VFL Day 5: Pre-Season

Hope you’ve stretched and you’re ready to go. Time to get on the field and make some calls!

It’s time to put the pads on and get on the field! Visualize the fans cheering for you. ::Whooooooooo!:: Today it’s time to put all your training into action.

What You Need

  • An office (whether it’s your car, your home office or at your brokerage), somewhere where there are no distractions.
  • Your Player Cards
  • Phone
  • Your Playbook
  • A notepad and pen
  • Your calendar

Instructions for Preseason

  • Grab your Player Cards and spread them out in front of you
  • Turn them over and look at the first three check boxes: phone call, appointment set and confirmation email
  • You are only going to focus on those three boxes
  • Start calling the vendors you listed on the playing cards, introduce yourself and schedule a time to meet. It’s really important to meet with each vendor in person, belly-to-belly, so you can build a mutual relationship. Who knows what you might discover!
  • Send email confirmations of all of the appointments you scheduled (hint: there is an email script in the Playbook for you to use).


  • Put each card in one of three piles
    • Scheduled and confirmed – BOOM! Complete!
    • Follow up – if you didn’t get ahold of them or had to leave a message
    • Trades – sometimes you don’t get a good vibe on someone. That’s ok! We’ll talk about what to do about that in the next couple of days.

Your goal is to simply call, schedule and confirm. It’s that simple. I’ll cover what you talk about when you meet with them but for now, all you need to do is call. I don’t want to take up too much of your time so try not to spend more than 45 minutes calling your 16 vendors. Do not stop at five phone calls!! Don’t get distracted. Don’t let yourself fail. Put your head down and focus.

Leave me a comment and tell me how many appointments you scheduled. You get bragging rights if you schedule all 16 appointments!! If you only get one or two, no worries! I’m here to help. Let me know where you’re getting stuck!

Good LUCK!