Stop and think for a moment how your business would
be impacted if you went on at least 1 great
appointment each work day. If you work 220 days in
a year and go on 220 appointments, what would happen
to your production? I am 99% certain that unless
you are selling over 100 homes a year, your
production would skyrocket.
My goal is to assist you in taking your business to
the next level so let’s look at the techniques.
1) FOCUS DAILY ON SETTING APPOINTMENTS
What are you focused on daily? Some agents lack
goals and focus completely. I will assume that is
not how you operate. Some agents focus on the
amount of time they engage in some form of lead
generation each day. Some focus on the number of
people that contact each day. Some focus on the
number of leads they generate..
Top producers, on the other hand, focus on:
- setting
great appointments
-
getting contracts signed
Know that whatever you focus on with passion will
show up in your life. Based on this belief, simply
focus on what will lead to income which again is
appointments and signed contracts!
2) CREATE
A DEFINTION OF AN APPOINTMENT THAT SERVES YOU
I like playing games that I can win. If you do too
then make sure you alter your definition so that it
is not difficult for you to set appointments. If
your definition is “I only meet with sellers who
will list with me today at 2pm for 25% under fair
market value and 9% commission” you may find
yourself with an empty appointment book! So again
refer to my definition above and start setting more
appointments today.
3) AFFIRM THAT YOU SET APPOINTMENTS DAILY
We all know the power of affirmations. So why not
affirm that you will set an appointment each day?
I advise all my clients to say this simple
affirmation constantly throughout the day:
“I set one or more hot appointments each day!!”
Consider this easy exercise and watch how it can
positively affect your mindset and results.
4) CARRY YOUR BEST LEADS WITH YOU AT ALL TIMES
This one is critical. The biggest challenge we see
with agents is that they go to all the effort of
generating a lead and then they drop the ball and do
not follow up. I call this a huge waste of time,
energy and money. The key to lead conversion and
appointment setting is to create a situation in
which no leads fall through the cracks. The best
way to do this is to put your best leads on 3x5
index cards and carry them on you all day long.
The key is to call your leads constantly throughout
the day. Some agents will call their leads once a
day at a set time. Too me this is just not enough.
We recommend you call your leads 3 separate times
a day
5) KNOW YOUR AUTOMATIC SHOT
Your automatic shot is the source of business you
know you can count on if you really needed a deal.
We all have sources that we excel in over others.
It is critical you know what it is for you.
Answer this question: “If you absolutely had to
set an appointment today, who would you call?”
The answer to this question will define who your
automatic shot is. Make sure to take your automatic
shot every day!
6) LEARN 5-7 BASIC CLOSES TO IMPROVE CONFIDENCE
Skills and confidence are critical in this market.
Our company is focused now more than ever on
assisting our clients in improving their skills. I
suggest you spend time learning the scripts and
objection handlers necessary so you can confidently
set appointments with your prospects. While your
good looks and charm have gotten you far in life,
let’s work to improve your skills also so you can
create the whole package!
7) BE UNATTACHED TO HOW AND WHERE YOUR NEXT
APPOINTMENT COMES FROM
The key here is to just remain focused on the fact
that you intend to set at least one appointment each
day. Once your intention is set, simply go about
your business…go follow your schedule…go out and do
your lead generation and lead conversion. Like I
said earlier, you will get whatever you focus on
with passion. My belief is that I do not care where
the appointment comes from, as long as it comes!
That being said, just do your job and remain
unattached to how and where the appointments come
from..
“If I am always shaking the tree, an apple will fall
somewhere!”
So there you have 7 ways to set at least one
appointment a day. In closing I want to encourage
you to shift your focus and energy during the final
few months of this year. Focus on just 3 areas: 1)
finding your next appointment, 2) going to another
appointment and 3) servicing your clients. Try that
for the rest of the year and you are virtually
guaranteed to see an increase in your production.
Thank you and I hope to see you at an SSi TAG! (The
Appointment Game) event in your area soon! Check
our website
www.yourcoach.com for more information!
Success is yours…
