Module 7: How do I become the best setter on the team?
The Mindset and Activities of an Elite Setter
Learning Outcome: By the end of this module, you’ll understand the mindset and activities required to perform as an elite setter at InvestorKit. You’ll be equipped to take total ownership of your outreach, prioritise lead engagement tasks, and optimise every client interaction. You’ll feel confident applying strategies like disciplined follow-up, active listening, and curiosity-driven questioning to consistently generate interest and build a high-performance routine. 🌱
Elite setters don’t just handle outreach—they own the client’s first impression. They treat every conversation, every question, and every follow-up like a bridge to the next step. Their days aren’t reactive; they’re intentional. Every action is designed to engage the client, uncover their needs, and set up a seamless handover to the closer. If you’re not asking yourself, “What’s the next step to create trust and momentum?” you’re already behind.
This module will show you how to build a system that keeps you sharp, focused, and always in control. You’ll learn how to prioritise high-impact activities, master questioning techniques, and turn challenges into your competitive edge. It’s not about doing more—it’s about doing what matters, relentlessly.
Ready to play at the level where elite results happen? Let’s get started.
What do I need to know about being elite?
Total Pipeline Ownership
- Elite setters treat every lead as an opportunity to create value. They ensure that every interaction is recorded and action plans are documented in the CRM to maintain momentum.
- Here is an example:
Progress or Nothing
Elite setters don’t waste conversations. Every call or message is designed to move the client closer to booking a consultation with a closer. If you’re not thinking, “What does this client need to trust us and take the next step?” you’re already behind.
Engagement-Generating Priorities First
Elite setters focus on what generates client interest—calls, initial touchpoints, and meaningful follow-ups. If it doesn’t drive engagement, it’s not the priority.
Practice Until It’s Automatic
Want to be elite? Repetition isn’t optional. It’s mandatory. Top setters drill their scripts, refine their questioning techniques, and review their conversations daily. Small tweaks lead to massive improvements.
Show Up Prepared to Grow
Coaching isn’t a chore; it’s a cheat code. Elite setters walk into coaching sessions with insights about their leads, questions about their process, and a hunger to improve. They own their growth and squeeze every ounce out of feedback.
Follow-Up Like It’s a Sport
Follow-up isn’t “checking in.” It’s an opportunity to build rapport and trust. Great setters see it as a strategy: timing, tone, and persistence matter. This is where interest is secured.
Setbacks Are Just Data
Follow-up isn’t “checking in.” It’s an opportunity to build rapport and trust. Great setters see it as a strategy: timing, tone, and persistence matter. This is where interest is secured.
Find the Human Connection
Elite setters don’t just reach out—they connect. They find what matters to the client and use it to build a relationship. Every email, call, and touchpoint becomes a chance to make the client feel understood and valued.
Every Interaction Is a Stage
Calls, emails, follow-ups—it’s all theatre. Great setters treat every interaction like it’s the one that builds the client’s trust. They optimise for impact, leaving the client with confidence and excitement to take the next step.
Chasing the Top 1%
Booking consultations consistently? That’s achievable with focus. But going beyond that? That’s where the grind lives. Becoming elite means mastering the boring stuff—repetition, refining scripts, and mastering the details. It’s the small, relentless improvements that separate the best from the rest.
How to Run Your Calendar
• Plan for Impact: The night before, map out the day. Calls, follow-ups, and lead generation get the bulk of your time. Admin? Tight windows only.
• Maximise Responsiveness: Keep your calendar open for clients. Being available moves deals faster.
Teamwork: How to Win Together
Peers
• Shared Targets: You’re not competing—you’re collaborating to convert clients.
• Communication: Keep each other updated and share best practices. A win for them is a win for you.
Manager
• Aligned Goals: Your success = their success. They’re here to guide you to those wins.
• Feedback Is Fuel: Use your manager’s insights to grow faster and fix blind spots.
Your Training Plan: Build to Win
Growth Sessions
• Frequency: Weekly (during probation), then fortnightly.
• Focus: Nail the fundamentals—objection handling, mastering the CUPID framework, and sharpening call skills. Every session builds adaptability and confidence.
Power Sessions
• Frequency: Every two weeks.
• Purpose: Track KPIs, get feedback, and refine your game. You’ll dive into what’s working, what’s not, and actionable fixes.
Daily Huddles and Drills
• Purpose: Quick-hit drills to keep your skills sharp. Whether it’s objection handling or storytelling, these daily reps make client interactions second nature.
Weekly Team Trainings
• Topics: Advanced strategies, storytelling, and follow-up mastery. Plus, insights from guest speakers to keep your approach fresh and innovative.
Stacking Bonuses
• Top Performer Incentives: Hit MVP for the month (most sign ups above target) to unlock 10% bonus commissions for that month. Win this 3 months in a row and it stacks up to a 30% bonus in your commission. Excellence gets rewarded—every single month.
What Elite Looks Like
Elite performance comes from mastering the fundamentals and staying consistent. The difference between good and great? Dedication to the boring stuff: habits, routines, and constant improvement. Elite isn’t flashy—it’s relentless.
✏️ Activity 15 👉✨
Map out what your week looks like, if you were determined to be the best closer in the team how would you structure your days and what would you include?
🧑🏽🏫 How to do activity 15: Structure your week in the below drive, make a copy of the document and away you go: