All Day, Every Day
If we are putting a "Prospect" from our list back into the suspect pool, what 2 tasks need to be done?
1. Change the lead from "Prospect" to "Suspect"
2. Change the lead owner from "Your Name" back to "Fusion House Account"
When converting a lead to a prospect, what 3 things must be done?
1. Change "Lead Owner" to your name
2. Change the lead from "Suspect" to "Prospect"
3. Set a follow-up date
How many dials per hour is an AA expected to make?
15 Dials Per Hour
(120 Dials Per Day)
After the monthly CRM sweep, if an agent no longer meets our minimum qualifications, what tag will automatically show on their lead?
"New Upload, Not Qualified"
Either they are below 6,000,000 in Annual Production or have less than 10 Units Sold in the past 12 months
If a prospect does not answer on your 1st follow up call, what does the racing manual say you should do and when should you follow up again?
Leave a compelling message and follow up the next business day
What are the morning tasks that are REQUIRED to do every day?
Go to the CRM and Click on Tasks
Set the view to “My Today + Overdue Tasks.”
Complete all tasks for the day
What are the 3 confirmation process tasks after setting an EOI?
RSVP Text (Immediately after it is set)
Day Before Call
30 Minute Before EOI Text (Day of EOI)
What do we do is a suspect does not pick up on the 1st call?
Double Dial and leave a voicemail if they do not pick up the 2nd time
When should the "Day Before EOI Call" be made for a Monday EOI?
(make a note in the CRM of which day you called)
If a prospect does not answer on your 2nd follow up call, what does the racing manual say you should do and when should you follow up again?
Reference the first message, ask them to call back, and follow up in 1 week
Where do we look to see which PEs are currently accepting/conducting EOIs?
The EOI Time Block Tracker
What 3 filters should ALWAYS be selected when cold calling leads?
Annual Sales Production >= $6,000,000
Annual Sales Units >= 10
Lead Status Is Suspect
How many EOIs is an AA expected to set per month?
36 EOIs
If a prospect needs to reschedule their EOI to a different date, how do you update the EOI in the CRM?
Click on the "Reset EOI" button at the top of the profile and fill out the form with the updated date, time, and PE name
If a prospect does not answer on your 3rd follow up call, what does the racing manual say you should do and when should you follow up again?
Reference previous messages and follow up in 2 weeks
What are the End of Day tasks that are REQUIRED every day?
1. Fill out the end of day form
2. Make sure all leads under "My Leads" meet the following criteria:
Owner of the lead must be your name
Prospects must have a follow-up date
Follow-up dates must be followed up on time
What are the 3 qualifications we screen for when calling agents? (The 3 requirements for a QUALIFIED prospect)
1. They answer “yes” when asked if they would like to significantly grow their business
2. 10 Annual Sales Units in the past 12 months
3. $6,000,000 Annual Production in the past 12 months
What action are we required to do EVERY TIME we call a lead in the CRM and why do we do it?
Leave a note
This ensures our teammates can see what happened during the lead's previous calls
When an EOI is set, what information needs to be put into the CRM?
1. Change the lead owner to your name.
2. Update the lead status from “Suspect” to “Prospect”
3. Fill out the “Set First EOI Meeting” or "Reset EOI" slot
4. “Who generated the lead” should be your name
5. Leave a note describing main points from the call so the PE can better prep for the EOI
If a prospect does not answer on your 4th follow up call, what does the racing manual say you should do and when should you follow up again?
Leave another message and follow up in 1 month
Before booking a "Unicorn" what must we do?
Message the PE and make sure they are good with taking a same day EOI
If an agent needs to cancel or reschedule their EOI, what 3 things must an AA do?
1. Cancel/Reschedule the meeting in Zoho Bookings
2. Disposition "EOI Held" as "NO" in the CRM
3. Update the CRM to reflect the changes (put a note in the CRM stating they cancelled or rescheduled and why--if a reason was given)
How many EOIs held is an AA expected to have per month?
12 EOIs Held and Qualified Per Month
If an EOI is rescheduled for the same day but at a different time, which 2 spots must we update the time in the CRM?
1. Change the time in the "EOI" section of the lead’s profile (by clicking on the pencil to the right of the date and time)
2. Change the time in the meeting itself in the "Open Meetings" section of the profile (click on the three dots on the upper left corner of the open activity and click on edit and change the time of the meeting to the new time)
If a prospect does not answer on your 5th+ follow up calls, what does the racing manual say you should do and when should you follow up again?
Continue leaving messages and follow up in 2 months