• If Cold-Calling Is Such a Terrible Business Development Tactic, Why Do People Still Do It?
  
  
• If Cold-Calling Doesn't Work, Why Is It That Many Successful Veterans Have Continued to Cold Call Throughout Their Careers?
  
  
• If 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?

Dear Advisor,

Overcome Call Reluctance and
Start Consultative Cold Calling Today!

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 rightly so…

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 hugely successful IF THEY HAVE THE RIGHT TRAINING.

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:

6 Reasons to Make Calling
a Key Part of Your Marketing Program

1. 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.
2. 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.
3. 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.
4. 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.
5. 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.
6. 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

Overcome Call Reluctance and
Start Consultative Cold Calling Today!

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.

This Consultative 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 better.

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 time.

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 style calling.

Here's what you get with The Art of Consultative Cold Calling:

• 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 of enrollment.
• 243 page Guide full of thorough, dynamic, effective guidance, tips, strategies and examples.
• Additional session recordings, including Q & A, on audio CD.
• Calling tools, including metrics guidance and tracking.
• Tried and true systems so you make the most of this highly effective marketing tool.

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 portfolio reviews.

Session Three (March 26)
Engaging Gatekeepers as Allies. Qualifying With or Without Questions

"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 Objections

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 career.

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.

Order Today 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 making calls.
• How to deal with gatekeepers so they help instead of hinder you.
• How to script and succeed with calls to C-suite executives and business owners.
• How to script and succeed with calls to consumers, including HNW prospects.
• 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 asking questions.
• 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 calls.
• How to prevent and handle objections.
• How to manage your time and energy.

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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 cold calling.

Absence of BS.
Shawn gives you honest reality-bound information. You can take it from there.

No cookie-cutters.
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 Referrals

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:

• 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 into action
• 4 detailed case studies showing how advisors succeed with referrals
• Plus, real-life referral insights gleaned from more than 1,600 advisors

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 and confidence.

Automatic Referrals spells out on CD:

• 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 referral flow.

Shawn Greene

About Shawn Greene

Order Today and Save $300

What Your Peers Say About The Art of Consultative Cold Calling

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, NJ

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 for!

"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

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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:

• 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, Horsesmouth.

Order Today and Save $300

Don't Miss this Unique Opportunity

There's no opportunity like it specifically for advisors. With Shawn Greene's guidance and expertise, you'll learn to:

• Make calls that mesh perfectly with a professional, consultative approach.
• 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.

About Horsesmouth

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 strategies.

Best,

Sean M. Bailey
Editor-in-Chief
Horsesmouth
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 30% 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