B24,  I think you have given some good advice to keep your recipe simple and make a ton of contacts. 

  My point in regard to edj earlier on was the I was with them back in the early 90's for 4 years and I do understand the system and what they were trying to do.  I understand door knocking and I was actually decent at it and I understand how you would pitch on the phone to try and drum up interest.  I just personally struggle with that method for a number of reasons.   The point to the rookies and the point of this post is that B24 and Norway have it right in that you don't try and reinvent or outthink the system.  Just make plenty of contacts and get in front of people.  Dont sell "stuff" as I was trained by Fes way back when.  Get the appt, build the relationship and then gather the assets.

CS,

  Makes sense.  I never, ever sell product over the phone (except for clients that are in need of certain things, i.e. in-state Muni's, good corp's, specific stock at the right price, etc.).  My practice is all needs/solutions-based.  I do a lot of planning, so I strictly go for the appt or relationship-building calls.  A lot has changed at Jones in 10 years.