Instructors,

The words we have been working through on Zoom have a home you can find again.

You have heard me run this on coaching calls. The phone call that gets you standing in a title
company’s empty training room, and what to say once you are in it. It has been living in my head and
on recordings of me saying it to one of you at a time. It is written down, word for word, and it
now has its own Scripts tab. No digging through your account documents to find it.

Open Scripts

Watch the call come together

From our August 28 coaching call: Ron rehearses the pop-by call, then I coach it and model the next pass. Use the written Script A alongside it; the recording is an example, not a word-for-word reading of the current page.

Why it is a page and not an attachment

Because it is going to change, and I want you holding the current one.

An attachment is frozen the day I send it. Six weeks from now I sharpen a line, and half of you are
working off the old paper and do not know it. On the page, you click and you have the latest version.
That is the whole reason.

What is in it

Script A, the pop-by call. The phone call. Its only job is to get you in the room. It is not to
sell the program, and you will see me say that in the script more than once, because explaining on the
phone is what costs you the appointment.

Script B, in the room. From walking in to walking out with a standing monthly slot.

The appearance block. What to say when she starts picking which class she wants. Read this one
before any visit.

Each line has the words on the left and why the line is built that way on the right. The left side is
what you say, close to word for word. The right side is so you know what the sentence is doing, which
is what lets you stay on your feet when the conversation goes sideways.

Two honest things about it

Script A is settled. I have coached it five separate times, and Ron ran it out loud on a recorded
call and I graded it. It works.

Script B is version one and nobody has run it yet. It is all mine, pulled from seven calls where I
narrated it, but no one has stood in a room and used it. Whoever goes first: call me afterward and
tell me what actually happened. What you bring back is what turns it into version two. I would rather
hand you something honest and unfinished than something polished that I made up.

And the gap I am not going to paper over: there is no script for cold-calling a title company where
nobody knows your name. Kelly asked me for exactly that and I do not have it yet. Every version of
Script A assumes she knows who you are. When that script exists it will come from a recording of it
actually working, not from me guessing.

What to do with it this week

Pick one title company. Read Script A twice. Then call them.

Do not wait until you have it memorized. It is on a page you can open while the phone is ringing.

Keep building. If you want to run it past me before you dial, get on the phone and call me. I will
listen to you rehearse it. That is the best use of ten minutes either of us has.

David

For internal use only. Written for Expert Classroom instructors. Please do not forward.