Create a weekly magic list

check listWho will you reach out to? What will you create?

If you are in sales (and if you own the business, you are in sales), you have to talk to people all the time.

Every day, every week, every month you have to pick up the phone and make calls.

You can complain about it as much as you like, but you still have to make those calls.

So, since complaining isn’t going to get rid of them, why not try something different?

Sit quietly at the beginning of the week and ask yourself who you want to talk to in the coming week.

Who do you need to call back? Who haven’t you checked in with lately? Who did you meet recently? Which of your clients have birthdays, anniversaries or other events coming up?

If you are using some form of Customer Relationship Management system, it may have some reports you can use to generate your list of people to call.

I’ve used this process for years. It’s astonishing what can happen. Just the routine of making the calls starts things moving.


© Terry Monaghan, 2013 ~ All Rights Reserved

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  1. Sales calls are such an important part of business. Making time for them is a must. I love the tip to start your week being intentional about who you’ll be making contact with.

    • Terry says:

      It’s always amazing to me that some name will show up on the list, and my reaction is “Really?” But I call that person and something amazing always comes out of it.

    • Terry says:

      Without the sales calls there IS no business! None of my great ideas or pithy words put money in my pocket. Making sales calls does!

  2. Jessica says:

    I have my clients write out in a calendar how many calls they’ve made in the past 12 months. The average tends to be between 5-30… in a year. Many people have such fear about calling people, and it is a necessity for success in business. I hope reading it here will reinforce what I’ve been telling them.

    • Terry says:

      Confronting the reality of it is sobering. I find making the magic list helps!

  3. Great point Terry – I recently found that making house calls to past and prospective clients taking along a jar with an assortment of yummies in it created some great results!

    • Terry says:

      I love your house calls idea! I am going to see how I can adapt it to what I’m doing as well!

  4. Terry – Often I find it’s much easier to just dive in and get started, then once you find your flow it gets easier.

    • Terry says:

      No question it gets easier with the flow. I just find it also gets easier if I create for myself exactly WHO I will be talking to.

  5. Mitch Tublin says:

    Imagine trying to drive your car without stopping to put gasoline into your car.
    How far would you get? Sooner or later, no where.
    You need to get on the phone and make the calls.

    • Terry says:

      I was trained in sales by being managed on the number of contacts I made. Yes, I had targets for results produced – but the ONLY action that I was managed on was making the calls, having the conversations. Every single result came from that, and only from that.

  6. Mira Dessy says:

    I am always reaching out through calls, emails, and other means. I find it’s very helpful to build those relationships.

    • Terry says:

      It’s all about the relationships, isn’t it? And even a quick “thinking of you” call makes a difference.

  7. Yes – making those calls are key! and I love it and am always pleasantly surprised when I get a call from someone. The personal touch makes a big difference

    • Terry says:

      Exactly! Email is so ubiquitous that getting a call is almost refreshing!

  8. Lisa Manyon says:

    What a great reminder. It also helps to “batch” call times and set goals for the number of contacts you’d like to make each week. 🙂

    Write on!~

    Lisa Manyon

    • Terry says:

      Yep, when you batch them, you find yourself flowing with the conversations!