I’ll answer some rapid fire questions.

Should you confirm your calls?

Yes

Is it your responsibility?

Yes

Is it really that worthwhile?

100% yes

I’m going to share this as a story about myself so as not to point the finger.

When I started closing, I had a bit of an ego.

I wrote a newsletter about the opportunities that it cost me.

One of the things I had an ego about was confirming my own calls.

I had a setter and they should make sure the prospect showed up.

I look back at it now and cringe.

That’s not who I am or how I have ever operated, so why did I do it then?

There’s a status that comes with being the one people are booked in with.

It’s nice, to be the one pursued, but that does not mean you can skip the absolute basics like confirmations.

I know now that it cost me tens of thousands in commissions.

So how do you do confirmations?

So easy.

Call them.

If they answer, this is my exact script.

“Hey Name, James here from ABC company, how you doin?” Response

“look super quick call, have you got 30 seconds?”

Response

“Great, just confirming that our zoom call at 9am tomorrow still works for you?”

Response

“And you’ve used Zoom before, you can see the link there?”

Response

“Amazing, well just quickly, I’ll run you through what the call looks like but I’ll tell you this at the start of the call again.

It’s super relaxed, I’m going to ask you some questions about what you’re hoping we might be able to help with, I’ll answer any you have as well, and on the back of that we’ve usually got a pretty clear Idea on what we should do next. Sound fair?”

Response

“Any questions before we hop off this call?”

Response

“Perfect, and if you need to reach me for any reason, will you call me on this number?”

Response

“Amazing, chat tomorrow at 9.”

Why do I do it this way?

I have removed pretty much every apprehension they have about the call ahead of time.

Who will I be speaking to?

Are they friendly or pushy?

What will it look like?

What will we cover?

And if they are price sensitive or nervous about that, they’ve had the chance to ask that question too. (The best way to respond to this is with an “If I were to tell you” response)

Now if they don’t answer, leave a voicemail and send a text.

Voicemail

“Hey Name, James from ABC company here. Nothing urgent, just a really quick call to introduce myself and confirm our Zoom call at 9 am tomorrow still works for you. I'll send you across a text now, thanks, James.”

Text

“Hey Name, James from ABC company here.

I just called and left a voicemail.

Nothing urgent, I was just calling to introduce myself and confirm that our 9am Zoom call still works for you.

Are you still okay to speak then?"

I have used this sequence thousands of times, and it works incredibly well.

People show up to the call feeling like they know me.

The nervousness is gone because they know what they’re in for.

They don’t ever get upset when I ask them a ton of questions because I told them ahead of time, and at the start of the call.

And I get that some people would read through this and think - James can do better than that, that’s way too basic.

Basic works.