his appts too, Phelan close is kinda awkward for a 2nd real contact unless its f2f at an appt. Volt u actuallu insert ur card in each? U can save money by buying a stamp with ur bus card info on it for 5 bucks. Or are you thinking they are actually taking it out and puting it in their wallet?[/quote]I do, I don’t expect them to utilize it unless I follow up with them and make contact. Think it looks more professional than a stamp.Windy, our process is similar with respect to meeting someone f2f however these are folks I’ve knocked, where not home, and I’m trying to be more efficient and make contact with them and hopefully qualify them as a prospect. I then plan an evening or Saturday drop by. Has it been your experience during cold calling that folks will open up and really engage in that type of conversation on a first call?[/quote]



Yes. I would venture to say that If i can get someone on the phone, or at their door then about 8 out of 10 people have a really good conversation with me. The key is not talking finances. People love to share their stories and experiences. If you can keep asking questions about them and find 1 thing that you relate with then your golden. Maybe you went to the same high school, maybe you know their neighbor, maybe they use to do work in your hometown, maybe you both like fishing or hiking or beer. It doesn’t matter. If you have something in common OTHER than finances, they’ll wanna know more about you. It’s just human nature.



My visiting vet told me that the majority of his $120 Million book was built talking with people that go to his little shthole bar every evening. Not only are they clients, they’re friends. That 1 thing in common is key. If you can find that, you don’t need to talk finances. If they like you as a person, then they will automatically wanna do business with you. Sounds ludicrous , but thats how i’ve built my business and it’s worked. I don’t have 1 client that I don’t get phone calls from, just to tell me about something other than work. Alot would find that bothersome and a waste of time. I want that. If my client calls me to give me sht about the vacation he just went on, then he’s going to not only do his business with me but he’s going to refer others and he’s gonna listen to what I say when its time to get serious.

I guess I’m that 2/10, I don’t say sh*t to a salesman at the door, humans really don’t care about talking about fishing, hiking, or beer at their own door to a stranger trying to sell them something. Hey, with Halloween coming up, you should try to tie something in to your marketing plan!

[quote=Mr.Blonde]I guess I’m that 2/10, I don’t say sh*t to a salesman at the door, humans really don’t care about talking about fishing, hiking, or beer at their own door to a stranger trying to sell them something. Hey, with Halloween coming up, you should try to tie something in to your marketing plan![/quote]

Really? Wow, I better stop prospecting then since a guy that’s never done it is telling me it does not work.

Wrong again. I started at Jones, and people don't give a sh*t about your feeble attempts at conversation "wow Mrs. Client, that is a fabulous garden you have there, I saw a tricycle in the driveway, do you have children, have you thought about their education?" You'll look back at your time and laugh.

Wrong again. I started at Jones, and people don’t give a sh*t about your feeble attempts at conversation “wow Mrs. Client, that is a fabulous garden you have there, I saw a tricycle in the driveway, do you have children, have you thought about their education?” You’ll look back at your time and laugh.

Aren’t you the guy that got outed on this site? Loser.

Yup, I’m a loser.