Do you find it difficult to create the energy to start making your round of phone calls in the morning? If so, then you are not alone. Even veteran big billers admit to me that sometimes it takes them as long as four hours to get the nerve to pick up the phone and make the first call.
Why is this? We know at the end of every day that the phone calling doesn’t hurt us. There are no bruises, cuts, or scrapes that we get from being on the phone. We have call reluctance, call aversion, fear of the phone, and plain old procrastination that keep us from reaching our fullest potential each morning.
What if there was just one idea that helped you overcome this fear of the phone and helped you start making more calls?
There is. All you have to do is make your money calls first. Call those people whose conversations will result in the deal going forward. Start your day with the phone calls that have the highest probability of closing a deal and you’ll be amazed at how much energy you get through the rest of the day.
Article Continues Below
Explore the Role of Incentives in Performance Management
These are known as the “money calls.” Start with a money call such as:
- Offer acceptance conversation with a candidate.
- Offer presentation conversation with a candidate.
- Offer review with a client (where you got the letter and you are going to present it to the candidate, you just want to review it with the client before you do so.)
- Offer draft conversation with a client (you found out what the candidate would say yes to, now you are sharing that with the client.)
- Offer test with the candidate (you are finding out what the candidate would say yes to)
- Interview debrief with the candidate
- Interview debrief with the client
- Interview prep with the candidate
- Interview prep with the client
The energy that you receive from these calls gives you the positive association with going on to the next call. If we can have five good calls in a row first thing in the morning, then now you have a reason to stay on the phone. If you can develop an incentive to get going sooner in the mornings and to start strong, then you’ll stay motivated all day to stay on the phone. If you don’t think this will work for you, then try it for a week and see how much more motivated you are at getting and staying on the phone.