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7 Cards in this Set

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  • Back
What is a Profile?
Sales questionnaire that gathers sufficient information to determine if the prospect is both interested and qualified.
What kind of information goes in title?
In a national or regional brokerage firm, people are awarded titles, such as Sr. Vice President, based on the revenue they bring in. The title can give a sales person an idea of how qualified someone is.
Are company and Broker/Dealer always different?
No. In national firms such as Merrill Lynch, the company name and the broker dealer are the same. But in Independent firms, someone can name their company whatever they want. But every firm registered with the NASD must be or have a Broker/Dealer.
Why do we need Broker/Dealer info?
Many reasons. We may have excellent relations with a BD or not. Very importantly, when a prospect starts seriously thinking about buying Gorilla, s/he will want to talk to others that work for the same BD.
Why do we need "Year Started in Production?"
If we know when someone started, we can get a good fix on their income. Someone who has been in the industry for a while, say 10+ years, is more likley to buy than someone who started last year.
Why do we want SV name?
So when you call back, you can address her by first name.
Why do we want birthdate?
Because we practice what we preach and send out birthday letters every week.