Essential Rules for Calling

You were brought on because we believe you have the ability to do more than just make calls; you can set quality appointments. That is the true purpose of your role.

This position isn’t about dialing numbers; it’s about setting appointments. Every appointment you set directly impacts your manager’s success and as your manager succeeds, so do you.

When you stay focused on setting appointments and follow these simple principles, you will see stronger results, greater consistency, and increased income over time.

1. The times you call are important. Please make sure you are following the Optimal Calling Schedule based on the area you are calling.

2. When you call, you are selling the appointment, not the product.

3. Talk slow, slow, slow in a professional tone of voice.  Not monotone.  If you sound too enthusiastic they will feel threatened and will feel irrationally closed minded.

4. Stick to the written approach.  Do not add any details or modify anything.  Every word has its purpose.

5. Keep a daily record of dials, contacts and appointments set.  It will help you track your progress and help us train.

   1. Appointment and Activity Tracker

   2. Weekly Achievement Sheet

6. Organize yourself before you begin calling, not during.  Turn off the Internet, the tv or social media and be 100% focused on the client.

7. Fill out Calendly or send reminder cards and letters to EVERY appointment.

8. When you get discouraged hang in there.  The law of numbers is on your side, but only if you work.

9. No one-legged appointments.

10. Don’t give out your phone number or offer to call them for any reason to confirm, this makes the appointment tentative and not solid.

11. Study these strategies to improve your chances of getting through to clients.