Building Relationships, Trust, and Rapport

• Friends First: At the start of the call, build a relationship before you ask for the sale.
• Love the One You’re With: No matter who you are talking to, they are the most important.
• Smile: Bring your energy up. Laugh, smile, and be fun.
• Be 110%: Match the energy of your customer and then raise it 10%.
• Authentic Enthusiasm: Be genuinely excited—enthusiasm is contagious.
• Don't Think, Love: Ask, “Is there anything about the program that you don’t think will work for your group? What do you love about our fundraiser?”
• Elevator Pitch: Hit the most important parts quickly. Provoke interest, be memorable, and keep it to 30–60 seconds.
• We Are Not “Cool”: Relationships are professional—be punctual, keep your word, and set clear expectations if a call may be cut short.

  Example: “I want to let you know I have a call at 10:00 a.m. I have to be on. We have…”

Educating, Guiding, and Empowering Your Customers

• Store and Dash: Educate customers so they feel confident, not pressured.
• Brainstorm: Offer a suggestion—then pause. “Would the 4th be a good start date?”
• Reviews: Build trust by directing customers to reviews on your website.
• Tell Your Sponsor They Are Right: Reinforce good decisions whenever possible.

Closing with Confidence and Purpose

• Close: Ask, “When would you like to get started?”
• Let Them Tell You No: Don’t assume they need to go—let them say it.
• Don’t Be Passive: Give clear direction; avoid weak questions.
• Have a Reason: Never “just checking in.” Use specific, value-driven reasons to reach out.
• Flow: If they want info sent, do it—explain key details as you go. Give them what they want while doing what you need.

Communicating with Precision and Engagement

• Don’t Use Crutch Words: Be concise—drop fillers like “um,” “actually,” “basically.”
• Just Call: Calls win sales. Emails and texts support, but can’t carry your voice and energy.

Protecting Your Time and Value

• Protect Your Value: Don’t over-accommodate. Set boundaries and convey a filling calendar.
• Call with Intention: Use the hotlist, calendars, and timing. Each call should move something forward.

Building Momentum and Driving Activity

• Do All the Things: Calls, voicemails, tracking, follow-ups, texts, emails, handwritten notes, reminders—everything matters.
• Sales Beget Sales: The more cards in the wild, the more submissions and confidence.
• Momentum: Consistency compounds; breaks cost you.
• Positivity: Customers and coworkers feed off your energy—protect the culture.
• Every Touch Counts: A voicemail today can trigger a call months later.
• Hard Work Makes You Lucky: “Luck” is earned by volume and quality of effort.
• Bonus Calls Are the Enemy: Useful practice, but not a substitute for real sales calls.

Mastering Conversations with Confidence

• Power of the Pause: Silence invites the customer to share more.
• Assume the Sale: Speak in terms of “when,” “we,” and “we’re.”
• Let Them Talk: Listen actively; reflect their words.
• ARCing: Acknowledge, Redirect, Continue—guide without derailing.
• Stack Yeses: Build momentum with simple agreements.