So, basically, you tell your prospect that if you come across something that looks particularly good for them, then you'll be sure to let them know about it. And when something comes up that's suitable for their situation (given the superficial information that you probably got from them at the "meet and greet"), then you go back and sell it to them, right? If you close the deal, then you make a little money; however, what you're really going for is a "conduit" to start building a real relationship that will turn this "customer" into a happily involved client that ideally uses several products and services, am I reading you right?

Thanks, I really appreciate the perspective. It makes a lot more sense now. I will definitely have to break out of the bank mentality.

[quote=Marty McFly]

So, basically, you tell your prospect that if you come across something that looks particularly good for them, then you'll be sure to let them know about it. And when something comes up that's suitable for their situation (given the superficial information that you probably got from them at the "meet and greet"), then you go back and sell it to them, right? If you close the deal, then you make a little money; however, what you're really going for is a "conduit" to start building a real relationship that will turn this "customer" into a happily involved client that ideally uses several products and services, am I reading you right?

 Exactly.  Your job is to get people to listen to you and do what you know is best for them.  Sometimes you do have to do like Ted Jones said and sell them what they want before you sell them what they need.  That investment they want may be the perfect conduit to allow you to talk with them about what they really ought to be doing with their portfolio. 

I think you're over-analyzing this.  What they talk about is maybe someone "only buys CD's".  So you sell them their next CD because our rate is a little better than the bank.  Or maybe they love utility stocks.  So you buy them 100 shares of some solid utility.  So now you have the relationship formalized.  Now you can get them in and start talking about their goals.  Maybe they need to be a little more aggressive, or a little less aggressive.  Maybe they are too overwieght.  You understand what I'm saying.  They "easy sale" for something they want (which is usually stuff they already buy somewhere else) just opens the door.  But no, it doesn't mean you give away no-load funds, or sell them a BRIC fund with their last $2,000. 

No, I sell them pretty much whatever they want.  $100K to invest in emerging markets?  Sure you can buy that.  $250K in treasuries?  Sure you can buy that.  You want some stocks too?  I just got a tip on a pink sheet stock.  Going through the roof.  Before you know it, it’ll probably be at $1 per share.  We can buy 100,000 shares today and it’ll only cost you $2000.  Think of the money you’ll make. 

I think you’re over-analyzing this.  What they talk about is maybe someone “only buys CD’s”.  So you sell them their next CD because our rate is a little better than the bank.  Or maybe they love utility stocks.  So you buy them 100 shares of some solid utility.  So now you have the relationship formalized.  Now you can get them in and start talking about their goals.  Maybe they need to be a little more aggressive, or a little less aggressive.  Maybe they are too overwieght.  You understand what I’m saying.  They “easy sale” for something they want (which is usually stuff they already buy somewhere else) just opens the door.  But no, it doesn’t mean you give away no-load funds, or sell them a BRIC fund with their last $2,000. 

[quote=Spaceman Spiff]No, I sell them pretty much whatever they want.  $100K to invest in emerging markets?  Sure you can buy that.  $250K in treasuries?  Sure you can buy that.  You want some stocks too?  I just got a tip on a pink sheet stock.  Going through the roof.  Before you know it, it’ll probably be at $1 per share.  We can buy 100,000 shares today and it’ll only cost you $2000.  Think of the money you’ll make. 

[quote=B24]

I think you're over-analyzing this.  What they talk about is maybe someone "only buys CD's".  So you sell them their next CD because our rate is a little better than the bank.  Or maybe they love utility stocks.  So you buy them 100 shares of some solid utility.  So now you have the relationship formalized.  Now you can get them in and start talking about their goals.  Maybe they need to be a little more aggressive, or a little less aggressive.  Maybe they are too overwieght.  You understand what I'm saying.  They "easy sale" for something they want (which is usually stuff they already buy somewhere else) just opens the door.  But no, it doesn't mean you give away no-load funds, or sell them a BRIC fund with their last $2,000. 

[quote=3rdyrp2][quote=Spaceman Spiff]No, I sell them pretty much whatever they want.  $100K to invest in emerging markets?  Sure you can buy that.  $250K in treasuries?  Sure you can buy that.  You want some stocks too?  I just got a tip on a pink sheet stock.  Going through the roof.  Before you know it, it’ll probably be at $1 per share.  We can buy 100,000 shares today and it’ll only cost you $2000.  Think of the money you’ll make. 

Windy … I always thought the forum community was a bit tough on you.  How
everything you post is all about you.  Now I realize what they already knew, you
are a functional retard.

As the one who started this thread, I should chime in…I believe Windy has
provided some excellent & valuable insight for me (maybe the best along with B24).

But Voltmoie you seem to be online just
to hear yourself type. You know, there’s other things you can do online like games & news or girley (or man) pics (or both, if
that’s your thing). But for this forum, you’re not helping…

I gotta back voltmoie.  I supported Wind but now it seems he is the only one of us (all firms included) that can get clients without hundreds and hundreds of calls.  I like fishing but I think prospects just might see through it.  A Financial Advisor talks about investments.  A prostitute talks about…well not fishing.  If you do not give your prospects some credit they just might be offended.  Not all fishermen have money.

[quote=Still@jones]As the one who started this thread, I should chime in…I believe Windy has
provided some excellent & valuable insight for me (maybe the best along with B24).

But Voltmoie you seem to be online just
to hear yourself type. You know, there’s other things you can do online like games & news or girley (or man) pics (or both, if
that’s your thing). But for this forum, you’re not helping…
[/quote]

Interesting, you have the same writing style and display the same level of personal attacks Windy does. 

As for helping, knock yourself out talking fishing.  Lawyers talk law, Doctors talk medicine, and Financial Advisors talk… well, figure it out son. Not saying you don’t build rapport but trust is not built from bullsh*ting - it’s built from doing the right thing and knowing your business.

.

Windy, it’s hard to read your messages.  You write like a 3rd grader -
any chance you can act like a adult or at least write like one?

I’m not selling at EDJ yet but this is not my first barn dance so of course I was willing to listen to what helped you win, DJ.

Here is a summary of what I’ve learned from you to be successful:

Go to a Big 12 School

Wear a nice suit

Get statements at the door and then open accounts that day by finding WRAP accounts at 4.5%

Stop doorknocking and start cold calling since doorknocking was only landing you 200k accts.

Take days off so you can log on to brag about your production

Don’t sell - simply build relationships and talk about fishing

Tell everyone you’ll never log on to this site again yet post, post, post

Does that sum it up?  When you put up 5 years of production I’ll be
impressed until then you’re simply a pompous prick with a chip on his
shoulder. You’re like Hank Moody without the wit, one liners, or track record.

.

You all have allot of talent and experience doing what you do, otherwise you’d be doing something else. Ladies and Gentleman, could we please reframe from the personal attacks. We don’t have to like each other personally to act professionally, would we talk this way in person?

You all have allot of talent and experience doing what you do, otherwise you’d be doing something else. Ladies and Gentleman, could we please reframe from the personal attacks. We don’t have to like each other personally to act professionally, would we talk this way in person?

[quote=Centurion]You all have allot of talent and experience doing what you do, otherwise you’d be doing something else. Ladies and Gentleman, could we please reframe from the personal attacks. We don’t have to like each other personally to act professionally, would we talk this way in person?