There are a couple of issues I wrestled with years ago as to whether lead with a product, service, or just introduction.

  Number one is you may appear to be a product pusher rather than a problem solver/ consultant. I've found  the product approach leads to more appointments, which is my goal.    On the appointment is where I frame the type of work I do for clients to uncover needs and then provide the different products and services. BTW, if someone is not interested, I'll call back in 60 days with another product/ approach.   Stok

stok - thanks for the tip.

  I am thinking of leading in with the product and if they say no, then lead in with the general investment services that we have.   Good idea on the 60 day rest period. People will probably forget that you called after that.  

Something that really helped me A LOT was tape recording my cold calls and appointments. I was amazed at how stupid I sounded at first and how many inns I missed.

As for appointments letting the client speak and keeping my mouth shut had a profound effect on my closing ratio.   I find it fascinating that the more a person tells you about them self the more they feel they know you. They may not even know my last name but feel like I'm their best bud just because I kept my mouth shut and let them tell me their life story.

Gaddock:

  You use product or services as a lead in?

[quote=Otane]stok - thanks for the tip.

  I am thinking of leading in with the product and if they say no, then lead in with the general investment services that we have.   Good idea on the 60 day rest period. People will probably forget that you called after that.  [/quote]   If they say they are not interested thank them for their time, click dialtone, next call.   Recycle in 45 to 60 days.   In a mass calling campaign you will not have time to write notes about the non leads, who said what. Keep track of your calling lists and what product you used for what list. Use a different product on the first recycle.   The truth is you can call the same list with the same product on a 45 to 60 day cycle and it should produce for several cycles. I'm talking 1000 to 2000 name lists. Once production of leads drops change the product and try it again. Most likely it's time to move on with another list.   Go to www.billgood.com Buy both of Bill's books read, hylite, underline and dog ear, and then read again. Disregard the fact that the first book was written 20 years ago. Just read it and do it.   Once you've gotten a few months of production in the wake you can pop for Bill's Gorilla system. Not necessary, but if you work it it's money well spent.

Thanks Bond

  I know you told me that there should be enough people in my area to open accounts, but in the wee early mornings I wanted to try the Judge's original system or just opening accounts over the phone - if possible in another state. I know that every FA that I talk to advises against it - but all of them do not cold call.   Thoughts?