Door Hanger Script
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No i’m talking about the guys at my Eval Grad week. There were a few guys that were knocking it out of the park. One guy had over 70 appointments. $2,000 gross the first day, (I’m not sure what he did all week). When we came back for PDP they weren’t with the firm anymore. I’d bet alot of those people are just setting aside (known) business, family, friends just to make themselves look good. Then when it’s time to perform, they aren’t as good. Not all of those people, but i’d bet alot of em. Not to mention in Tempe, it’s VERY easy to just walk up and write numbers on the board. Noone checks them.
Some of those guys/gals leave the firm after they are forced to go to some new FA meeting where Harry Butt-Picker the career Seg 1 guy sits there and asks stupid questions about how to answer the "I have a broker" objection between cramming the free donuts down his piehole.No i’m talking about the guys at my Eval Grad week. There were a few guys that were knocking it out of the park. One guy had over 70 appointments. $2,000 gross the first day, (I’m not sure what he did all week). When we came back for PDP they weren’t with the firm anymore. I’d bet alot of those people are just setting aside (known) business, family, friends just to make themselves look good. Then when it’s time to perform, they aren’t as good. Not all of those people, but i’d bet alot of em. Not to mention in Tempe, it’s VERY easy to just walk up and write numbers on the board. Noone checks them.
…and the meeting is directed by some stiff who took over a 50 million dollar office, but now has all of the answers as to how to build “your business”
Most people end up "gaming" the board because they don't want to be "that guy". In the end, if you are not willing to do the work with people looking over your sholders not a chance you'll do it on your own. Also, the definition of appointment is super loose during Eval/Grad and PDP. Telling someone you'll stop by their house at 3pm to drop something off is considered an appointment. Really? The process is valuable, if you make it. Here is a true story during Eval/Grad .. I was roomed with a total tool. We're hanging out, drinking a beer and I ask him how his doorknocking went, how many contacts he came back with. 175 he says, it went great! When I was door knocking I just told people I wanted their phone number to invite them to my open house when my office opened. This guy makes a bond sale to his mother for 20k at 8am on Monday, get's recognized by the GP for doing great work. The rest of the week he proceeds to offer everyone that will listen advice on "how it's done" Don't think I ever told him how many accounts I opened that first week but I did listen to him every night brag about selling to his momma. 4 weeks later, he never opened another account and quit the firm.No i’m talking about the guys at my Eval Grad week. There were a few guys that were knocking it out of the park. One guy had over 70 appointments. $2,000 gross the first day, (I’m not sure what he did all week). When we came back for PDP they weren’t with the firm anymore. I’d bet alot of those people are just setting aside (known) business, family, friends just to make themselves look good. Then when it’s time to perform, they aren’t as good. Not all of those people, but i’d bet alot of em. Not to mention in Tempe, it’s VERY easy to just walk up and write numbers on the board. Noone checks them.
…and the meeting is directed by some stiff who took over a 50 million dollar office, but now has all of the answers as to how to build “your business”
Most people end up "gaming" the board because they don't want to be "that guy". In the end, if you are not willing to do the work with people looking over your sholders not a chance you'll do it on your own. Also, the definition of appointment is super loose during Eval/Grad and PDP. Telling someone you'll stop by their house at 3pm to drop something off is considered an appointment. Really? The process is valuable, if you make it. Here is a true story during Eval/Grad .. I was roomed with a total tool. We're hanging out, drinking a beer and I ask him how his doorknocking went, how many contacts he came back with. 175 he says, it went great! When I was door knocking I just told people I wanted their phone number to invite them to my open house when my office opened. This guy makes a bond sale to his mother for 20k at 8am on Monday, get's recognized by the GP for doing great work. The rest of the week he proceeds to offer everyone that will listen advice on "how it's done" Don't think I ever told him how many accounts I opened that first week but I did listen to him every night brag about selling to his momma. 4 weeks later, he never opened another account and quit the firm. [/quote] I don't think this is always true, and why our firm sometimes has second rate pikers working at it. I work here precisely because I don't want someone looking over my shoulder checking to see if I tried to sell some stupid 30 year bond to 100 people a day. I resent some trainer that has never worked in the field and doesn't know the difference between a stock or a bond trying to tell me to shove product down a prospects throat on every call. For me (and a couple other really good brokers that I know that have now left) I don't need that interference in my life or my business, and while I will participate in as much as I understand it's part of the "program" I won't endure that forever without leaving myself. If I am not hitting my numbers, fire me. I don't care. If I am, don't try and make me use the damn "Jack Phelan close" with 400 people a day. Leave me the hell alone.[quote=Ronnie Dobbs]No i’m talking about the guys at my Eval Grad week. There were a few guys that were knocking it out of the park. One guy had over 70 appointments. $2,000 gross the first day, (I’m not sure what he did all week). When we came back for PDP they weren’t with the firm anymore. I’d bet alot of those people are just setting aside (known) business, family, friends just to make themselves look good. Then when it’s time to perform, they aren’t as good. Not all of those people, but i’d bet alot of em. Not to mention in Tempe, it’s VERY easy to just walk up and write numbers on the board. Noone checks them.
Most people end up "gaming" the board because they don't want to be "that guy". In the end, if you are not willing to do the work with people looking over your sholders not a chance you'll do it on your own. Also, the definition of appointment is super loose during Eval/Grad and PDP. Telling someone you'll stop by their house at 3pm to drop something off is considered an appointment. Really? The process is valuable, if you make it. Here is a true story during Eval/Grad .. I was roomed with a total tool. We're hanging out, drinking a beer and I ask him how his doorknocking went, how many contacts he came back with. 175 he says, it went great! When I was door knocking I just told people I wanted their phone number to invite them to my open house when my office opened. This guy makes a bond sale to his mother for 20k at 8am on Monday, get's recognized by the GP for doing great work. The rest of the week he proceeds to offer everyone that will listen advice on "how it's done" Don't think I ever told him how many accounts I opened that first week but I did listen to him every night brag about selling to his momma. 4 weeks later, he never opened another account and quit the firm. [/quote] I don't think this is always true, and why our firm sometimes has second rate pikers working at it. I work here precisely because I don't want someone looking over my shoulder checking to see if I tried to sell some stupid 30 year bond to 100 people a day. I resent some trainer that has never worked in the field and doesn't know the difference between a stock or a bond trying to tell me to shove product down a prospects throat on every call. For me (and a couple other really good brokers that I know that have now left) I don't need that interference in my life or my business, and while I will participate in as much as I understand it's part of the "program" I won't endure that forever without leaving myself. If I am not hitting my numbers, fire me. I don't care. If I am, don't try and make me use the damn "Jack Phelan close" with 400 people a day. Leave me the hell alone.[/quote] That might be true now but when you are brand spanking new you don't know any better. If you won't make the calls the first week you can sell, with pressure to be on the phone, call blocks scheduled, a vet to help, and peer pressure I just don't think you'll do it at home with no one else around. There are of course exceptions to every rule. At PDP I did what I wanted and could careless about the moaning from the trainer. Like you, I respect those guys but only because they work hard ... not because they know anything about what it's really like.[quote=voltmoie][quote=Ronnie Dobbs]No i’m talking about the guys at my Eval Grad week. There were a few guys that were knocking it out of the park. One guy had over 70 appointments. $2,000 gross the first day, (I’m not sure what he did all week). When we came back for PDP they weren’t with the firm anymore. I’d bet alot of those people are just setting aside (known) business, family, friends just to make themselves look good. Then when it’s time to perform, they aren’t as good. Not all of those people, but i’d bet alot of em. Not to mention in Tempe, it’s VERY easy to just walk up and write numbers on the board. Noone checks them.
[quote=SometimesNowhere][quote=voltmoie][quote=Ronnie Dobbs]No i’m talking about the guys at my Eval Grad week. There were a few guys that were knocking it out of the park. One guy had over 70 appointments. $2,000 gross the first day, (I’m not sure what he did all week). When we came back for PDP they weren’t with the firm anymore. I’d bet alot of those people are just setting aside (known) business, family, friends just to make themselves look good. Then when it’s time to perform, they aren’t as good. Not all of those people, but i’d bet alot of em. Not to mention in Tempe, it’s VERY easy to just walk up and write numbers on the board. Noone checks them.
Most people end up “gaming” the board because they don’t want to be “that guy”. In the end, if you are not willing to do the work with people looking over your sholders not a chance you’ll do it on your own. Also, the definition of appointment is super loose during Eval/Grad and PDP. Telling someone you’ll stop by their house at 3pm to drop something off is considered an appointment. Really? The process is valuable, if you make it.
Here is a true story during Eval/Grad … I was roomed with a total tool. We’re hanging out, drinking a beer and I ask him how his doorknocking went, how many contacts he came back with. 175 he says, it went great! When I was door knocking I just told people I wanted their phone number to invite them to my open house when my office opened. This guy makes a bond sale to his mother for 20k at 8am on Monday, get’s recognized by the GP for doing great work. The rest of the week he proceeds to offer everyone that will listen advice on “how it’s done” Don’t think I ever told him how many accounts I opened that first week but I did listen to him every night brag about selling to his momma.
4 weeks later, he never opened another account and quit the firm. [/quote]
I don’t think this is always true, and why our firm sometimes has second rate pikers working at it. I work here precisely because I don’t want someone looking over my shoulder checking to see if I tried to sell some stupid 30 year bond to 100 people a day. I resent some trainer that has never worked in the field and doesn’t know the difference between a stock or a bond trying to tell me to shove product down a prospects throat on every call.
For me (and a couple other really good brokers that I know that have now left) I don’t need that interference in my life or my business, and while I will participate in as much as I understand it’s part of the “program” I won’t endure that forever without leaving myself. If I am not hitting my numbers, fire me. I don’t care. If I am, don’t try and make me use the damn “Jack Phelan close” with 400 people a day. Leave me the hell alone.[/quote]
That might be true now but when you are brand spanking new you don’t know any better. If you won’t make the calls the first week you can sell, with pressure to be on the phone, call blocks scheduled, a vet to help, and peer pressure I just don’t think you’ll do it at home with no one else around. There are of course exceptions to every rule.
At PDP I did what I wanted and could careless about the moaning from the trainer. Like you, I respect those guys but only because they work hard … not because they know anything about what it’s really like. [/quote]
That’s crap volt. A lot of people are self-motivated. Jones claims that is why they hire people. I did a lot better when I didn’t have to listen to what my trainer was saying (I would have much rather been looking at her a$$). I faked nearly all of my “successful” calls at Eval/Grad AND PDP. BDW too for that matter. When they weren’t around, I made my real calls.
If Sometimes and are similar, you have two data points. One more, and you have a trend. My guess is there are quite a few more.
It's not crap at all. If you are self-motivated you would pick up the phone and talk to people. Some people do figure it out and kill later. Most go home and fail.
I do not belive there is any correlation between making sales and being successful at Eval/Grad but there is certainly one with making calls. Don't act like you had all the answers the very first week you could sell. I know highsight is a powerful thing but I suspect like most of us even you had a deer in the headlights look even if you had a nice vet to warn you before hand about the process.Like I said, all of the calls I made were fake. I felt the approach was flawed, and really, 95% of my contacts that I turned in were fake.
It’s very easy to dial and act like you are on the phone. It’s also easy to act like you are getting hung up on. Whenever there was a vet or trainer listening in, I made a fake call to someone I had told before that I was going to have to call.
All of the answers the first week? Certainly not. It’s even worse than you think. I still don’t have all of the answers. But I never got a single client off of Edward Jones prospecting methods. That’s just a fact.
And there are others that do the same. I will say this, by going to Eval/Grad, I learned a lot of what NOT to do for my specific situation.
My visiting Vet (nice guy from South Carolina) told me, “Do what works for you”. He was a seventeen year veteran. Left the firm three months before I did.
I guess I am saying that there are good brokers that leave the firm because they show up and instead of getting decent sales and product training, they are treated like children. I got a tremendous amount of support from my vet, and will be forever grateful for that. Trainers, not so much. If I were me walking into that training now (and I am not a high-producing, ultra-sophisticated broker as it is) I would walk out and quit. Or if I did complete it, I would do it like Moraen described.
I know other guys that were products of AGE and they seemed to really have their s*** together. That's what I think we should try and get to.Maybe when our growth cycle slows down we can get more selective about our hires and increase the effectiveness of our training? I’ve made this comment before but Jones training is like public education. Watered down so even the idiots can understand. I left feeling like you did.
Sorry Volt, but i believe this statement. I faked almost everyone of my calls during those times as well as alot of the "doorknock" prospects and i'm doing just fine. My Visiting Vet during KYC gave me some advice that i've taken to heart and believe when it comes to Jones. He said, "Play the game. This is still a corporate game and when you get past PDP, you can do what you want. Get the numbers however you can, write them down, fake them, whatever. Just get them so you are still around. Most don't make it because they don't get to that office. Get there, however you can. And don't focus on 25 contacts. If you get 10 AAA quality contacts a day, you will be wildly successful. Oh, and never work more than 8 hours. You'll get burnt out and you'll hate your job"... This guy was new/new and has $120M office in Colorado. Never took over assets and never worked a 12 hour day in his life.Like I said, all of the calls I made were fake. I felt the approach was flawed, and really, 95% of my contacts that I turned in were fake.
Sorry Volt, but i believe this statement. I faked almost everyone of my calls during those times as well as alot of the "doorknock" prospects and i'm doing just fine. My Visiting Vet during KYC gave me some advice that i've taken to heart and believe when it comes to Jones. He said, "Play the game. This is still a corporate game and when you get past PDP, you can do what you want. Get the numbers however you can, write them down, fake them, whatever. Just get them so you are still around. Most don't make it because they don't get to that office. Get there, however you can. And don't focus on 25 contacts. If you get 10 AAA quality contacts a day, you will be wildly successful. Oh, and never work more than 8 hours. You'll get burnt out and you'll hate your job"... This guy was new/new and has $120M office in Colorado. Never took over assets and never worked a 12 hour day in his life.[/quote] That was probably some of the best advice ever. I often think that if I can't get the work done in 8 hours, I probably can't/shouldn't be doing the work.[quote=Moraen]Like I said, all of the calls I made were fake. I felt the approach was flawed, and really, 95% of my contacts that I turned in were fake.
I agree that the training could improve. I was told by someone that they used to have the groups split up into brand new with no experience in the industry and the experienced trainees. The majority of the information, especially at Eval/Grad was extremely dull to me because it was the bare basics that I already knew. (For example, the two hour long session on mutual funds that utilized almost all American Funds material that I could have recited for them.) There was still some good info, of course, but I definitely think that a transferring bank broker and a used car salesman need a very different level of training. It would be much more efficient if they went back to differentiating between the two.
I never said anyone was lying about their calls in Eval/Grad, I take M’s word for what he did … Just saying on average, the guys that didn’t prospect and didn’t make calls are not going to win. It has nothing to do with your very specific situations but more a broad stroke of the industry and what it takes to make it. (from what I have heard)
Sorry Volt, but i believe this statement. I faked almost everyone of my calls during those times as well as alot of the "doorknock" prospects and i'm doing just fine. My Visiting Vet during KYC gave me some advice that i've taken to heart and believe when it comes to Jones. He said, "Play the game. This is still a corporate game and when you get past PDP, you can do what you want. Get the numbers however you can, write them down, fake them, whatever. Just get them so you are still around. Most don't make it because they don't get to that office. Get there, however you can. And don't focus on 25 contacts. If you get 10 AAA quality contacts a day, you will be wildly successful. Oh, and never work more than 8 hours. You'll get burnt out and you'll hate your job"... This guy was new/new and has $120M office in Colorado. Never took over assets and never worked a 12 hour day in his life.[/quote] "I faked almost everyone of my calls during those times as well as alot of the "doorknock" prospects and i'm doing just fine"...... Really Windy.....I not sure you ever told us....how is your production??? LMFAO All busting chops aside....the 8 hour a day thing is good advice, truthfully, if I didn't sit and read this crap all day and play "LEARN TO FLY" (Thanks SPiffy....not)....I could get my calls done in 5 or 6 hours.[quote=Moraen]Like I said, all of the calls I made were fake. I felt the approach was flawed, and really, 95% of my contacts that I turned in were fake.
Sorry Volt, but i believe this statement. I faked almost everyone of my calls during those times as well as alot of the "doorknock" prospects and i'm doing just fine. My Visiting Vet during KYC gave me some advice that i've taken to heart and believe when it comes to Jones. He said, "Play the game. This is still a corporate game and when you get past PDP, you can do what you want. Get the numbers however you can, write them down, fake them, whatever. Just get them so you are still around. Most don't make it because they don't get to that office. Get there, however you can. And don't focus on 25 contacts. If you get 10 AAA quality contacts a day, you will be wildly successful. Oh, and never work more than 8 hours. You'll get burnt out and you'll hate your job"... This guy was new/new and has $120M office in Colorado. Never took over assets and never worked a 12 hour day in his life.[/quote] "I faked almost everyone of my calls during those times as well as alot of the "doorknock" prospects and i'm doing just fine"...... Really Windy.....I not sure you ever told us....how is your production??? LMFAO All busting chops aside....the 8 hour a day thing is good advice, truthfully, if I didn't sit and read this crap all day and play "LEARN TO FLY" (Thanks SPiffy....not)....I could get my calls done in 5 or 6 hours. [/quote] Really? You're going to attack that? Wow.[quote=Ronnie Dobbs][quote=Moraen]Like I said, all of the calls I made were fake. I felt the approach was flawed, and really, 95% of my contacts that I turned in were fake.
Wind. How much did u have in aum and what was ur production year one? Excluding the book and trails you inherited.