1. Once you receive the lead, send the booklet. Our software will automatically deliver the ebooklet of you have the autosend feature turned on in your account. See video "booklets and autosend" at retirementprospects.com/training
2. Consider Mailing the booklet the same day as you get the lead. Why? Because people delete email with a click of a button but their mail, they read, especially mail that arrives in an envelope larger than a regular business envelope.
3. Practice the follow-up script found in your Guide, "How to Follow Up On Your prospects." Practice with someone to be in the habit of asking questions rather than talking
4. Within 48 to 72 hours after you mail/email the booklet, call the prospect and uncover their motivation
tip--you MUST uncover the prospect's motivations for wanting information about the topic before they will set an appointment. Scripts are provided here https://retirementprospects.com/resources/howto_sl.pdf
5. If you do not set an appointment either decide that
- the prospect is not worth pursuing OR
- ALWAYS set the next action with the prospect
NEVER leave a conversation open-ended such as "I will check back with you..." better: "I will call you back on Friday afternoon at 2 pm and have that information for you...."