Advisor Needs a Steady, Reliable Marketing Tactic That Delivers
Qualified Prospects Who Want to Discuss Their Investment Needs…
Cold-Calling Is Such a Terrible Business Development Tactic,
Why Do People Still Do It?
Cold-Calling Doesn't Work, Why Is It That Many Successful
Veterans Have Continued to Cold Call Throughout Their Careers?
Do-Not-Call Signaled the Death Knell of Telemarketing, Why
Hasn't It Gone Away?
Is It Possible
the Conventional Wisdom About Cold Calling Is Wrong?
In nearly 15 years working closely with Financial Advisors,
the topic of Cold Calling has always been a puzzling one…
So many seem to hate it. And who wouldn't? Being forced to
the phones at the same time you hear you "shouldn't" need to
make cold calls... The phony scripts, the hang-ups, the rejections,
the anxiety and frustration… Yech!
Clearly, hitting the phones traumatized many advisors. And
But as I interviewed successful advisors another picture—a
contradictory picture—emerged. Many successful advisors credit
cold calling with launching their careers. Many continue to
use telemarketing and feel quite comfortable with it.
How could that be?
Well, like so many things, the prevailing wisdom about cold
calling as a business development tactic turns out to be wrong.
Like so much else, it comes down to execution…
Many advisors have steered clear of telemarketing because
they've developed a fear of using it to find and cultivate prospects.
They fear the rejection, the image they're projecting by calling
and the waste of time if cold calling doesn't work.
And that's too bad because advisors who telemarket can be
IF THEY HAVE THE
That's where Shawn Greene comes in. Shawn is a Horsesmouth
Expert on telemarketing. She knows what most advisors don't.
Making cold calls can work very well.
Consider these reasons:
to Make Calling
a Key Part of Your Marketing Program
- Because Cold Calling is an Effective Marketing
Skill You Can Master and Use. You only need a handful
of solid marketing tactics to reliably grow and maintain
your business. Advisors are busy people responsible for
completing a wide range of tasks. With calling, you have
a low-cost marketing tactic that generates results quickly.
- Because A=B Prospecting Works. Anyone
with some life experience knows there are many things in
life and work that you can count on. If you do A properly,
B will follow as a result. Telemarketing works that way
and can be a key leg of your prospecting activities.
- Because Most Other Marketing Tactics Require
Calling. Think about it… If a COI or client refers
someone to you, how often does that prospect call you? Not
often enough! To take full advantage of that referral, you'll
have to pick up the phone. Same goes for filling a seminar
with great prospects and then following through after the
seminar. You'll need to make calls to develop COI relationships,
make networking worth your while, expand current client
relationships…this list goes on and on.
- Because "Do Not Call" Didn't End Telemarketing's
Efficacy. First, all of the people who don't want
to be called are not going to be on your list—for the most
part. Second, business phone numbers aren't part of DNC. Third, people
at work are often more open to discussing things than they
are at home.
- Because More and More People Need Help and You're
the Expert With an Important Story to Tell. Study
after study reveals a high percentage of well-off retirees
regretted waiting as long as they did to engage a financial
advisor. And there are more and more retirees every day—approximately
10,000 per day. You're the professional with the skills
and insights they need.
- Because There Is a Clear Return on Investment.
Once your calling skills are at full force, just carve out
a regular calling schedule and do it. Make calls. Meet prospects.
Open accounts. Go back and count your hours for each new
account. There's your ROI.
The Art of Consultative Cold Calling Program
There's actually never been a better time to create or revitalize
a calling campaign to meet new prospects and deepen relationships
with clients and COIs. The stakes are high. Money is in motion.
People need you.
You can keep your pipeline humming with a well-done telemarketing
campaign. That's why Horsesmouth offers this training program
developed by Shawn Greene and delivered in a format that allows
you to participate, practice and succeed on the phones.
Cold Calling program has been a big hit with Advisors since
2010 but that doesn't mean we've stood still in making it even
Advisors asked if we could get them up and running
with successful calling even more quickly.
Done: The program has been condensed from five sessions to
four. Each session is rich with information and examples you'll
be able to immediately apply in your practice.
Advisors asked for even more time with Shawn Greene,
cold calling and sales performance expert.
Done—and this time we went way above and beyond: You get
two 30 minute private coaching sessions in addition to all of
the time during webinar sessions.
Live webinar sessions are offered once or twice a
year. Advisors asked for ways to complete the program at any
Done: You can enroll at any time. Between the comprehensive
Resource Guide, access to replay of webinar sessions, and one-on-one
coaching you have everything you need to learn and apply consultative
Here's what you get with
The Art of Consultative
Session One (March 12)
- Four weekly live webinar sessions—described below—each
recorded for your convenience.
- Two private 30-minute coaching sessions, one-on-one
with Shawn Greene. You can use these any time within a year
- 243 page Guide full of thorough, dynamic, effective
guidance, tips, strategies and examples.
- Additional session recordings, including Q & A, on audio
- Calling tools, including metrics guidance and tracking.
- Tried and true systems so you make the most of this
highly effective marketing tool.
Ending Call Reluctance and Starting Consultative Calling
Call "reluctance" is not just about nerves, it's also about
justified concern over what cold calling may do to your image.
You'll learn how to erase the impact of nerves and make calls
in keeping with a strong, positive professional image.
You'll also learn the foundation concepts and strategies
for consultative style calling. This includes realistic metrics
and busting common myths such as the idea only rookies and losers
make cold calls.
Session Two (March 19)
Mastering Key Types of Calls and Avoiding Common Pitfalls
Now the concepts and strategies are applied in examples of
what not to do—and what to do instead. You'll learn to avoid
common problems, to differentiate yourself in good ways, and
to lay groundwork for selling.
Examples and discussion cover calls for B2B and B2C, mail
then call, calls pre & post seminars, and calls to leverage
Session Three (March 26)
Engaging Gatekeepers as Allies. Qualifying With or Without
"Gatekeepers" are notorious for creating obstacles. This
session teaches you how to engage them as allies.
You'll also learn how to qualify during cold calls—yet
another issue for Advisors. You'll have the chance to tailor
the session by submitting your qualifying questions and challenges
in advance. You'll then learn how to qualify prospects without
scaring them away.
Session Four (April 2)
Effective Voicemail Strategies and Messages, and Handling
You'll get honest input on whether it's worth it to leave
voicemail messages. For those who choose to leave voicemails,
you'll learn how to do that so prospects actually return calls.
Next up is how to handle objections. You'll have the chance
to submit the objections you encounter, and then learn how to
handle them effectively…and how to avoid spinning your wheels.
More About the Program Webinar Sessions
Each session is about 90 minutes, including lots of time for
Q & A throughout. This ensures you get full value and realistic
direction for your unique market and objectives. Each session
is also available for on-demand playback for 30 days.
More About the Audio CDs
Sessions from a past season of The Art of Consultative Cold
Calling are included in your kit. The key concepts are all there;
along with Q & A on a separate disk. You'll also hear scripting
do's and don'ts similar enough to reinforce your understanding
yet different enough to expand your knowledge. Included in this
library of audio CDs is a session focused on getting through
the learning curve and applying cold calling throughout your
More About Your One-on-One Coaching
Each program participant receives two 30-minute personal coaching
sessions—an extraordinary added benefit.
Though Shawn asks that you complete the program first, these
sessions may occur at any time within one year of enrollment.
Use your time to fine-tune scripts, address unique challenges,
be held accountable, and get reality-checks and encouragement—or use as a refresher.
More about the Complete Resource Guide
243 pages full of the same thorough, dynamic, effective content
in the program—and more. It's perfect for self-study, inspiration
and skills-refreshers over the long term.
and Save $300
The Art of Consultative Cold Calling program
equips you with everything you need to be successful with calls
of any temperature:
- How to handle and then prevent call reluctance once
and for all.
- How to feel far more comfortable and energized when
- How to deal with gatekeepers so they help instead of
- How to script and succeed with calls to C-suite executives
and business owners.
- How to script and succeed with calls to consumers, including
- How to position your approach, expertise and unique
qualities so you attract the right clients.
- How to master calls focused on products or services.
- How to master pre- and post-seminar calls.
- How to leverage and land portfolio reviews.
- How to develop relationships and keep doors open.
- How to qualify any prospect effectively—even without
- How to succeed with calls after networking, to clients,
and to COIs.
- How to leverage mail and email, and avoid common errors.
- How to decide whether to leave voicemail or not.
- How to leave voicemails that actually generate return
- How to prevent and handle objections.
- How to manage your time and energy.
and Save $300
What makes The Art of Consultative
Cold Calling different from other programs?
A practical approach.
Shawn Greene has been there and done that; including building
her own training company's business from the ground up using
Absence of BS.
Shawn gives you honest reality-bound information. You can take
it from there.
Some programs teach you to use specific wording, but that just
generates a canned-sounding call. Though there are plenty of
script examples to springboard from, this program teaches you
how to create your own powerful and personal scripts.
A little humor goes a long way.
Telemarketing doesn't have to be torture and neither does a
cold calling program.
Effective no matter your years of experience.
Some Advisors need to learn cold calling from scratch, others
need to cast-off outmoded, ineffective approaches.
Straight from the horse's mouth:
Anyone considering the program is welcome to contact Shawn Greene
to discuss the fit before enrolling (see "Absence of BS" above).
Special FREE Bonus: Audio Automatic
Solid referral skills keep your business growing. That's
why I've decided to offer those advisors who sign up for the
Art of Consultative Cold Calling, a special bonus: the audio
version of Horsesmouth's groundbreaking Automatic Referrals:
How to Instill Discipline in Your Referral Strategy and Guide
Your Clients to Deliver Perfect Prospects Every Time.
Bonus: Automatic Referrals Audio Edition
Here's what's included:
Common-Sense Referral Advice
- 7-disk CD set guides you step-by-step in transforming
your referral strategy
- 13 Action Research Summaries give you detailed review
of each recorded chapter for fast reference to key points
- 11 reusable worksheets and checklists to put your plan
- 4 detailed case studies showing how advisors succeed
- Plus, real-life referral insights gleaned from more
than 1,600 advisors
Why do 87% of clients say they are willing to recommend advisors,
but only 11% ever get asked for referrals by their own financial
advisor? We think it's because 81% of advisors say they either
have a referral marketing strategy that is unfocused or inconsistent—or
worse, have no strategy at all. You can get a constant flow
of quality referrals.
When you implement the powerful principles featured in Automatic
Referrals, you'll be poised to join the elite handful of advisors
who have discovered how to use referral marketing to lower their
client acquisition costs, increase their efficiency, and build
a robust book full of high-quality clients.
After spending just a few hours with Automatic Referrals,
you'll be on your way to mastering all the techniques you need
to start asking the right people for referrals to the right
prospects—at the right time, and in the right way, with consistency
Automatic Referrals spells out on CD:
Order Today and
- How to motivate your best clients to make referrals
to prospects exactly like them.
- How to improve profitability and accelerate the growth
rate of your practice.
- Why you'll experience higher closing ratios once you've
developed a coherent referral strategy.
- How to avoid the "Experiment Trap" that causes most
referral strategies to fail.
- How to enhance the quality of your prospect pool.
- Why HNW clients WANT to be referred to you.
- How to use referrals to strengthen your relationships
with your best clients.
- How to join the elite corps of advisors who are VERY
SATISFIED with their referral strategy.
- The one thing you MUST do in order to super-charge your
About Shawn Greene
Shawn Greene, founder of Savage & Greene, has over 26 years
of sales and sales training experience, and is the author of
the book "I'd Rather Have a Root Canal Than Do Cold Calling."
Known for a practical and humorous style, Shawn has trained
and coached thousands of advisors to succeed with consultative
and Save $300
What Your Peers Say About The Art of Consultative Cold Calling
Making Magic Bullets
"I was not having success with my calls, which I measure as
booking appointments. It felt as though I was wasting my time,
and I wanted to be the best cold-caller in my area. In the program
I learned to develop a style of calling that has markedly improved
my success rate in booking appointments. It's given me confidence
in making the calls (overcoming reluctance) and engaging in
conversations with more of those who are receiving my calls
by creating scripts (note the plural) that don't turn off the
person on the other end. We didn't get a magic bullet—we learned
how to make magic bullets." —Donald Farnsworth, Maitland, Ontario
Using Calling as a Marketing Tool
"Shawn had great command of the material and she knew how
to present it in an interesting manner. The bits around using
calling as a MARKETING tool were on the money! Simply put, I
signed up so that I would spend more time on the phone and so
far I have been doing that."
—Joseph Franciscone, Fairfield,
Comfortable Using Scripts
"I joined the program because I wanted to make cold-calling
a key part of my prospecting efforts. The presentations were
very informative, I received support from Shawn, and most helpful,
Shawn gave me detailed help with my script. I now feel comfortable
with the scripts I am using." —Tim Rafferty, Little Rock, AR
Not Afraid to Call "High Level" People
"I needed to brush-up and reinvent the way I had been doing
things. The program really helped me get over being afraid to
call certain people I perceived to be at "too high a level"
to call." —Michelle Begina, Wyckoff, NJ
Structure and Tools for a Great Script
"I joined the Art of Consultative Cold Calling to help with
my 'call aversion.' Shawn Greene was full of knowledge, gave
very helpful script ideas, and the group calls were excellent.
Learning how to structure a call and how to ask permissions
first was very helpful, and the sample scripts and critiques
were great, too. The program has given me a game plan on how
to structure a call and tools for having a great script."
—Nicole Allore, Kingston, Ontario
Cold Calling Makes Sense
"I started working with Shawn because I was inexperienced,
uncomfortable, and ineffective with cold calling. I also
realized it was a skill I needed to become more successful.
She goes through all of the unrealistic expectations and
fears many of us have. Shawn's approach is not cookie-cutter,
it's flexible and she understands that each person will
sound and prospect a bit differently. Shawn's program addresses
cold calling from both sides of the view—the salesperson
and the person on the other end of the phone. She's also
a great listener, and able to give immediate feedback in
a non-offensive way. Shawn's gotten me to a place where
cold calling makes sense." —Glen Isobe, Gardena California
Breaks Everything Down
"I decided to work with Shawn Greene because I, too, would
rather have a root canal than make cold calls. Her program
gives you a step-by-step process to put together your scripts
and handle objections. She also breaks everything down so
you know how calling succeeds and why certain things are
important to do. I really like Shawn's straight-forward
approach to this problem, her hands-on help and personalized
script critiques. Her sense of humor is a big plus, as well.
If you want a program that covers everything about calling
prospects, whether they are individuals or businesses, this
one is for you." —Kimberly Hembree, CRPC
Motivates Us to Make the Calls
"I wanted to take my business to the next level. I had tried
other types of marketing and they were okay, but not getting
the results I really wanted. I had read that cold calling
was the way to get a lot more business, but knowing how
I treated cold callers when they phoned us, the thought
of making the calls made me physically ill. However, I knew
there must be a better way of doing them. I was recommended
to Shawn and low and behold she was exactly what I was looking
"Shawn has been there and done that, she isn't
someone who is giving advice and tips from a theoretical
standpoint. We know she has been out in the real world
making cold calls herself and has succeeded. So we know
what she is telling us is good, solid advice… Shawn also
motivates us to get on with making calls. Shawn doesn't
give a rose-tinted view of cold calling, it is hard
work; but she makes you feel you can handle it." —Ashley
Price, United Kingdom
Old Dogs Can Learn New Tricks
"When I got up in the morning I was dragging my feet
about coming to training. I thought, 'I've been calling
for years and don't need this.' Within thirty minutes that
thinking changed to, 'Pay attention! You're going to learn
a lot today!' Shawn has obviously had hands-on experience
and success with cold calling. Shawn's sense of humor and
no-nonsense handling of our objections made a big difference.
She managed to challenge each of us, even though we all
had varying levels of experience. She also managed to push
us beyond old habits that don't work well. I guess old dogs
can learn new tricks." —Michael Frith, San Francisco, California
Helps You Get Out of Your Comfort Zone
"Our organization had several sales performance issues.
I was impressed with Shawn's own handling of the sales process,
including her initial cold call to me, and awarded her company
the contract. I recommend Shawn's programs to any business
that wants their representatives to step out of their comfort
zone and really learn new skills. Her cold calling program
is especially remarkable, given the degree of resistance
most have to making calls. She teaches a professional and
effective approach, also ensuring each person has the tools
they need to make adjustments for their particular target
market." —Debra Nelson Vancouver, Washington
Helped Me Generate Improved Results
"I found myself stuck in my telephone efforts, having only
lackluster results. Shawn's program was like a breath of
fresh air. Almost immediately I found myself immersed in
a gold mine of tips and ideas that made perfect sense. On
that note it made perfect sense to have Shawn as my coach.
I've never had to look back. She genuinely cares about the
people whose lives she touches and truly wants the best
for them. It comes through in her writing, program, and
coaching. She has what I like to think of as an open door
policy. Always there if you need help or an idea. We all
get stuck from time to time and I find it comforting to
know that all I have to do is pick up the phone and Shawn's
right there to help in any way she can. The program helped
me generate improved results with less time and effort."
—Howard McKeever, Liverpool, New York
and Save $300
Save 30% When You Sign Up Today
Sign up for Shawn Greene's "Art of Consultative Cold Calling"
and benefit from its practical, effective methods. You save
$300 by enrolling today for $697, a 30% savings off the normal
$997 program price
The Consultative Calling Guarantee: 100% Risk Free
Sign up for
Shawn Greene's The Art of Consultative Calling
program now because it's 100% guaranteed to help you be
more effective on the phone. Learn to:
Do all of this for the next 12 months. If you don't find yourself
more motivated and more effective on the phone than ever before,
we'll completely refund 100% of your purchase price—guaranteed,
no questions asked. Just call and tell us you're returning all
the materials to Horsesmouth at: Horsesmouth, 21 W. 38th St.,
14th Fl., New York, NY 100018. Phone: 212-343-8760, Ext. 1.
- Overcome call reluctance and start consultative calling…
- Apply the consultative calling in scripts that work…
- Qualify business and consumer prospects so you're talking
to the right people…
- Prevent and overcome objections…
- Stay motivated and focused calling new prospects, COI's,
and existing clients…
- Keep your pipeline full by making telemarketing a key
part of your marketing strategy…
We can offer this generous guarantee because we're totally
committed to helping advisors like you succeed, and we're completely
confident you can be more effective with your telemarketing.
That's our risk-free guarantee to you. —Sean Bailey, Editor-in-Chief,
and Save $300
Don't Miss this Unique Opportunity
Most advisors need to have two or three marketing tools in use
for greatest success. If you're finding yourself challenged
in the marketing arena, then I urge you to put The Art of Consultative
Cold-Calling Program at the top of your marketing list.
There's no opportunity like it specifically for advisors.
With Shawn Greene's guidance and expertise, you'll learn to:
The end result? You'll avoid all the deadly traps and discover
a prospecting freedom and autonomy that you've never had before.
So, go ahead now
and sign up for the program that will give you the skills
and insights you need to succeed.
- Make calls that mesh perfectly with a professional,
- Connect with prospects and differentiate yourself. The
result will be a marketing tool you use comfortably to help
fill your pipeline.
- Partner the phone with networking, direct mail, and
referrals; so you not only have far better results, you
feel more relaxed at the same time.
Since 1997, Horsesmouth has been helping financial advisors
succeed by providing timely guidance on key topics such as business
development, practice management, financial planning and investment
Sean M. Bailey
21 West 38th Street, 14th Floor
New York, NY, 10018
(888) 336-6884 ext.1
P.S. When you sign up for Shawn Greene's program today, you save
off the full-price.
So go ahead now
and take the first step to launching a new, successful marketing
campaign for your business.
FOR INSTANT SERVICE
Call Toll Free: 1-888-336-6884 ext 1
(Outside U.S.): 1-212-343-8760