10 Questions to Find Out If You're Leaving Money on the Table
Instructions: Score each question 0-10. Be brutally honest — your income depends on it.
Question 1
Do You Know Your Numbers?
Can you tell me your close rate, average deal size, and cash collected this month — right now?
10 Yes — I track daily and know exactly where I stand5 Roughly — I have a general idea0 No — I'd have to dig through records
Your Score:
Top closers know their numbers cold. If you can't measure it, you can't improve it. The best track daily: calls taken, close rate, cash collected, average deal size.
Question 2
Pre-Call Preparation
Before every call, do you review the lead's info and mentally rehearse the call?
10 Every single call — I have a pre-call ritual5 Sometimes, when I have time0 No — I just hop on and wing it
Your Score:
Preparation is where deals are won before the call starts. Know their name, their pain, their situation. Walk in with a game plan, not just hope.
Question 3
Show Rate Control
Do YOU personally confirm your calls and pre-frame prospects before they show?
10 Yes — I send a personal message or pre-frame video5 Automated reminders go out but nothing personal0 I just wait and hope they show up
Your Score:
Every no-show is money you'll never see. Top closers take ownership of their show rate. A personal "looking forward to our call" text can add 10-20% to your show rate.
Question 4
Objection Mastery
Do you have scripted, practiced responses to your top 10 objections?
10 Yes — I've written them out and drilled them until automatic5 I know how to handle most, but I improvise0 Every objection feels like a new problem
Your Score:
"I need to think about it" shouldn't surprise you — it should trigger a practiced response. The best closers have heard every objection 100 times and have battle-tested answers ready.
Question 5
Call Review Habit
Do you listen back to your calls — especially the ones you lost?
10 Yes — I review calls weekly and take notes on what to improve5 Occasionally, when something goes wrong0 Never — too painful / no time
Your Score:
Film study wins championships. The closer who reviews their losses finds patterns. The one who doesn't keeps making the same mistakes and blames "bad leads."
Question 6
Tonality & Energy
Do you consciously control your tone, pacing, and energy on calls?
10 Yes — I match, lead, and adjust my energy intentionally5 Somewhat — I try to sound confident0 I just talk normally and hope for the best
Your Score:
Words are 7%. Tone is 38%. Energy is everything else. Top closers control the vibe of the call. They know when to speed up, slow down, pause, and push.
Question 7
Follow-Up System
When someone doesn't close on the first call, do you have a systematic follow-up sequence?
10 Yes — timed follow-ups with specific messaging at each stage5 I follow up a few times, but no real system0 I move on to the next lead
Your Score:
80% of sales happen after the 5th contact. Most closers give up after 1-2. Your "think about it" pile is a goldmine if you work it properly.
Question 8
Emotional Control
Can you stay detached from the outcome and maintain composure when deals fall apart?
10 Yes — I stay calm, learn, and move on immediately5 Usually, but bad calls affect my next few0 Losses throw off my whole day
Your Score:
Desperation is a closer killer. When you NEED the deal, prospects feel it and run. The best closers are outcome-independent — they want it, but they don't need it.
Question 9
Continuous Learning
Are you actively working on your craft — books, courses, coaching, roleplay?
10 Yes — I invest in myself consistently5 Sometimes — I'll watch a YouTube video here and there0 I learned closing years ago and haven't studied since
Your Score:
Markets change. Buyers evolve. What worked 3 years ago might not work today. The closers who keep learning keep earning. The ones who stop, plateau.
Question 10
Income Ownership
Do you take 100% responsibility for your results, or do you blame leads, offers, or circumstances?
10 I own everything — my results are my responsibility5 Mostly, but sometimes the leads really are trash0 I'd close more if I had better leads / offer / company
Your Score:
Blame is a loser's game. The moment you point fingers, you give away your power. Top closers ask "What could I have done differently?" — not "Why did they suck?"
Your Results
Total Score:/ 100
80-100: Elite Closer
You're operating at a high level. Focus on marginal gains and scaling your income through better offers or equity.
60-79: Solid but Leaking
You're good, but leaving 20-30% on the table. Fix the gaps and you'll see a serious income jump.
40-59: Winging It
You've got raw talent but no system. You're inconsistent — great months and bad months. Time to get structured.
Below 40: Burning Opportunity
Every call you take, you're leaving money on the table. The good news: massive upside when you fix the fundamentals.
The Hard Truth
Most closers hover around 50-60. They're good enough to make money, but not sharp enough to get rich.
The difference between a $10K month and a $30K month is usually 2-3 of these skills.
Here's the Problem
You just identified exactly where you're bleeding money. You can see the gaps. But knowing the problem and fixing the problem are two different things.
Most closers try to fix everything at once. They read a book, watch some YouTube, maybe buy a course — and six months later they're still scoring the same on this checklist.
The difference between knowing and doing is having someone show you exactly what to fix first — and how.
OPTIONAL — FREE
Want Help Closing the Gaps?
15 minutes. I'll look at your score, tell you which 1-2 things will move the needle fastest, and give you a clear next step. No pitch, no pressure.