How we close. What we expect.

Daily metrics, pipeline discipline, performance standards, and the rules that separate closers from everyone else. 20 min read. Foundation, SLAY Closer Expectations.

Tab 1: Daily Metrics

Closer Mission: Close deals daily by executing disciplined outreach, maintaining pipeline accuracy, and converting qualified prospects into enrolled clients.

Non-negotiable daily metrics:

40 Outbound Dials. Balanced across no-shows, follow-ups, pipeline, and cold outreach. Every day, no exceptions.
3.5+ Hours Talk Time. Minimum talk time including Zoom meetings. If you are not on the phone, you are not closing.
20-30 Personalized Touches. Emails and texts, personalized per prospect. No templates without customization.
1 New Sale Per Day. The daily target. Consistency wins. One sale, every single day.
10 Leads Reactivated. Minimum 10 leads reactivated or advanced daily. Dead pipeline is just untouched pipeline.
Full Pipeline Discipline. Every lead has a clear next action. Move leads through stages diligently and accurately.

Daily KPI summary: 40 outbound dials per day minimum. 3.5h talk time including Zoom. 1 sale per day target. 10 leads advanced or reactivated daily.

The sales team is never the problem. The funnel is. Scripts push toward a close. Leadership guides toward a decision. The closers who thrive here do not memorize rules, they understand why the rules exist and hold themselves to a standard higher than anything we would ask.

Tab 2: Pipeline Discipline

14 principles that keep your pipeline alive:

Start of Day Sweep. Every lead must have a clear next action scheduled. Open your pipeline before you open anything else. No lead sits without a next step.
End of Day Sweep. Before you log off, every single lead must have a scheduled next action. If it does not have one, you did not finish your day.
Respect the Pipeline. Move leads through stages diligently and accurately. The pipeline is your revenue forecast, treat it like one.
Accuracy Over Assumption. Statuses must always reflect reality. Do not guess. Do not assume. If you are unsure, verify before updating.
Handle No-Shows First. Current and prior day no-shows are your top priority. These are warm leads that already committed to a call.
Work Active Pipeline. High Priority and Discovery stage leads come right after no-shows. These are the closest to closing.
Call All Follow-Ups Due Today. Every follow-up scheduled for today gets executed today. A missed follow-up is a missed opportunity.
48-Hour Touch Rule. Touch every open deal at least once every 48 hours. No prospect should wonder if you forgot about them.
Review Recent Sales Calls. Look at recent calls for new opportunities you may have missed. There is gold in your call history.
Reach Back to Warm Prospects. Prospects who showed interest but did not advance deserve another touch. Interest is not rejection.
Future Pipeline Nurture. Minimum 10 prospects per day in long-term nurture. Your future pipeline is being built right now.
Admin and Reporting. Update statuses, fill Sale Tracker, submit EOD. This is not optional, this is how performance is measured.
No Prospect Goes Dark. Follow-up cadence: Day 1, 2, 4, 7, 14, 21. No prospect goes more than 48 hours without a touchpoint.
Numbers Must Match. Your EOD numbers must match the Sale Tracker. Discrepancies cause problems. Keep it clean.

Tab 3: Daily Time Priority Ladder

When not in a booked call, this is your order. Work top to bottom. No skipping. No cherry-picking.

Targets: 40 outbound dials balanced across all lead types. 3.5h+ talk time including Zoom meetings. 48h max gap between touches on any deal.

Priority order:

Handle No-Shows. Current + prior day. These are your hottest leads.
Work Active Pipeline. High Priority and Discovery stage leads.
Call Follow-Ups. Every follow-up due today gets executed.
Touch Open Deals. Every open deal, at least once every 48 hours.
Review & Reach Back. Recent calls for new opps. Warm prospects who stalled.
Nurture & Admin. 10 prospects/day nurture. Update statuses. Submit EOD.

Also: touch every open deal at least once every 48 hours. Review recent sales calls for new opportunities. Reach back to prospects who showed interest but did not advance. Future pipeline nurture: minimum 10 prospects per day. Long-term nurture and recycling of cold leads.

Tab 4: End of Day Report

Slack #end-of-day-reports, by 7PM Pacific. Missing your EOD is a performance violation. Numbers must match Sale Tracker. No exceptions.

Required EOD fields:

Total Revenue Generated
Total Collected
Booked Calls
Live Calls
Offers Made
Enrollments
Deposits Taken
Call Results: outcome, client name, details

Call Results Format: For each call, include the outcome, client name, and relevant details. This is how leadership tracks your daily activity and pipeline movement.

Tab 5: Follow-Up Cadence

The cadence that closes deals. Day 1, 2, 4, 7, 14, 21. No prospect goes more than 48 hours without a touchpoint.

Follow-up schedule:

Day 1: Call + Email + Text
Day 2: Call + Text
Day 4: Call + Email
Day 7: Call + Email + Text
Day 14: Call + Email
Day 21: Final outreach, all channels

Cancellation / Reschedule: prospect cancels or no-shows, immediately rebook or reschedule. Handle no-shows first every morning, current + prior day.

No-Show Protocol (recovery): Handle no-shows as your FIRST priority when not in a booked call. Call immediately after missed time. Then call back within 1 hour. Same day: email + text follow-up. Next day: call 2x, text 1x, email 1x. Continue for 2 consecutive days. If no response, delay one day and try again. After completing protocol, update lead status accurately.

Tab 6: Performance Levels

Where you stand and what happens next. The timeline is clear. Stay at baseline or above. The path down is well-defined.

Level 0: Baseline. This is where champions live. Meeting all targets consistently. This is the expectation, not the ceiling. All daily KPIs met. EOD reports submitted on time. Pipeline accuracy maintained. Follow-up cadence respected.

Level 1: Coaching Zone. A private course-correction before it becomes a conversation. 1 week below targets. Private review initiated. Call recording review. 7-day micro-goals set. 1 mandatory roleplay per week. Private coaching session.

Level 2: Correction Zone. Structured support to get you back on track. 2 weeks below targets. Structured daily oversight. Daily KPI check-ins. Shadow a top performer. Structured daily tracker. Increased call audits.

Level 3: PIP. The final structured opportunity to prove you belong here. 3 weeks below targets. 14-day written Performance Improvement Plan. Written plan with specific targets. Daily check-ins with manager. 2-3 call audits per week. Must meet plan benchmarks.

Level 4: Exit. The timeline has run out. 45+ days below targets. Reassignment or exit. Final review with leadership. Reassignment evaluation. Exit process if no improvement. No exceptions.

Tab 7: Voice Rules and Call Prep

The Language of Leverage. Every word you choose either builds authority or erodes it.

Words we use (these build authority and command respect): Leverage, Strategy, Clarity, Control, Positioning, Incentives, System, Structure, Documentation, Patterns, Evidence, Timeline, Organized, Court-ready, Structured, Deliberate, Disciplined, Leverage architecture.

Words we never use (these weaken your position instantly): Feel, Support, Journey, Struggle, Pain, Empowerment, Healing, Validation, Vibration, Universe, Energy, Manifest, Breakthrough, Transform, Warrior.

Translation table. What they say vs. what you say. Some phrases have no replacement, they are eliminated entirely.

Never say this	Say this instead
I understand how hard this is.	The situation isn’t moving because the approach isn’t creating leverage.
That sounds incredibly painful.	That reaction is common when leverage is unclear.
The system is broken and unfair.	High-conflict systems are predictable once you understand the incentives.
Your feelings are valid.	What matters now is identifying where leverage can be built.
Step into your power.	NEVER. Eliminate entirely.
Take your life back.	NEVER. Eliminate entirely.
Trust the process.	NEVER. Eliminate entirely.
Raise your vibration.	NEVER. Eliminate entirely.
You’re not alone.	Most people in your position are dealing with the same structural gap.
I believe in you.	The system works when the information is organized. That’s what we build.

Pre-Call Checklist: 6 items before every call.

Prospect Intel:

Identify persona match for this prospect (Mike, Theresa, Becky, Jason, Rachel, or new).
Determine Track A (new prospect) or Track B (existing subscriber upgrade).

Strategy:

Pick your primary value anchor before dialing.
Review the four Discovery questions, especially Q4 (what’s at stake).

Operations:

Have the correct payment/checkout link ready for the tier you plan to recommend.
Recording is on, headset on, notifications off, notepad ready.

The 6 closer principles. Read these before every call. Internalize them until they are reflexive.

“Scripts push toward a close. Leadership guides toward a decision.” If your call feels like a pitch, you’ve already lost. Guide them to the decision they already know they need to make.
“The sales team is never the problem. The funnel is.” If close rates are down, diagnose the system, not the people. Pre-call nurture, segmentation, and offer-to-readiness match come before rep performance.
“Delegation, not education.” Justice Seekers at this income level delegate everything. They don’t want homework. They want a strategist who builds the leverage architecture while they run their company.
“The platform is the spine. The advisory is the hands.” The buyer gets both: a system that structures evidence automatically and a human strategist who applies the methodology to their specific case.
“Credibility before conversion.” Judges reward clarity. Courts reward structure. Buyers reward trust. Build credibility first. The close follows.
“They have a you problem.” You don’t care if they buy or not. They have the problem, not you. That posture is the difference between pushing and guiding.

Tab 8: Post-Sale SOP

7 steps after every close. Complete all 7 steps on the same call. Do not hang up until all steps are done.

Take Payment. Confirm card processed before moving on. Stay on the line until payment clears.
Confirm Access. Stay on call while they receive the Welcome Email. Do not hang up until access is confirmed.
Review Legal Terms. Walk through Terms and Conditions together on the call. Both parties must acknowledge.
Schedule Orientation. Book the orientation call before ending the current call. Lock it in immediately.
Book Strategy Session. Schedule 1-2 weeks out. This sets the engagement cadence from day one.
Activate SLAY AI Access. Ensure the client has full access to the SLAY AI platform and tools.
Direct to Quick Start Guide. Point them to the Quick Start Guide so they can begin immediately after the call.

Critical: All 7 steps must be completed on the same call. Do not hang up after payment, do not promise to send access later. The post-sale experience sets the tone for the entire client relationship.

FAQ

Missing your EOD is a performance violation. Your numbers must match the Sale Tracker. This is non-negotiable and applies every single day.
Follow-up cadence is Day 1, 2, 4, 7, 14, 21. No prospect goes more than 48 hours without a touchpoint. Consistency is what separates closers from order takers.
Below targets: Week 1 is Coaching Zone with private review. Week 2 is Correction Zone with daily oversight. Week 3 is PIP with written plan. 45+ days is Exit.
EOD goes to the Slack #end-of-day-reports channel, by 7PM Pacific. Include all required fields: revenue, collected, booked calls, live calls, offers, enrollments, deposits, and call results.
Never use: Feel, Support, Journey, Struggle, Pain, Empowerment, Healing. Use instead: Leverage, Strategy, Clarity, Control, Positioning.
Post-sale: 7 steps, all on the same call. Take Payment, Confirm Access, Review Legal Terms, Schedule Orientation, Book Strategy Session, Activate Platform Access, Direct to Quick Start Guide.
Every open deal gets touched at least once every 48 hours. If a deal goes silent, that is on you, not the prospect.
Minimum 10 prospects per day in future pipeline nurture. Your pipeline today determines your revenue next month.