May 27, 2018

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How To Make More Phone Calls

What would your income be like if every minute of your phone time was spent productively? Peter Drucker, one of the country’s leading management gurus, says that every task has a beginning, a middle, and an end. The problem with most recruiters is how they approach the phone, though, is sporadic and becomes a confusing melee of starting and stopping, starting and stopping. Competing time demands, distractions, and co-workers shield our focus from the requisite laser beam accuracy needed for telephone peak performance.

Implement the following four tips into your routine to see a higher output of your telephone calling performance and a higher income. These four tips will help you to increase your focus and your effectiveness on the phone.

  1. First, write down how many times in the day that you get up from your desk. Yes, how often does your fanny leave your chair? Keep track of this for an entire week, and you’ll be amazed at how much more phone calling gets done. Call it a “fanny inventory” if you like. Count the number of times your butt leaves your chair. Is it more than once an hour? Too often. When you are dedicating your time to calling on the phone, the gluteus maximus must remain glued in the chair. Focus on the butt placement first, and then the phone calling activity will soon increase. If you have a rope, tie yourself to your chair if you get up more than once an hour. (I would recommend duct tape, but that might hurt a little when removed.)

  2. Second, write down how many people you wish to connect with during the day. Set a daily goal for the number of “connects” that you wish to reach. Write it down. Write it down on a yellow sticky note and put it right there in front of you on your sticky note display case (also known as a computer monitor).

  3. Third, group your dials in series of ten dials. Pick up the handset, make ten dials, and then place the handset back in the receiver. Keep track of your series of ten dials. Do this sequence ten to twelve times, and it’ll be the end of the workday.

  4. Fourth, keep track of how many people you wish to reach in the course of an hour. Set a goal of the number of people that you wish to connect with each hour, using a simple yet highly effective instrument called the ‘Telephone Discipline Tool’ that you can download from my website HERE. Highlight the number of boxes per hour that you wish to reach, and put an X in each box when you connect with someone. This tool has kept me steadily on the phone for over eight years, and recruiters all over the country use this instrument that I gave to them years ago. It’s simple, it’s easy, it’s free, and it’ll make you money.

One more bonus tip! The first fifteen minutes of your day determines how effective your phone calling goes. Your day has a rhythm and that rhythm is established from the moment you walk in the door. Whenever I come in to the office, I start making calls right away, even before I have my first cup of coffee (which is a real shock to a caffeine addict like myself). Sometimes I’ll still have my coat on while I’m making calls during the first fifteen minutes of the day. But it’s those first fifteen minutes that determine the rhythm of the day. And if you have any degree of call reluctance, you’ll agree with me that starting your calls is always harder than finishing them. So start them quickly and in quick succession before you have a chance to get distracted by anything else. See how soon you are on the phone from the time you arrive in the office to the time you get on the phone. Keep track and see if you can break your record.

Try these tips for a week and see how much more you get done!

- Scott Love

Copyright © 2008 Scott Love

Scott Love shows recruiters how to achieve success by following a simple and step-by-step system. His recruiter training website has many free articles, tools, and downloads that can help you bill more. Visit