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Maintaining Focus and Booking Appointments

19 Jun

Maintaining Focus and Booking Appointments

source: lifehack.org

When it comes to booking appointments and capturing those leads, where is your focus right now? Is it…

-Drama?

-Getting Organized?

-Making Phone Calls?

-Getting Leads?

or

-Setting Appointments?

It is important to understand what is taking away your focus. All of these tasks are very essential, but they can take away from your main goal: SALES.

Let’s start with Drama. This is anything that is happening in the world around you. For example, COVID-19. It’s very important that we heed the warnings of government officials and the scientists of the CDC but it doesn’t mean the world is ending and you can’t make phone calls or get onto a Zoom meeting. Stay informed with what is going on around you but keep it moving.

Getting organized. While organization is particularly important and can make you efficient, it also isn’t going to singly get you to your goal. Stop organizing your paperclips and pick up the phone.

Which brings me to making phones calls. This action is ESPECIALLY important. If you set aside time and tell yourself, “I’m going to make 10 phone calls” are you just dialing the phone 10 times and chalking results to whatever happens, happens? Or are you going to keep calling people until you have 10 appointments made? To complete a task you should push towards your goal and not waste time.

Phone calls are a great way to get leads; they are the start of success. But again, you do not want to get caught up in a task that isn’t propelling you towards your goal. Don’t spend too much time nurturing one lead that after 4-5 contacts they are still “on the fence.” Leave them to ponder and keep it moving.  Good lead sources could be: posting on social media, past clients, cold calling, and old leads. Cold calling is calling phone numbers you have obtained that you haven’t pitched to in the past. Calling your old leads is great! They remember you from months ago and have seen your progress. They may be more willing to move forward instead of being left behind.

lady on phone with client

source: expat.com

Performing all these tasks is important to your success but the main task that could boost your business and sales is MAKING APPOINTMENTS. This is what’s going to get you in front of your client to share the lovely properties you may have or your skill for selling a home.  The more appointments you make the more opportunity you have. The four main steps that any realtor will agree with are:

  • Marketing and prospecting (generating the opportunity / creating brand awareness)
  • Nurture and follow up (People need to know that you are knowledgeable and that you are here to help them not just sell them a house.)
  • MEET FOR APPOINTMENT. (This is your chance to wow your clients with your brain and your can-do attitude.
  • Service and close. (This is the goal. This is sealing the deal.)

You can NOT get to, Step 4: Service and Close, if you do not BOOK APPOINTMENTS.  Booking appointments, even if they are not in the market. Everyone knows someone that is in the buying and selling house market at this time. If the person you have in front of you is not interested, get that lead from them. Ask them about their friends and family. “Who in your life could really benefit from this?

When you’re finished reading though this blog, I need you to find a mirror and tell yourself:

“I AM A LEAN MEAN APPOINTMENT SETTING MACHINE!”

It is about confidence and putting the needs of your clients first. THEN the money will come! If you put your body into motion the mind will follow. You just need to start!

Credit: The Tom Ferry Show

 

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