It seems in business, there are two approaches:
Those who are prepared and those who are not.
A commonly observed trait of peak performers?
Leave nothing to chance; always be prepared.
Anticipate, and prepare for, the six key questions:
- Why: Why does this client, recruit or project matter, and why now?
- Who: Who are the decision makers, and who else influences them?
- What: What outcome do they want, and what objections might come up?
- Where: Where will you meet, and what do you need on hand?
- How: How will you show your value and handle pushback?
- By when: What’s the timeline, and what’s the next step?
Fifteen minutes of preparation before a listing appointment or recruiting conversation can change the whole outcome. Preparation isn’t about a script. It’s about walking in confident because you’ve already thought it through.
A 15-Minute Prep Routine
Before every listing appointment, recruiting conversation or important meeting:
- Review what you already know: notes, past conversations, the property or the agent’s production.
- Answer the six questions above in writing, one line each.
- List the two objections most likely to come up and how you’ll respond.
- Decide the next step you’ll ask for.
- Check the logistics: address, parking, materials, technology.
Then walk in and listen. Preparation frees you to pay attention to the person in front of you. For leaders, role-play the six questions with newer agents before their first listing appointments.
Framework: This post is part of Create Your TRIBE, the Recruiting Insight framework built on one belief: recruiting is an act of leadership. See all five steps: Think, Research, Influence, Block and Embrace.
Want help applying this in your brokerage? Book a 30-minute conversation with Mark at calendly.com/mjsession.
