“Groceries, you need to learn how to select your thoughts just the same way you select what clothes you're gonna wear every day. This is a power you can cultivate. If you want to control things in your life so bad, work on the mind. That's the only thing you should be trying to control. Drop everything else but that. Because if you can't learn to master your thinking, you're in deep trouble forever.”
― Elizabeth Gilbert, Eat, Pray, Love
Stop making excuses for your leads and your customers. Stop thinking of all the reasons you feel like the people you speak to SHOULDN'T or AREN'T going to set an appointment and think of all the reasons they should. Stop filling your brain with all the reasons you SHOULDN'T make the phone call and remind yourself of all the reasons you should.
When I was a coordinator I knew my ratios of contacts made, appointments set, appointments shown, appointment sold so well that I could track it all the way backwards and identify that when it REALLY came down to it, every time I made a phone call according to the law of large number it would add $0.59 to my paycheck. If I wanted to double my base salary of $10, I had to make 17 phone calls an hour every hour without fail. You all are better trained, have more leads per coordinator, and have a higher show-to-sale ratio than I had when I was a coordinator. If you want help figuring out your ratios let me know and I will show them to you and how to calculate them yourself. Do not allow all the excuses as to why you CAN'T make a phone call fill your head and make the call and GROW YOUR PAYCHECK. At the end of the week, the end of the month, the number of times you put yourself out there in front of your leads is the deciding factor in determining the size of your paycheck. Call every no contact twice a day, call your people you have contacted once a day, but make it RELEVANT contact (what has changed? have a reason to contact them! Do NOT give away all of your information in one phone call so you still have tools in your belt in case you don't set the appointment on the first call!)
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