Here’s what we know …

We cannot control the market. We can control ourselves and our businesses. We can control our thoughts…My belief is simple: If our thoughts are positive, we will go out and take positive actions. If we take positive actions, we will succeed…regardless of market conditions!

Why is it that some agents are succeeding wildly today, while literally tens of thousands of agents are getting out of the business? What separates those who are still making sales from those who are not? What is the key to succeeding in this market, or any market for that matter?

The answer is simple. Agents who are setting and going on appointments are producing…period. Even if sales are down, there are still a lot of sales occurring. The truth is, the more agents who get out of the business, the better it is for you. Even if there are less sales, you have less competition. Again, it is a mental market. Ultimately, it’s how you choose to look at it that makes it a “good” or “bad” market.

The purpose of this article is to give you specific ideas and techniques that will lead to a breakthrough in the amount of appointments you set. The intention that we  have for our clients is that they go on one or more hot appointment every single work day. In fact, we conduct a nationwide seminar that focuses completely on this subject.

Let’s begin by defining what an appointment is and then we will look at seven ways to set an appointment a day.

What is an appointment? My belief is that an appointment is any meeting that will positively impact your business. Specifically:

• Sitting face-to-face with a motivated seller (listing presentation)
• Working with a buyer who wants to buy
• Previewing a motivated For Sale By Owner
• A face-to-face meeting with a Past Client, a Center of Influence or anyone who can refer you business

Stop and think for a moment: How would your business be impacted if you went on at least one 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 seven techniques for setting an appoint a day.

1. Focus Daily on Setting Appointments

What are you focused on daily? Some agents lack goals and focus completely. I will assume that this 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 they 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. From this knowledge, simply focus on what will lead to income; appointments and signed contracts!

2. Create A Definition 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 of an appointment is something like, “I only meet with sellers who will list with me today at 2:00 P.M. for 25% under fair market value and 9% commission,” you will likely find yourself with an empty appointment book! If you want a full appointment book, 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 appointment 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 3×5 index cards and carry them with 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 three separate times each day to increase the probability of reaching them and setting an appointment. Call them first thing in the morning…call them again around lunch time…call them again at the end of the day. My belief is that you cannot overcall your leads!

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 areas in which we excel over others, and we all have sources that are particularly favorable for us. It is critical you know what it is for you.

Ask yourself this question: “If you absolutely had to set an appointment today, who would you call?” The answer to this question will define who or what 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 now more than ever focused on assisting our clients in improving their skills. I suggest you spend time learning the scripts and objection handlers necessary for you to confidently set appointments with your prospects. While your good looks and charm have gotten you far in life, let’s work to also improve your skills 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 conversion. Like I said earlier, you will get whatever you passionately focus on. 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 from where the appointments come.

“If I am always shaking the tree, an apple will fall somewhere!”

So there you have seven 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 three 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.

Tom Ferry

{ 0 comments }