Book is Requested — TouchPoint Pro
Playbook · Advisor Sales OS

What to Do When a
Book is Requested

Follow the roadmap. Every step tells you exactly what to do next.

⚡ Every 5 min = 50% less likely to connect
📚 Don't wait for them to read it
📊 11 friction points to get here

New to the program? Read The Advisor Sales Mindset first.

1
Open the Contact
Within 5 min of notification

Open TouchPoint Pro. Find the contact. Confirm name, which book, and phone number.

If they also booked a call → switch to the Call is Scheduled playbook.

💡 Don't spend 20 minutes researching them. Get the basics. Pick up the phone.

2
Call Twice — Back to Back
Immediately

Call #1. No answer? Hang up → call again immediately.

📈 Robocalls never call back. A second ring from the same number tells them it's a real person — answer rates go way up.

Did they pick up?
✅They Answered
Step 1
Introduce Yourself
Say This
"Hey [Name] — it's [Your Name] from LinkedIn. I saw you filled out my form for a book on getting to the 0% tax bracket and I just wanted to make sure I have the right address — people make typos all the time."
Step 2
Ask THE Question
Ask This
"By the way — what piqued your interest in the book?"
Whatever they say = their top-of-mind problem. Listen. Don't pitch.

🚫 Skip this and you failed. Confirming the address and saying "enjoy the book!" is the most expensive mistake you can make.

Step 3
Dig Deeper

Tap the one that matches:

"More worried about income, or taxes?"
"How far out — couple years or 5–10?"
"Done any planning yet?"
"Working with anyone financially?"
"If we mapped out where you stand — helpful?"
"Taxes now, or when you start pulling money out?"
"Ballpark in tax-deferred accounts?"
"Anyone shown you the actual projected bill?"
"If I showed you the real number — worth 15 min?"
Don't let them off the hook:
"This book helps two types: tax problem now, or one coming. Which bucket?"
Choosing is easy. Explaining is hard.
"Has your advisor shown you the actual projected retirement tax bill?"
Position as a second opinion.
"No problem — free later today?"
"Tomorrow — what time?"
Get a specific time. Push 3x max.
"We connected on LinkedIn, you filled out a form for [Book]. Just confirming your address."
Great sign. Don't answer — book the call:
"Great question — that deserves a real answer. Free tomorrow? I'd love to give it proper time."
Step 4
Close — Hard Outcome
✅WIN: Call booked
⚡WIN: Micro-commitment
❌FAIL: Soft yes
Booking
"This sounds worth a real conversation. I can look at what you've got, find gaps, give you my honest take. No cost. Does [Day] work, or is [alt] better?"
Micro-Commitments
Tie it to what they told you. Always end with a question.
"Skip to Chapter 4 — that's about [their topic]. Read it and text me your take. Sound good?"
"I'll text you tomorrow morning. Does that work?"
"I'll call Thursday around 2. Fair enough?"

Soft yes? "Oh no worries — I've got my calendar open, I can just put a time in for us. Mornings or afternoons?"

📅
How to BookSchedule in CRM (Strategy Session 30 min) or text the calendar link.
Not sure how? → Calendar Guide
Next → Update the CRM ↓
📵No Answer
💡 If they respond to any of these later → switch to the They Answered path.
Step 1
Leave a Voicemail
Under 20 Seconds
"Hey [Name], it's [Your Name] — we connected on LinkedIn. I'm getting your copy of [Book] ready and just wanted to confirm your address. A lot of people want the ebook or audiobook instead — just call or text me. [Number]. Talk soon."
The format question gives them a second reason to respond.
Step 2
Send Text #1
Send This
"Hey is this [Name]?"
Best first text is a question. Short, non-threatening. Most people respond after a missed call.
Step 3
Send Text #2
After Reply or a Few Min Later
"Hey [Name] it's [Your Name] from LinkedIn — just wanted to make sure I'm sending the book to the right address and see if you'd rather have the audio version or something. Let me know! 👍"
Casual. Friendly. Like a person, not a company.
Step 4
Send an Email
Subject: power of zero
"hi [Name] — saw your interest in [book title] and wanted to confirm your address before I send it out. feel free to call or text me at [number]

[Your Name]"
Lowercase. Short. Like emailing a friend.
Next → Update the CRM ↓
📝
Update the CRM

After every interaction. Call, text, email — answered or not. 60 seconds. If you don't log it, it didn't happen.

✓
1. Complete the TaskCheck off the current task.
📝
2. Add a NoteWhat happened. What they said. What's next. So anyone could pick this up.
📋
3. Create Next TaskSpecific date, specific action. "Follow up" is not a task.
❌ UselessCalled. Left VM.
✅ Useful4/14 2:15pm — Called x2, no answer. Left VM
re: POZ + ebook option. Sent text + email.
Task: 4/15 10am call + text.
✅ After a conversation4/14 — Spoke 5 min. POZ. Retiring ~2 yrs,
worried about RMDs, has CPA but no advisor.
Booked Strategy Session 4/17 3pm.
→ Moved to "Call Scheduled."
Did you book a call?
📅Yes — Call Booked
🎉
You're done with this playbook.

The call is on the calendar. Move the contact to "Call Scheduled" in the pipeline and switch to the next playbook.

Open: Call is Scheduled →
🔁Not Yet — Keep Working

Don't rely on automations. Automated emails are background noise. A personal text or call from you is what actually converts.

Couldn't reach them, or they're going dark after initial contact. 4 more attempts over the next week, each with a different channel and angle. Task → note → new task every time.

Day 2
📞 Call + 💬 Text
"Hey [Name] — I want to get this book your way asap. Shoot me a message when you get a chance!"
Day 4
💬 Light follow-up
"[Name]?"
That's it. Just their name with a question mark. Short, light, gets responses. Don't overthink it.
Day 5
📞 Call + 💬 Question
"Hey [Name] — is [retirement planning / reducing your tax bill] still something on your mind? I've got a couple ideas I think you'd find helpful."
Day 7
📧 Angle-shift email
subject: quick thought
"Hey [Name] — usually people who grab this book are either dealing with a tax problem right now, or they've got one coming up. Are you in one of those buckets?"
After Day 7 → 75-Day Cadence

Still no conversation. You're not done — you're shifting gears. Open the 75-Day Follow-Up Cadence and continue.

You stop when they say YES, they say NO, or they died. 11 friction points to get this book. You've earned the right to keep going.

TouchPoint Pro · Advisor Sales OS