Welcome to Gray Media

What’s
Expected

And how to
achieve your goals

2
 • Be on time and ready to work
• 12 calls per hour
• 13 + good appointments per month
• Quality of 80% or higher
WHAT’S
GOING ON IN
Expectations
THE
MARKET
 • Full support, guidance, and training to make you money!
• Coaching and development pertaining to this career and
future careers!
• Full Time career after graduation at one of our 144 stations
nationwide!
• Unlimited earning potential!

WHAT’S
GOING ON IN
Promise
Our THE
MARKET
 Top Performers earn well over
$1000/month in just Commission!!

WHAT’S
How much
GOING ON IN
money
THE
can I make?
MARKET
How to Hunt
Not EVERY
shot is worth
taking
 Hunting is prospecting, but better!
• Find good sources
• Find good categories

The Art of • Find good businesses

Hunting • Put the crosshairs on your target

• Study your shot
• Make sure it’s the right shot and worth
taking
• Pull the trigger!
PLEASE GET
OUT YOUR PEN
& PAPER

GET READY
Top Sources
PLEASE GET
OUT YOUR PEN
& PAPER

GET READY
 335 SIC BILLING CATEGORIES

The Best
Categories
 What
questions do
you have?
Mastering the
Cold Call

The Dos and Don’ts

13
 • Sound like a Telemarketer
• Ask closed ended questions
• Do make up answers
• Don’t use “College Talk”
• Don’t feel rejected after calls
The Don’ts • Don’t read from a script
• Don’t talk too much
• Don’t interrupt
• Don’t settle for sending an email
• Don’t rush
 • Be Professional
• Ask open ended questions
• Listen for clues
• Be Confident
The Dos • Be Different
• Use positive words
• Assume the appointment
Mastering the
Cold Call

The Foundation

16
 • Decision Maker
• Pitch
• Assume Appointment
The Process • Verify Contact Info/Direct Number
• Marketing Info/Qualify
• Budget
The Hook

Creating the Perfect Pitch

18
 Pick
One

Hooks Connection Research

Raycom Results
Ideas/Proven Results