BDR Onboarding

Execution Playbook Takeaways

Phase 1: Keep in mind…

  • Before you dial, check the Email Salutation field in the CRM. A "Charles" might go by "Chuck," or a "Samuel" by "Sam." Using their preferred name shows:

    • You've done your homework
    • This isn't a generic bulk call
    • You see them as an individual, not just a lead

  • The package gives you a conversational anchor. This means:

    • They're already familiar with Optimize
    • They may even be curious, appreciative, or intrigued
    • You have instant credibility as a follow-up caller
  • “Oh that's odd, the address we mailed it out to was [USE THE CRM ADDRESS]—and so what's the best address to get you out the package?”

    This response turns a negative into an opportunity by keeping you helpful and defensive-free. It extends the conversation by gathering new info and creates a concrete future touchpoint: “We'll get you out a package right away and I'll follow up with you afterwards.”

    You've just bought yourself another call attempt while positioning yourself as service-oriented.

Phase 2: The Pitch / The Pivot

  • Notice the script doesn't say "explore opportunities" or "discuss our platform." It immediately highlights concrete financial benefits that Advisors can instantly calculate against their own book size:

    2% Transition Bonus (paid on entire book)
    1% Trailer with 100% Payout (no grid tiers)
    5% Succession Payout Guarantee

    Instead of offering abstract promises, these are specific, actionable performance metrics that establish value in the opening 30 seconds of the call.

  • After delivering the value proposition, the script doesn't linger or ask "Does that sound interesting?" Instead, it moves straight to an assumptive close:

    "And so, how is next Tuesday at 11AM?"

    You're asking when (not if) they want to meet. This creates immediate forward momentum and lowers the psychological barrier for them to say yes.

    Core Skill Rule: You'll see this pattern throughout every script and FAQ response. No matter what objection you handle or question you answer, you always pivot back to proposing a specific meeting time. Every conversation path must end with an attempt to book.

Phase 3: Closing the call / INFO GATHERING

  • You wrap up the call by gathering four crucial pieces of information for the Meeting Booked Playbook so the Managing Director, Corporate Development can prepare effectively:

    Years advising clients → Experience level and client relationship depth
    Book size (AUM) → Determines which MD is assigned to the meeting
    Personal email → Creates the confidential calendar invite
    Cell phone number → Enables pre-meeting confirmation and follow-up

  • Each question is framed explicitly to benefit the Advisor rather than sounding like an aggressive interrogation. Use context-driven value justification anchors during data capture:

    • "so my Managing Director is prepared..." (Positions qualification as strategic custom briefing prep)
    • "for confidentiality purposes..." (Transforms a high-friction data request into an intentional security precaution)
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