7 Steps To An Appointment Setting Breakthrough

“In the end, someone or something always gives up. Either you give up and quit, or the obstacle or failure gives up and makes way for your success to come through.”
~ Idowu Koyenikan

Stop and reflect for a moment. How would your business be impacted if you went on at least one or more new appointments each workday?

Here’s what I know: sales professionals who – embrace the three realities – are setting and going on new APPOINTMENTS are PRODUCING, period. Those that are consistent and disciplined in their daily routines win the day.

Consider this:

• We CANNOT control the market.
• We CANNOT control what others think.

• We CAN control our business process.
• We CAN control our thoughts, behaviors, and routines.

So, why are some sales professionals succeeding wildly today while other 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?

What are your beliefs about growing your business? Are you fighting ANT’s – Automatic Negative Thoughts?

This posting intends to give you specific ideas and techniques that will lead to a breakthrough in the number of appointments you set. Let’s begin by defining an appointment, and then we will look at seven ways to set an appointment a day.

What is an Appointment?

APPOINTMENTS are any meetings 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 property
• A face-to-face meeting with a Past Client, a Center of Influence, or anyone who can refer you to business
• Meeting with potential investor clients or directors of HR involved in executive moves

Again, I’ll ask how your business would be impacted if you went on at least one appointment each workday?

How would that feel?

Check out these 7 steps that can inspire you to create an appointment-setting breakthrough:

1. Focus Daily on Setting Appointments
Some agents focus on the amount of time they engage in lead generation each day. Some focus on the number of people they contact daily, and some focus on the number of leads they generate.

Top producers focus on the following:

• Setting great appointments

• Getting contracts signed

2. Create A Definition of an Appointment that Serves You

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, create a definition of an appointment that serves you.

3. Affirm That You Set Appointments Daily

Affirm that you will set an appointment each day. Say this simple affirmation constantly throughout the day:

“I set one or more NEW appointments each day!!”

Consider this easy exercise and watch how it can positively affect your mindset and results. What is measured and reported improves.

4. Carry Your Best leads with You At All Times
One way to do this is to put your best leads on 3×5 index cards and carry them with you all day long. Even in a mobile world, a top 1% producer – because she is in the car all day – uses a paper form! Or enter them into your Smart Phones note or reminder app. Or use a CRM with mobile capability. Have a system as we know a system will produce what a system will produce, nothing less, nothing more.

What does your current system produce?

The key is to call your leads constantly throughout the day. Consider calling 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, try it again around lunchtime do your last attempt at the end of the day. You cannot overcall your leads. Consider using a tool like REAL CONTACT or VERSE.IO to streamline your process.

5. Know Your Automatic Shot

Your “automatic shot” is the source of business you know you can count on if you really need a deal. We all have areas where we excel over others, and we all have sources that are particularly favorable for us, and you must 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 A Few Basic Closings to Improve Your Confidence

Skills and confidence are critical in this market. Be surrounded by like-minded professionals that invest the time in learning the scripts and objection handlers necessary to confidently set appointments with ease. Let’s work to enhance your closing and objection-handling skills so you can add one appointment each and day or, at minimum, every week.

7. Be Unattached to How and Where Your Next Appointment Comes From

The key here is to 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, follow your schedule, and do your lead generation and conversion.

So, there are seven ways to set at least one appointment daily. I want to encourage you to shift your focus and energy now.

“If I Am Always Shaking The Tree, An Apple Will Fall Somewhere!”

Focus on:

1 – Finding your next appointment,
2 – Going to another appointment and
3 – Servicing your existing clients at the highest level.

Your ACTION STEPS:

√ Make an appointment goal for the next two weeks and share it with an accountability partner.

√ Gather all your past leads, open house registers, and people you know and start making appointments to meet – ask for tips on people they may know who need to buy or sell. Use tools like – VERSE.IO – to streamline the follow-up nurturing process.

√ Consider creating a small appointment-setting mastermind group that meets in your office weekly. Roleplay objections, practice your listing presentation, and critique each other; practice answering a buyer who asks: “Why should I use you?”

√ Once you have the appointment, consider what I learned from Jeff Bezos, CEO, and founder of Amazon:

“We don’t make money when we make a sale; we make money when we help someone make a purchase decision.”