Call Process

The complete call framework from pre-call preparation to pipeline management. Prepare like a professional. Execute like a closer. Follow up like your income depends on it, because it does.

Pre-call prep: five questions, every prospect, no exceptions

1. What persona does this person most resemble? (Mike, Theresa, Becky, Jason, Rachel)
2. Where did they come from? (YouTube, referral, quiz, webinar, attorney referral, LinkedIn)
3. Are they Track A (new prospect) or Track B (existing subscriber)?
4. What is their likely tier match based on the intake form?
5. What is the one value anchor most likely to land? (time savings, attorney fee math, the exhibit that wins, margin math for professionals)

The two sales tracks

Track A: new prospect. Never purchased, starting from zero trust. Build credibility, demonstrate value, and earn the right to present a solution.

• Establish rapport and build trust from scratch.
• Identify the core pain point and current situation.
• Educate on the product ecosystem and how it solves their specific problem.
• Present the tier that matches their needs based on discovery.
• Anchor value to a concrete outcome: time saved, money recovered, cases won.

Pro tip: new prospects are evaluating YOU as much as the product. If you sound like every other sales call they have taken this week, you lose. Be real, be specific, be human.

Track B: existing subscriber upgrade. Already on Ask Rebecca or SLAY AI. They know the value. Show them what they are missing at the next tier.

• Acknowledge the existing relationship and results.
• Ask what they love most and where they feel limited.
• Identify the gap between where they are and where they want to be.
• Present the upgrade tier as the bridge to their next level.
• Use their own usage data and wins as proof of ROI.

Pro tip: existing subscribers already trust you. Do not re-sell the basics. Sell the delta. That gap is your close.

Booked call protocol

48-24 hours before, the confirmation combo:

• Call the prospect to confirm the appointment.
• Send a confirmation text immediately after.
• Send a confirmation email with call details and link.
• Log confirmation status in the GHL pipeline.
• Psychology: once they confirm, commitment and consistency bias locks them in.

Morning of call day (8-9 AM), the cancel-first protocol:

• Call all unconfirmed prospects first thing.
• Send SMS to unconfirmed prospects.
• If no response by call time, cancel the slot to free your calendar.
• Move unconfirmed no-responses to the re-engagement workflow.
• Only confirmed prospects keep slots.

Show-up rate boosters: confirmation touch 24 hours out, same-day reminder 2-3 hours out, personalized touchpoints (never generic), a compelling reason to show up in every reminder. Speed-to-lead: leads contacted within 10 minutes are 400 percent more likely to convert.

No-Show Domination Protocol

No one remains in No Show status for more than 3 days without action. No prospect goes more than 48 hours without a touchpoint.

Phone no-show:

1. Call the number two times back-to-back.
2. If no response, send SMS and email immediately.
3. Wait 5-10 minutes, then call a third time.
4. Still no answer: add to the No Show Email Workflow and continue the protocol.

Zoom no-show:

1. If not joined within 3 minutes: send the “Late to Zoom” SMS with the meeting link.
2. Send the “Late to Zoom” email with the meeting link.
3. Still nothing: call two times back-to-back.
4. Wait 5-10 minutes, then call a third time.
5. No answer: enroll in the No Show Email Workflow.

Follow-up cadence with buyer psychology

No prospect goes more than 48 hours without a touchpoint. Day 1, 2, 4, 7, 14, 21.

Day 1: immediate follow-up. Peak emotional urgency; they booked for a reason and the pain is fresh. Frame around what they are losing by waiting (loss aversion). Use their exact words from the intake form. Do not ask “why did you miss?”; assume good intent and lead with value. Mirror the energy they had at booking.

Day 2: second touchpoint, different channel. Channel switching signals persistence without desperation. Text has a 98 percent open rate versus 20 for email. Keep it short: one sentence of value, one question. Never “just checking in.” If Day 1 was formal, Day 2 is conversational.

Day 4: value-driven follow-up. Reciprocity: give something useful before asking. Share a 60-second Rebecca Zung clip matching their situation. Social proof: “Someone in a similar situation just started…” Reference a detail from their case, not generic benefits.

Day 7: re-engagement with a new angle. The initial emotional trigger has faded; supply a new one. Scarcity: “Strategist availability is limited this month.” Future pacing: life 90 days from now with a plan. Contrast the cost of inaction against the investment. Ask: “What’s changed since we last spoke?”

Day 14: fresh perspective. Two weeks of silence usually means the situation got worse, not better. Lead with a client win story similar to theirs. Open loops create tension; remind them of the unfinished conversation. Permission-based close: “Would it help if I…” Share something they have not heard yet.

Day 21: final structured follow-up, the dignified exit. Urgency without burning the bridge. Takeaway close: “I’m going to close your file unless I hear from you.” Offer a smaller commitment (free resource, 10-minute call). Plant the seed: “When you’re ready, here’s exactly what to do.” End with warmth; they may return in 3-6 months, then move to long-term nurture.

Daily priorities (the operating ladder)

Work top to bottom, every day. The order is non-negotiable.

1. Handle no-shows (current + prior day). Call within 1 hour of a no-show. Warmest leads going cold.
2. Work active pipeline (High Priority / Discovery). Prospects close to a decision.
3. Call all follow-ups due today. Every scheduled callback completed today, no exceptions.
4. Touch every open deal at least once every 48 hours.
5. Review recent sales calls for new opportunities. Listen to recordings, find missed angles and callback triggers.
6. Reach back to interested prospects who did not advance. New context or value angle.
7. Future pipeline nurture. Minimum 10 prospects per day.
8. Long-term nurture and recycling. Old leads, new offers, testimonials, case studies.
9. Admin and reporting. CRM updates, pipeline hygiene, daily activity reporting. Never skip.

GHL pipeline

Every prospect lives in the GHL pipeline. Know the stages, know where your deals sit, never let a prospect sit between stages without action.

Observed stages, setter pipeline (initial contact to booked call) and closer pipeline (booked call to closed or disqualified): Opt-In FB Form, Contacted, Opt-In VSL, Application Filled Out, Booked Call, Call Incomplete, High Priority, In Financing, Long-Term Nurture, Won.

Pipeline rules:

• Every prospect must be in the correct stage at all times.
• Move prospects forward or out; never let them idle between stages.
• Touch every open deal at least once every 48 hours.
• No prospect stays in Call Incomplete for more than 24 hours without action.
• High Priority means active engagement; do not park deals there.
• In Financing requires a follow-up cadence until resolved.
• DQ requires a documented reason, never without notes.