Before the call

No lead context passed
Carrier record

Confirm what the record shows

These facts come from the lead and the public FMCSA record. They are read to the carrier as statements to confirm. Nothing here is asked cold.

Lead type and opening context
Lead with the reason and its date. Never quote the score: it is an internal prospecting tool.
Registration facts (MCS-150)
Inspection record
Authority history

Operational Profile

Building the findings report

Matching every answer to its finding, label, and PFM service.