Call Expectations

Pre-call preparation, the strategies to remember on every call, and the no-show sequence. This is the 5-minutes-before-you-dial page; the full framework lives in call-process and sales-training.

Pre-call preparation (5 minutes before, every time)

1. Quiet room, no interruptions.
2. Headset on, hands free for notes and expression.
3. Recording on. All calls are recorded and uploaded to GHL.
4. Identify the prospect’s persona match before dialing.
5. Determine Track A or Track B, and pick your value anchor.
6. Pen and notepad ready.
7. No unnecessary screens or apps in front of you; notifications on DND.
8. Release all attachment to the YES. Put all attachment onto Accurate Diagnosis.
9. Lose the emotional baggage from the day or previous calls. Tranquil and focused.
10. Do NOT bring a desperate mindset or act hungry.

Important strategies to always remember

• Your tone is the most important thing. You do not care if they buy or not. They have the problem, not you.
• Be completely present on every call. No multitasking. If you are not fully locked in, you are losing.
• 80/20 rule. Listen 80 percent, speak 20 percent, and that 20 percent is asking the RIGHT questions.
• Stay in control. If you lose control of the conversation, ask a question. Questions put you back in the driver’s seat.
• Answer questions with questions. Never give a direct answer when you can redirect with a better question.
• Make it personal. Get them talking about themselves. The more personal it gets, the closer you are to the close.
• Follow the framework no matter what. CONNECT, DISCOVER, EDUCATE, PRESENT, CLOSE. No shortcuts, no skipped steps.
• Less talk = more sales. Never give specific information unless you have determined a profitable reason for doing so.
• Voice compliance. Leverage, strategy, clarity language only. No hype, no pressure words, no desperation.
• Scripts push toward a close. Leadership guides toward a decision. You are a leader, not a script reader.

No-show protocol (exact sequence, every time)

1. Call the prospect immediately at the scheduled time.
2. If no answer, call a second time.
3. Send an SMS and email: “Hey [Name], we had a call scheduled. I’m available for the next 10 minutes if you can still make it.”
4. Wait 5-10 minutes.
5. Call a third time. If no answer, mark as no-show in GHL and move on. The follow-up cadence in call-process takes over from there.

Improve show-up rate (for every booked call)

• Send a confirmation message 24 hours before the scheduled call.
• Send a same-day reminder 2-3 hours before the call.
• Personalize the reminder with their name and the specific value they will get from the call.