"You're in Sales. Get over it!" -Tom Suddes


Order of Visits

Deciding the ORDER of WHO you’re going to see is a big part of PRIORITIZING your MPL. It’s also very different from simply starting at the top of your Master Prospect List and working your way down.

Instead, begin like Archimedes on his best day by trying to LEVERAGE your commitments, building on each previous visit and commitment as you move along.

Here’s a way to ORDER OF VISITS: ‘MO-CO’ – ‘CO-CO’ – ‘LEAD-CO’

  • MO-CO’s are MOMENTUM COMMITMENTS. These commitments are not necessarily about magnitude or size but rather ‘COMMENSURATE’ … ‘SURPRISE’ … and ‘STRETCH’. These are the ‘EARLY ADOPTERS’ who get it, buy in, and provide the MOMENTUM to get going.In a Good To Great/ Jim Collins’ world, we would call these ‘FLYWHEEL’ commitments. In order to get a FLYWHEEL moving, it takes a lot of energy at the beginning … but once there is some ‘MOMENTUM’ … the wheel flies!
  • LEAD-CO’s are about LEADERSHIP COMMITMENTS that TRANSFORM the organization or the project or the campaign. These are ’Top of the Pyramid’ lead gifts that create a sense of “We can do this.” Many times they prove that our best prospects/investors have ‘stepped up’, and now it’s up to the rest of us.
  • CO-CO’S are CONNECTOR COMMITMENTS. Going after some of your most important ‘CONNECTORS’ early on is a terrific strategy to not only get their financial commitment (which may or may not be significant) but also to generate REFERRALS and STRATEGY on getting visits with your best prospects.

ORDER OF VISIT ACTION: To help you with order of visits, I would suggest you start with your LOW HANGING FRUIT and CHAMPIONS as you execute on the MO-CO, CO-CO, LEAD-CO strategy. They may be #4, #7, #13 or whatever on your Master Prospect List, but prioritize them differently than your MPL!

The goal with this group is to:


Remember, the LEAD Commitments and MOMENTUM Commitments are TRANSFORMATIONAL. They aren’t just about the IMPACT, they bring others ‘to the table’ at the highest levels of investment.

TIP: If you can, simply use the ‘HANDFUL OF PEOPLE’ close: “You are one of a HANDFUL OF PEOPLE who can make this vision a reality. I promise you that, with your leadership support, we can make this goal. I will commit to making the rest of these presentations and we would love to have your LEADERSHIP COMMITMENT for MOMENTUM, LEVERAGE and MOTIVATION.”