1

N
OTMA
KI
NGT
HEC
ALL
The#1mi st
akeinsalesisnev ermakingt hecall
. Idontcarewhatyousay ,i
fyoudontknowwhat
Your
etoobusyor ganiz
ing,searchi
ngt heCRM, tosayy et
MAKETHEFRI GGINCALL.Andt he
l
ookingforas cr
ipt,thi
nkingaboutwhaty ou
re mor ecall
syoucanmak e,thebett
eroffyouar e.
goingtosay,t
ryi
ngt o ndwhatGr antCar done They toldyou they ar
entgoing to be home
sai
dMAKETHECALL.48% ofal l
sal espeople today? CALL THEM.Idon tneed them to be
dontmakethecall
.ALLy ouhav etodoi smak e home.They r
e outoft own? CALL THEM.He
thecall
!Andtheny our
eatl eastbetteroffthan saidhesinameet i
ng.CALLHI M.
the48% ofpeopl
ewhodon t.

Whenyou
respendi
ngt
imemaking r
easonsnottomak ecal
l
sy ouneedtobe
unr
eas
onableandmakethecal
l.I

llwal
kinmysal esroom,getacellnumber
andcall
bef
oreIevenknow whatI
m goingtosel
lthem.

SHOW UP
Gr
eat
nesswi
l
lnot ndy
ouunt
ily
ous
how up.Cr
eat
ivi
tywi
l
lnot ndy
ouunt
ily
out
akeact
ion.

GRANTCARDONE,ALLRI
GHTS RESERVED.
 2

Not enough cont acts,f r

equency, not oft
en Your
enotmaki ngenoughphonecal ls
.You
re
enough, volumeal l of thes
e des cri
be the notmaki ngenoughemai l
s.Your
enots endi
ng
secondmos tcommonl ymademi s
takeinsales: enought extsforanyonetoknow y ouexis
t.I
t
s
notenoughcalls.80% ofallsalesaremadebe- thesamepr oblem foryouons oci
almediayou
tweenthe5thandt he1 2thcontact
.Theav er
age dontexi
s t
.YouT weettwiceadayi ntoaseaof
salespers
ondoes n
tmak eanycal l
s.Thenum- 500mi ll
i
onT weet
st hatgo outev er
ydayand
bersareri
dicul
ous .Youneedt omak eatleast5 expectpeopl etonoti
ce.
request
stomak et hesale.
Fi
vetot welv
ecall
s,notoneortwo,iswhaty
ou
I
fy outhinki
t
sgoi ngtobeone,t wo,t
hreeor needtothinkwit
hforfol
l
ow up.Youneedtor
ise
evenfourcal
lsyouarentgoi
ngtomakeit
.Your abovethenoise.
buddiesarewithyouandy oucomplai
nnoone
evercal
lsback,nooneev erpi
cksupactli
kea
grownup.Thisist
her ealworl
d.

GRANTCARDONE,ALLRI
GHTS RESERVED.
 3

C
ALL
SNO
TONR
EGU
LARB
ASI
S
Yourcall
sneedt obeonaregul
arbas
is.Randomness,onecal
lnowanot
hercal
li
n30day
s,3mont
hs
now anotheroneyouneedvol
umeandy ouneedfrequency
.

I
t
sl i
keworki
ngout.Youcanworkoutonceaweek,di
ff
erentday
severyweek,ski
pweeks
who
cares?Youaren
tget
ti
ngres
ult
syou
rej
ustget
ti
ngpai
nands or
emuscles.Jus
tst
ayhomeandeat
cookies
.

Thewayfortheworkoutt
oworki
stodoiteverysi
ngl
eday.You
regoi
ngt
ofeel
bett
eraboutyours
elf
,
creat
eadisci
pli
ne,i
t
sgoingt
ocreat
eadiff
erentsel
fes
teem.Thesamegoesforf
oll
ow up,t
hecall
s
theemai
l
sandt hecontact
smustberegul
ar.

Wi
thf
oll
ow up,bet
hest
ream,nott
her
ock.
GC

Beconsist
entandr
egul
ar,t
hereallt
heti
me.Wheny oucallpeopl
ebackwi t
hregul
ari
tywi
llstartt
o
bui
l
dy ourper
sonai
nthemarketpl
aceandtak
ey ououtofobscur
it
y.Youbecomedependable,tr
ust
-
wort
hyandbecomethecontacttogi
veacontr
act.

GRANTCARDONE,ALLRI
GHTS RESERVED.
 4

WA
IT
IN
GTO
OLO
NGT
OFO
LL
OWU
P
Wait
ingtoolongisamajormi
stak
ei nfol
low up. I
magi ne that? Jus tbydoing somet hi
ng FAST
Thes peed atwhichy
oucanoper atewi l
lgive i
ncreases y ourchances by ov er300%.Why
you a t r
emendous amount of lever
age i n woulds peedbes oimport
anttoyourcus tomer?
themarketpl
ace. Speed is cer tai
nty.Speed iss ecuri
ty.Speed
saysy ouret he only per
son.When s omeone
j
umps up and con dent l
y says, Foll
ow me.

Fol
low upwit
hinthe Iknow wher
him beforet
eI
m goingy
heguywho s
ou
t
regoi ngtof ol
andsup and say
low
s
,
rst60seconds Well
,I
m nots ure,Ithi
nkwes houldtrythis

i
ncreaseschancesof Dontwaitt
oolongt odoy ourfoll
ow up.Ify
ou

conver
s i
onby~320% havethei
abouty
rnumberf
ourCRM,ify
ol
low t
our
hem updon
eorgani
z
twor
edorwhaty
r
ou
y

needt osay
.Ifyouknow wher et heyl
ive,dr
ive
overther
eandfoll
ow up.

Wai
ti
ngt
ool
ong.
..Don
tdoi
ttoyour
sel
f,yourcust
omeroryourbusi
ness.

GRANTCARDONE,ALLRI
GHTS RESERVED.
 5

L
ACKO
FVA
RI
ET
YINR
EAS
ONST
OCA
LL
Lackingv ari
etyinr easontof ol
l
ow upi samaj or Becaus
ey oul
ackvari
etyyoubecomepr edi
ct-
mistake.Inat r
ansact i
on you cantjustkeep abl
eandrunoutofr
easonstof
oll
ow up.
repeati
ngt hesamet hingov erandov ertogeta
deal.Notunl i
ke wor king withy ourkid every Uset
hewholegamut,
dayy ou need v ariety or youl
lget bor ed. us
eever
ythi
nginyourar
senal
:
Youcan tbedependentupononemechani s m.
I
tdoes n
tmat terify oulikehandwr i
ttennotes,
Text
i
tdoes ntmat terwhet hery oulik
ephonecal l
s,
Email
i
t does nt mat t
er i fy ou like leavi
ng a
Handwr i
ttennot
es
messaget hi
si sforthem,notf oryou.
Personalvisi
t

Ihatepersonalvi
sit
s.Ihat
eget ti
ngint
ot hecar,driv
ingacrosst own,wal ki
nginbutper sonalvis
its
aresopower fuly
ouhav etomak ethatinvest
ment .Youhav etobewi ll
ingtodot het hi
ngsy oudont
wanttodoandus etheful
l var
iet
y.Thatiswhatwi ll
s how yourcli
entthatyouar ethereforthel
ong
run,your
ecreati
ve,youhaves ol
uti
ons,andy our
ewi ll
ingtodowhat ev eri
ttakes,whenev eri
ttakes,
howev eri
ttakestogetthejobdone.Us ev ar
iet
y.Don tgettoocomf ortabl
eandt oor easonabl
ewi t
h
thesameol dmechani s
ms .Addv ar
iet
yt oyourreasonst ofoll
ow up.

GRANTCARDONE,ALLRI
GHTS RESERVED.
 6

N
OCL
EA
RPU
RPO
SEI
NTH
ECA
LL
Anothermi s
tak
eisnoclearpurpos
efort
hecal
l
, Myi nt
ent i
onwas n
ttobet heret oas kaboutt he
the contact
,the per
sonalvis
it,t
he t
ext
you ki
dsandhow ev eryoneisdoi ng.Somepeopl e
needar eason. l
ikethat,may bet hatsgoodf ory ourcl i
entifit
i
s,dot hat,butmak esurey ouar et herewi tha
ThewayIs tartmycal l
shasal waysbeent he cl
eari ntent i
on and pur pos e.Was y ourcl ear
same: Hey,t her easonI
m call
ingy ouItel
l purposeorr eas onto ndoutaboutt heki ds?If
everybody the r eason up f
ront.Think oft
his i
twas ,don tpr esenty ourpr oduct y ou s ee
scenari
o:you remeet ingaclient,youhavean whatI
m say ing? Buti fy ourpur pos e wast o
appointment,Ineed8t o1 0mi nut
esmax.My mak econt act,tos howthem y ourpr oduct ,t
oget
i
ntenti
onont hi scalli
stohavemypr oductonour a decision t hen why don ty ou mak ey our
productbeforeIl eave. at
tenti
oncl earupf ront?

Evenifyour
egoi
ngtopresentt
oanindi
vi
dual
,asmal
lgr
ouporanaudit
ori
um f
ull
ofpeopl
edoesn
t
matter
al waysl
etthem know whatyourpur
posei
sup fr
ont.Jus
tbehones taboutyourcl
ear
purpose,andyou
l
lalwayshaveone.

GRANTCARDONE,ALLRI
GHTS RESERVED.
 7

N
OTL
EA
VI
NGAME
SSA
GE
Moresal espeopledot his,t
handon t
.Idon t Ihadacus t
omert el
lmet hei
rbosst ol
dt hem a
want tol eave a message,t heyl
lthink Im storyofhow Gr antCardone vis i
ted hisofce
desperat
e.I
ve call
ed t
hem s o many ti
mes ,I everyday20y earsago.Iwenti n,wai t
edf oran
dontwanttol eaveamessage.Whynot ?!You hour,didntseehim,wentbackt omyhot el
.Did
are desperate,whorey ou ki
ddingar ey ou thi
sfort hreedays,andthens t
artedgoi ngtwice
hungryforbus i
ness?Thenletpeopleknow it! a day .I n 7 day s Iv i
sit
ed t heir ofce 1 0
ti
mes andnev erearnedhisbus iness.Buthes
Idontknow whys o manypeopl e are hi
ding beent el
linghisemployeesaboutmeandhow I
behindthisideaofnotlookingdes perate.Look, fol
low upf or20years.
I
mt ry
ingt ogrow mybus iness I
m des perate.
Everyt i
meIcal lsomeone,Il eav eamessage. Bethes t
ream.Whetheryour
eon thephone,
EverytimeImak eav is
itdownt hestr
eet,Ileav e l
eav
ingamessagei nper
son,oremai
l
ingNEVER
a businesscardt here wi
ths omeoneev en if makethem f
eelbad,j
ustl
eaveamessage!
I
ve been t here3t imes t hat day . I want
thei
rbus i
ness.

Al
ways,al
ways,al
waysl
eaveamessage.

GRANTCARDONE,ALLRI
GHTS RESERVED.
 8

N
OTC
OLL
EC
TI
NGCRI
TI
CA
LDA
TA
F
ORFU
TUR
ESAL
ES
Thi
sisami
stak
einf
oll
ow up,whetheryousel
lcar
s,watches,f
urni
tur
e,i
nves
tmentpor
tf
oli
osorwor
k
f
orabanky
ouneedcri
ti
caldataforfut
uresal
esotherpot
enti
als.

Unders t
andt his
,Iboughtawat chr ecent
ly
,hadt hewatchf oraday ,andwasal r
eadyt hi
nkingabout
anotherwat ch.Iboughtmywi feaRangeRov erandbyt het i
mei tgotdeli
v er
edIt ol
dmyass i
stanti
f
theyfoll
ow upas kthem whatitwoul dcosttogetawhi t
eone.Asacons umerI ml i
terall
ythinkingto
rei
nforcethe r stpurchasewithas econdpurchas e.Hav
ey ouev erbeent oaf ur
nit
ures t
ore?Wenti n,
boughts omef urnit
ure,andont heridehomet hought,Whydi dntIbuythats i
detabl e
?Wi shwehad
grabbedt hatlamp.Whydi dntwegett hemat chingbeddi
ng?Happenst oev erybody .Peopl ewho
mak einvestment smak ethei
rini
ti
alchoiceandt henimmediatelywonder, Didwei nves tenough?

I
fyou
renotcoll
ect
ingcrit
ical
dataandnotl
ooki
ngforfutur
esal
esi
sami st
ake.Al
way
sendt
hes
ecal
l
s
l
ooki
ngforotherpotent
ialsal
es,l
ooki
ngforbuy
ingcyclesandwhat
snext
.

CRITI
CALDATA:
Col
lecti
t,logit
,lookf
orit,havei
t.

GRANTCARDONE,ALLRI
GHTS RESERVED.
 9

N
OTA
SKI
NGF
ORR
EF
ER
RAL
S
Whodoy ouknow?Who smos tli
kel
yt obuya Ther
eis no r
ule,j
ustknow t
his
:
productwehav eorus eours erv
ice?Mybus i
-
nessdependsonpeopl elik
ey oudoingbusiness
Ask
withpeopleli
kemeWhodoy ouknow?When
Askoften
mywi f
ecall
sdeli
ver yf
ordinner,Iknow people
Askfr
equentl
y
whowantdel i
very
.I hav
ea$4, 000Kangenwat er
Keepaskingf
orr
efer
ral
s
l
ter.Iact
uall
yknowmor epeoplewhowantand
I
t
snotgoingtooff
endany one.Ifyouprovi
de
canbuyt hatmachinethantheguys ell
i
ngit.
moreval
ueforyourproductthant hepr
ice,it
won
tbeaprobl
em aski
ngforrefer
rals
.

DONTSAY:

Ify
ouknow any
body,s
endt
hem myway
.

DO SAY:

Whodoy
ouknow t
hatwoul
dbene tf
rom mypr
oductors
erv
ice
?

GRANTCARDONE,ALLRI
GHTS RESERVED.
 1
0

N
OTO
RGA
NI
ZE
DTOS
TOR
EDA
TA
Look,thi
sisoneofthet
hreebi
gges
tmistakesImadeinmycareer.IhadnoCRM inplace,Iwas
nt
col
lecti
ngthedatafr
om myphones,Iwasntcommit
tedt
okeepingt hedat
athr
oughoutmyent i
re
exi
stence.Cont
act
sorcontr
act
sal
waysk eepthedat
a,al
way
supdat ethem.

Eveni
fyoul
eaveaj
ob,donotgi
vet
hem up.
Keept
hem updat
ed.Keept
hem or
gani
zed.

I
tdoes n
tmatterwhaty ou were doing t
wo yearsago.Itdoes n
tmat t
erthatyou arenti
nt his
busi
nessorthatbusiness,becausey our
es t
il
linthebus i
nessofpeople,thebus i
nessoft aki
ng
car
e ofpeople,the busi
ness ofbr i
nging a gr
eatatti
tude,a greatservi
ce and a greatv al
ue.
Andthepeopl
ewhodi dbus i
nesswi t
hy outhr
eey ear
sagoort hi
rt
yyearsagotheyaregreatcontacts
andyour
egoi
ngt oneedthem.

GRANTCARDONE,ALLRI
GHTS RESERVED.