Cold Calling - Lessons from a Financial Advisor
Posted 7th November 2012 at 03:06 PM by lvelarde26
Hi all,
I am going to embark on my first serious cold-calling session tomorrow working at a financial services firm in Massachusetts and will continue to do it on a daily basis. I would like to make this a dynamic blog where we can share ideas on various cold calling techniques.
Also, I will be giving you the results of my call days - everyday, as well as tell you what worked and what didn't.
The goal of this blog is to "rally the troops" so to speak. Most of us who are reading these words are probably looking for signs of encouragement as they're reluctant to get on the phone. Well, I have news for you - I am too! I don't why I am so afraid, as I know that the rejection will get easier and, as I get better on the calls, the results will be better. I just need to stop being so damn paralyzed.
I also know that no other trainee in my office here gets on the phone, and that most them will be gone in a few months as paralysis from even looking at the phone will prevent them from hitting their goals. Well, I will not let that happen to me. The only thing that stands between us being millionaires one day and being out of this business forever is picking up the phone, making the dials with confidence and gusto, and know that if we can contact enough people, we will get our share of cherries.
So, let's be in this together. I'm going to start tomorrow, but let's all collectively make a goal to get on that damn phone starting Monday morning. We can do this. We WILL do this. We WILL be millionaires, warriors. You'll hear back from me at about 2:00 PM tomorrow for day 1 results. As for the rest of today, I'll be checking on your responses throughout the evening while at home.
-Lvelarde26
P.S. Let's make a pact. There will be no negative talk about how cold calling doesn't work. It does and we'll all prove it. And also, this blog is about cold-calling and nothing else (no product talk, etc.).
I am going to embark on my first serious cold-calling session tomorrow working at a financial services firm in Massachusetts and will continue to do it on a daily basis. I would like to make this a dynamic blog where we can share ideas on various cold calling techniques.
Also, I will be giving you the results of my call days - everyday, as well as tell you what worked and what didn't.
The goal of this blog is to "rally the troops" so to speak. Most of us who are reading these words are probably looking for signs of encouragement as they're reluctant to get on the phone. Well, I have news for you - I am too! I don't why I am so afraid, as I know that the rejection will get easier and, as I get better on the calls, the results will be better. I just need to stop being so damn paralyzed.
I also know that no other trainee in my office here gets on the phone, and that most them will be gone in a few months as paralysis from even looking at the phone will prevent them from hitting their goals. Well, I will not let that happen to me. The only thing that stands between us being millionaires one day and being out of this business forever is picking up the phone, making the dials with confidence and gusto, and know that if we can contact enough people, we will get our share of cherries.
So, let's be in this together. I'm going to start tomorrow, but let's all collectively make a goal to get on that damn phone starting Monday morning. We can do this. We WILL do this. We WILL be millionaires, warriors. You'll hear back from me at about 2:00 PM tomorrow for day 1 results. As for the rest of today, I'll be checking on your responses throughout the evening while at home.
-Lvelarde26
P.S. Let's make a pact. There will be no negative talk about how cold calling doesn't work. It does and we'll all prove it. And also, this blog is about cold-calling and nothing else (no product talk, etc.).
Total Comments 15
Comments
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By the way, I'll also be posting a video recording of my cold-calling sessions.
-Lvelarde26Posted 7th November 2012 at 07:44 PM by lvelarde26
- 10 minutes until showtime.
-Lvelarde26Posted 8th November 2012 at 06:50 AM by lvelarde26 - Score Card:
8:00 AM - 9:58 AM
120 Dials
16 Contacts
1 Appointment
The best part was that as I kept dialing, my nerves started to calm. Rejection isn't so bad after all. I'll post videos a bit later on. Let's keep this going, Warriors!
-Lvelarde26Posted 8th November 2012 at 09:44 AM by lvelarde26 -
Cold Calling, Day 2
7:48 AM in the Northeast. 12 minutes until showtime. Time to go hunting!Posted 9th November 2012 at 06:49 AM by lvelarde26 -
Cold Calling, Day 2
By the way, who's going to make that leap and get on that phone today???Posted 9th November 2012 at 06:50 AM by lvelarde26 - Score Sheet:
Call Time: 8:00 AM - 9:36 AM
Dials: 112
Contacts: 3
Appointments: 0
Rough day today as I was wondering why people weren't answering the phone. Then I just remembered that Monday is a holiday and that many people are probably taking a long weekend. Oh well. Part of the learning experience!
Anyhow, my next call session will be to restaurant owners between 2:00 and 3:30. I'll keep you all posted.Posted 9th November 2012 at 08:42 AM by lvelarde26 -
Just made an excuse
Another advisor in the office just told me that I was making excuses about why I stopped calling today. He was right. In spite of the fact that I only made 3 contacts out of 112 dials, I should've kept dialing.
We need to stop making excuses for ourselves. Does the olympic gold-medalist wake up in the morning and say: "Hmmm, it's raining outside. I think I'll sleep in a little bit more rather than train this early in the morning". No, he does not say that. He gets his ass out of bed and trains just as hard as he did when it was 65 degrees and sunny. How are we any different?
We, too, have a craft. We, too, have to be persistent and dedicated if we want to run a practice that manages $100 million in assets. The harder we work on the phones, the closer we are getting to putting ourselves into "gold medal competition" in the financial services industry.
So get on that phone and call. I know that I'm going to.Posted 9th November 2012 at 10:21 AM by lvelarde26 - So here's the game plan for next week:
300 calls on Monday, Tuesday, Thursday and Friday.
500 calls on Wednesday.
50 cold walks for the week.
I should get 30 contacts on my "300 call" days, and 50 contacts on Wednesday, for a weekly total of 170 contacts from calling. I likely get 30 contacts from walking, which gives me a grand weekly total of 200 contacts from 1,750 attempts (calls + walks). The goal for me is to get 10 appointments.
Who wants to go "balls out" with me next week to start getting our careers going? Who wants to hit $50 million in assets managed by year 3? Who's in? I know I am.
-Lvelarde26Posted 10th November 2012 at 11:57 AM by lvelarde26 -
Just made an excuse
Perfect and timely post for all to remember. It is hard at times to be in business for yourself. TYPosted 11th November 2012 at 07:51 AM by bellabell - Who's ready today!?
I want to hear how people are doing on their calls and prospecting. Are you more motivated from reading these posts? Talk to me.
-Lvelarde26Posted 13th November 2012 at 06:21 AM by lvelarde26 -
My new script works!
After 60 calls today, I've had 7 contacts, 6 allowed me to go through my entire script, and I was able to book 2 appointments. Things are starting to flow!
-Lvelarde26Posted 13th November 2012 at 10:38 AM by lvelarde26 -
500-Call day today
Today is the day that I will finally get over the "nerves hump". I will be making 500 calls today. That's right, 500. After today I will no longer fear picking up the phone. We all need a day like this. So let's do it!
-Lvelarde26Posted 14th November 2012 at 06:10 AM by lvelarde26 -
6 Appointments this week!
Warriors,
I've made 6 appointments this week from picking up the phone. So whoever said that cold-calling doesn't work is not being honest.
So, let's talk. Is there anyone out there that is still nervous getting on the phone? Let's use this as a support group to help each other out. I'd like to hear some of your comments.
-Lvelarde26Posted 16th November 2012 at 06:45 AM by lvelarde26 - Appointments are starting to roll in. Feeling very relaxed on the phone now.Posted 27th November 2012 at 03:45 PM by lvelarde26
- hi im interesting in your form of cold calling, cand do you tell me if you stil cold calling and how you are doing with that (sorry my english), im from santiago of chile
best regardsPosted 25th April 2013 at 10:07 AM by xname
