Close Close

Life Health > Running Your Business

If you must

Your article was successfully shared with the contacts you provided.

Cold calling is the least favorite way of prospecting for most advisors. Those who can, avoid it altogether. But if cold calling is a necessity, there are ways to do it well. Brian Maroevich of offers these tips for cold calling:

  • Make sure the list is up to date.
  • Know what you are going to say and what objections may arise.
  • Smile like the person is in the room with you. Smiles can be “heard” over the phone.
  • Get to the point.
  • Know the business you are calling.
  • Know who you are talking to.
  • Acknowledge their time constraints.
  • Make a guarantee.
  • Confirm the appointment.

Maroevich says shortcuts are appointment killers, so practice the activities that feel least comfortable. His best advice is to graduate to a series of prospecting letters as soon as the budget allows and leave cold calling behind for good.