Step 3 – Master the Booking Conversation

🎯 Goal

By the end of this step, you'll confidently navigate the booking conversation, handle common objections, and be prepared to begin booking appointments with members. 

⭐ Success Principle 

Activity creates confidence.   

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🎥 Watch — CONFIDENCE COMES FROM CONVERSATIONS

Why this step matters: Booking gets easier through repetition. The goal isn't to win every call—it's to have enough conversations to book appointments. 

▶️ WATCH: Confidence Comes From Conversations 

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📚 Learn

Complete the following training to understand where your Union leads come from and hear how the booking conversation sounds in the field. 

Topics you'll complete:

• Lead Generation with Rick Altig

• Immediate Sit / Booking 

• Union Booking Recording 

🔗 Open AO321 – Union Market

🔗 Open Immediate Sit Booking Example 

🔗 Open Booking Example 

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📝 Study

Review the tools you'll use to master the booking conversation.

🔗 Booking Field Guide

Includes your:

• Union Booking Script

• Booking Cheat Sheet

• Common Phone Objections

• Voicemail Scripts

Keep this guide open while you practice.

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⚡Practice

The fastest way to get comfortable booking is to say the conversation out loud.

Practice the booking conversation several times with a friend or family member acting as the member. Have them give you different responses and objections so you get comfortable staying in the conversation.

Then complete ONE of the following:

OPTION 1 — QUICK MENTOR ROLEPLAY
Schedule a quick 10–15 minute practice with your mentor and run the booking conversation together.

OR

OPTION 2 — RECORD & SEND
Record yourself completing a booking roleplay and send the recording to your mentor for review.

Your mentor may ask you to complete an additional roleplay if needed before moving forward.

Use your Booking Field Guide while practicing. The goal isn't to memorize every word — it's to confidently follow the flow of the conversation.

Your manager must approve your booking roleplay before you move forward.

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✅ Step Complete

Before moving to Step 4:

• Watched the AO Ascend Step 3 video

• Completed all Step 3 booking training

• Reviewed the Booking Field Guide

• Completed Booking Roleplays

• Completed Live or Recorded Roleplays with your manager

• Manager approved your booking conversation 

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💡 AO Ascend Coaching Tip

Don't judge your ability by one conversation.

Some members will answer. Some won't. Some will book. Some won't.

Your job is to follow the process, keep dialing, and get better with every conversation.