Essential Rules for Calling

The reality is, none of us left our previous opportunities to come here and struggle; we came here to win. We came here to grow, to build something meaningful, and to earn more than we ever have before.

That doesn’t happen by chance. It happens through discipline and consistency.

This business starts and ends on the phone. If you commit to that and follow these simple principles every day, success isn’t a question of if, it’s a matter of when.

  1. There should only be one reason for not calling Monday – Thursday between 3:30 pm and 7:30 pm and that is a selling presentation and Saturday 10:00 am - 12:00 pm.  Make no exceptions.

  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. Never put the receiver down between calls.

  6. Keep a daily record of dials, contacts and appointments set.  It will help you track your progress and help us train. (See Weekly Achievements)

  7. Organize yourself before you begin calling, not during.  Turn off the Internet, be 100% focused on the client.

  8. Ask for daytime appointments.  Schedule appointments 2 hours apart.

  9. Set goals.  For example: I will take a 5-minute break every time I set 1 appointment.  Whether it takes you 1 minute or 1 hour.

  10. Fill out and send reminder cards and letters to EVERY appointment.

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

  12. Remember when calling BOPS/Reprints; it will take more contacts to set more appointment.  So hang in there.

  13. No one-legged appointments.

  14. No appointments at place of business, unless there is a quiet place to meet and they have their checkbook with them.

  15. 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.

  16. When having a hard time getting ahold of clients; Study These Rules