I LOVE TO COLD CALL!
The Complete Agenda

Day 1

Breakfast at the hotel.  At 8:00 AM the shuttles leave to bring you to the Draper Campus of Bill Good Marketing.

8:30–The Truth.  Why you don’t love to cold call, and how to start loving it.

9:15–Get Organized.  Part of your success in cold calling is getting organized.  You will learn how to prepare your lists for maximum dialing.

9:45–Break

10:00–The Untouchables Campaign.  This is an unbelievable campaign.  You will bring with you of a list of doctors or C-level executives that are impossible to cold call.  You will spend a few minutes working out a script.

10:15–Phone Lab.  Moving to our phone lab, your goal is to make 60 calls in 60 minutes. While you are calling, we are recording and video taping. 

11:00–Review and Critique.  Now we implement peer review.  We will review recorded calls to hear how you sound.  You’ll see video tapes to make sure you got the work flow correct.

12:00–Group Lunch.

1:00–Cold Calling Home Owners.  (1) Here you get a crash course on calling people that are normally very difficult to reach.  We will have a list for each participant of people who have not registered with DNC. 

2:30–Break

2:45–Cold Calling Home Owners.  (2) The end result of this session will be that you have a script, a list, and a RUF (Record Update Form). You are ready.

4:15–Get set-up for calling.

4:30–Round Robin Calling.  At 4:30 Mountain Time it’s 6:30 back east. So the east coasters will start, and will cold call for an hour.  Others will be assigned as “peers” so you can coach your buddy. At 5:30 the mid-westerners take over for an hour. Then at 6:30 we let the folks in mountain and pacific time have a go. Finger food will be served so you can work and eat.

7:30–Done for the day. Shuttles will take you back to the hotel.

Day 2

8:30–Review of results and lessons learned from cold calling homeowners.

9:00–List Development 1.  We’re going to learn how to develop power lists.  If you know you will never love cold calling, you better learn to love list development.  The better the list, the fewer the calls. In Part 1, our focus will be: money in motion.

9:45–Break.

10:00–List Development Lab 1.  Under the expert supervision of Bill and his staff, you will develop names of people likely to have money in motion now.

11:00–Learn how to develop “real referrals.”

11:15–Call clients and take the “referral challenge.”

12:00–Lunch (catered).

1:00–List Development 2.  Develop a list of people your clients know. This is the secret to getting clients to introduce you to the people they know.

2:00–Call clients and ask for introductions. 

3:00–Much deserved break.

3:30–Closing Skills.  Here you will learn how to close for appointments and close sales.

5:00–Cocktails (Do you need a break or what?)

5:30–Dinner.

6:30–Shuttles will take you back to the hotel.

Day 3

7:30–(Optional) If you are not a Gorilla CRM System Subscriber, we would love to show it to you.  The shuttles will leave at 7:15 AM from the hotel.  

8:30–Lead Development.  Very few leads you generate will set an immediate appointment.  So the art becomes: take a wisp of interest, and fan it until it’s hot enough to set an appointment.  Here’s where you will get “Bill’s Magic Template.”  You will learn to use letter, email and phone calls to “develop” a lead.

9:45–Break.

10:00–Lead Development (cont).

10:30–Wrap-up and Goal Setting