Cold Doors 2020 - Discussion Thread

[WinoBlues]

So you go the the liquor store a few times per week, eat pies at a diner, and go to the butcher too much, rated.

OH OH!

 

[WinoBlues]

Last month I wrote a a client. Two years ago I her Sagicor, P NT. Wrote her additional larger Sagicor. Standard due to Lexus Nexus. No other explanation. Again, worked out OK but makes me look incompetent.

Really suspect her employment was part of it. Was a VIP hostess at a Gentleman's in Vegas. Now a cashier. Make very good money. Having a house built.

 

[rousemark]

Credit history

That one I understand.

 

[Tahoe Ray]

Really suspect her employment was part of it. Was a VIP hostess at a Gentleman's in Vegas. Now a cashier. Make very good money. Having a house built.

I quote one of those per month for DI.

They make REALLY good money.

 

[KOC Agent]

Cold doors gives you the confidence to do things most would never do, I'm sure.

For example, just yesterday I was driving down a residential street in a small town. A newer Cadillac Esplanade was parked on the street outside one of the homes and on the back of it were all sorts of bumper stickers identifying the owner as a Libertarian and thoroughly anti-tax, a real "Don't Tread on Me" type of guy. You know if a dude puts all that on the back of his new $75,000 Esplanade, he ain't jokin'.

I pulled over, knocked his door, told him first that I couldn't help but notice his bumper stickers and that I felt the same way. I then introduced myself and told him, "I'm a Republican, but a libertarian Republican, not a neo-con," I said. "You don't like taxes either, huh?"

"Fvck no!" He said.

I handed him my card. "If I could show you a way that you could accumulate as much money as you wanted in an account where it would grow tax-deferred and you had complete access to most of it at anytime without withdrawal penalties and the cash flow would be tax-exempt, would that be of value?"

He's coming into the office Monday at 11 AM.

Brass ones and I like your style!

 

[WinoBlues]

I quote one of those per month for DI.

They make REALLY good money.

I wrote her daughter last week. BTW, MoO GULE is super quick. This client comes from another really good client, I have a pretty good reputation with the family. I think I may have the beginning of a pretty hot referral thread. Write off Vegas trips.

 

[WinoBlues]

So fast like it never even happened.

Oh, and the company = TransAmerica. As a big a pain in the ass as they could be on FE deals the couple FU deals I have done with them in the recent past were easy.

 

[Tahoe Ray]

Write off Vegas trips.

I was just there last weekend for a TOOL concert and I'll be back in March for the PAC 12 tourney.

LMK when you're in town. I may owe you a few beers.

 

[WinoBlues]

I was just there last weekend for a TOOL concert and I'll be back in March for the PAC 12 tourney.

LMK when you're in town. I may owe you a few beers.

Will do. Playing with the idea of building a serviceable book in Navada.

I think you bought the coffee last time. But who am I to say no to a free drink.

 

[DayTimer]

Brass ones and I like your style!

@DHK has posted Tom Love's video on the forum recently (within the past few months for anyone who wants to hunt it down) where Tom Love says "having something to say is more important than having someone to say it to." The meaning behind it is that having a message that addresses a problem that at least some people have and will recognize when brought up to them matters far more than having a lead card or a name or the laughable "I got a guy." You can have a list of everyone on earth but if you can't say something within the first 10 to 20 seconds that addresses a problem that at least a certain percentage of them have then you got nothing.

Also, @walleye posted a Don Runge video last week that I think is absolutely fantastic. One of many key takeaways was his reminder that a lead is not a sale, it is not a request for information, it is not someone saying please come over and sell me something. It is little more than an invitation to visit and, this is key to my way of thinking: an excuse to start a conversation with someone who may not know anything about why you are there or remember having filled anything out.

So, in the case above where I stopped because the guy had all kinds of Libertarian and anti-tax bumper stickers on the back of his new SUV, that was my excuse to start a conversation. And using Tom Love's "have something to say approach," I tailored what I had to say to a problem I was pretty sure this guy would recognize as bothering him a great deal.

None of which reinvents the wheel, right? This is all very much sales 101 as any of the guys and gals around here who've been at this for more than a minute or two would tell us. But I do find myself straying from the basics from time to time. We all do, I believe. That is what causes "sales slumps," in my opinion.

So I try to minimize slumps by reading and watching these sales trainers who have actually "been there, done that" (rather than the epidemic of millennial youtube Gurus who bought a course on how to sell courses). And these Don Runge videos got me to grab my DM aged lead binder and put it back in my car for tomorrow. I have appointments in the office until about noon or so, and then I'm going to grab a zip code full of leads and have at it in the afternoon.