CC In Midwest

 

I'm sure I'm not the only one that thought we had a new member, that was some hot chick from the midwest, named CC. But, now that I'm here....

 

What do you suppose the difference is between using the AGE script to get a list of "warmish" leads, and then going on a campaign to pitch them different ideas every couple of weeks?  As opposed to asking someone 10 seconds after you call them to buy a bond from you?

 

I would think people would be more apt to listen to your idea and/or buy from you, if you lead with an AGE-type call, then call them every couple of weeks with a bond, stock, annuity/note rate, blah, blah, blah.

 

I could be wrong here though.

 

There are tons of people that will be "nice" to you and allow you to talk with them many times, but will never be clients. This game is about getting down to the people that will do business. By asking them to make a decision on an idea you will either get some interest and probably be able to engage in meaningful conversation (I don't like that idea, here's why),  be able to never call them again (that's a good thing), or actually open an account and buy something.

But I wouldn't discount the list yet.. Because if he is calling 20-35 yr olds at home then it won't matter what he says..

Calling should be done to people who are 50+(sometimes 45) if doing residential.

And all small business owners with at least 5-10 employees..

Or anyone who works at a corporation(corporate directories)

Instead of sending the info, drop it off "Hey mr jones I will be in your area this friday doing a review for a client, would love to stop by after and put this in your hand and point out a few details.

Also asking to mail something is giving the prospect an "out" in my opinion.. If you are going to do something for them (mail/follow up) make them commit to do something for you (email/work number if called at home, home number if called at work/ faxing in a copy of statements/ appointment etc)

Agreed.. qualify and then decided how much of your time that account would be worth to get.. I prospected a guy for over a year ($400k account, nothing huge, but still a nice addition to my book). Gave him idea after idea after idea, sat down with him and saw he implemented half of those in his portfolio with his advisor.. I asked why if he liked my ideas and found them to be good why he didn't move his account to me.. Finally got the story that his advisor is his college roommate and has been with him for 25 years and he isn't leaving for any reason...

I finally told him "Hey if your roommate dies before you do give me call, but the free reco's are over".... 

He called a month later wanting to transfer when his account tanked (not my reco's) and 

I asked him "Did your roommate die?" 

He said "No, but all the stuff he was reccommending just got destroyed and your choices at least weathered the storm"

I said "What did I tell you last time we spoke"

he said " I don't remember"

I said "When he dies you call me, but not until"...

Sometimes it is worth it to not take an account..