Daily Briefing
The daily prep framework: morning setup, a rotating focus theme, the call framework in one glance, and the end-of-day close-out. On the training site this page also showed a live leaderboard fed from the team sheet; the ranking data itself lives in the sheet, not here.
Morning checklist
- Review the GHL pipeline; check for updates and new assignments.
- Check yesterday’s no-shows; run the no-show follow-up protocol.
- Review today’s booked calls; confirm all appointments.
- Per booked call: identify the persona match, determine Track A or Track B, pick your value anchor before dialing.
Daily targets
Every closer closes at least 1 sale per day. That is the baseline. Hit 40 dials, 3.5+ hours talk time, 20-30 emails and texts. (See CURATION-DECISIONS.md item 12 on the 40-vs-50 dial standard.)
Rotating daily focus themes
- Active Listening Day. Prospect talks at least 80 percent. Open-ended questions: “Tell me about your current situation.” Full presence in DISCOVER.
- Objection Mastery. Every objection is a buying signal. “What specifically would you like to think through?” Answer questions with questions.
- Pipeline Velocity. Review GHL first thing. Every callback gets an exact next step, date and time, before you hang up.
- Value Anchoring. Persona match and Track A/B before dialing; stack at least 3 unique value propositions before pricing.
- Energy and Tonality. Stand up during calls, smile while you talk, match then lead the prospect’s energy. Record one call and listen back.
- Follow-Up Excellence. The fortune is in the follow-up. Work the no-show protocol; reach every “not right now” from the last 30 days.
- Framework Deep Dive. CONNECT, DISCOVER, EDUCATE, PRESENT, CLOSE on every call, with 70 percent of the call in DISCOVER.
The framework at a glance
| Phase | Job |
|---|---|
| CONNECT | Build rapport, set the frame, establish trust |
| DISCOVER | Uncover pain, situation, timeline, decision process |
| EDUCATE | Position the solution around their specific pain |
| PRESENT | Present the offer with value stacking |
| CLOSE | Guide them to a decision they already want to make |
Standing reminders
- EOD report in Slack #end-of-day-reports by 7PM Pacific. No exceptions.
- Log every call in GHL immediately. Not logged = did not happen.
- Your first 5 dials set the tone for the day.
- Never ask “Does that make sense?” Ask “What questions do you have about that?”
- The prospect who pushes back hardest is often closest to buying.
- Confirmation 24 hours before + same-day reminder 2-3 hours before every booked call.
- Review the pipeline before your first call: know who you are calling and why.
- Sale Tracker: every sale same day, separate row per installment, NEW vs RECURRING.
- No-show protocol: call 2x, SMS + email, wait 5-10 minutes, call a 3rd time. Never skip it.
End of day
- Submit the EOD report by 7PM Pacific.
- Update the Sale Tracker with all activity.
- Sweep the pipeline; make every GHL status reflect reality.
Mindset lines worth keeping
“They have a you problem.” “Scripts push toward a close. Leadership guides toward a decision.” “You don’t close people. You lead them to a decision they already want to make.” Plus the rotating quotes: Ziglar (“Your attitude, not your aptitude, will determine your altitude”; “Every sale has five basic obstacles: no need, no money, no hurry, no desire, no trust”), Twain, Churchill, Paine, Hunter, James, Grosser, Levenson, Jobs.