Base all decisions off of your setter scorecards

Problem:

• “My team isn’t dialling enough”

Solution:

• If our team is not dialling enough, it is our fault… They are either the wrong person (we hired them), not trained (we trained them), or not motivated (we are the leader). The solution is to determine which of these 3 is the problem and address it 1 on 1 with your rep(s)

Problem:

• “my pick up % is below 30%”

Solution:

If our pick up % is low, it means we are not reaching prospects or they are choosing not to answer

• LVL 1: Use https://clearoutphone.io/ to sort cell phone numbers
• LVL2: Sort by area codes and dial between 8-9am or 4-5pm
• LVL 3: Purchase area codes specific to where you are targeting

Problem:

• “less than 60% of prospects are letting me pitch”

Solution:

If our pitch % is low, it means our opener is not performing well:

• STEP 1: Check Tonality: Simple call reviews will reveal weak tonality
• STEP 2: Check offer/positioning: If tonality appears good, but we lack results, test a new offer positioning

Problem:

• “I can get through the opener, but less than 17% of prospects are actually booking”

Solution:

If our pitch > appt % is low, it means people aren’t interested in our offer OR don’t trust us. 90% of the time it is a matter of trust stemming from poor cold calling

• STEP #1: Complete 1000 dials, constantly look to improve, send call recordings to your advisor
• STEP #2 Consult with advisor to review calls, tweak offer positioning, handle objections, etc.