The 10 Steps To The 3 Way Call
THE 10 STEPS TO A 3-WAY CALL
You don't have to know all the answers.
Your job is to make the connection.
A 3-way call allows you to introduce your prospect to someone with more experience. It keeps the process simple, takes pressure off you, and helps you learn while you earn.
Follow these 10 steps every time.
1. PRE-CALL EDIFICATION
Before the call, tell your prospect a little about the person they are about to meet. Build respect and anticipation before the introduction ever happens.
2. MAKE THE FORMAL INTRODUCTION
Introduce your prospect and your expert by name. Keep the introduction short, sincere, and truthful.
3. USE FOUR-COLOR EDIFICATION
Different people value different things. Edify your expert in a way that matters to the person you are talking with — experience, results, leadership, character, or something else you genuinely respect.
4. TURN THE CALL OVER TO YOUR EXPERT
Once the introduction is complete, get out of the way. Don't try to answer every question or prove how much you know.
INTRODUCE. EDIFY. GET OUT OF THE WAY.
5. BUILD RAPPORT USING FORD
The expert begins by building a genuine connection.
F — Family
O — Occupation
R — Recreation
D — Dreams
6. ASK WHAT INTERESTED THEM MOST
Don't guess what caught their attention. Ask them.
"What interested you most about what you saw?"
Then listen.
7. ASK THE MILLION-DOLLAR QUESTION
"On a scale of 0 to 10, with 0 meaning you have absolutely no interest and 10 meaning you're ready to get started, where are you?"
Their answer tells you what to do next.
8. DETERMINE THEIR INTEREST LEVEL
8–10: Ask, "You can see yourself doing this, can't you?" If they're ready, help them move forward. If they still have questions, move to the next exposure and set the follow-up.
4–7: They need more information. Give them the appropriate next exposure and set the follow-up.
1–3: The business may not be right for them. See whether becoming a customer makes sense.
0: Thank them for taking a look and move on.
9. CHOOSE THE NEXT EXPOSURE
Don't overwhelm them with information. Give them only the next piece they need. That might be another video, a Zoom, additional information, or a conversation with the appropriate person.
10. BAMFAM
BOOK A MEETING FROM A MEETING.
Never leave the next step floating.
Before ending the conversation, agree on exactly when you will reconnect.
Keep it simple.
You don't need to become the expert.
You need to become great at connecting people to the system.
Much of the leadership and duplication philosophy used throughout this training system is based on the teachings of Silas King III, whose Duplication Station principles continue to guide this system.
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