**I recorded a quick video about today’s topic for you here.
**Check out the link below for our upcoming 2 hour “Appointment Masterclass” to discover our simple and repeatable process to fill your weekly calendar with new buyer and seller appointments.
Smart Words: “You will never get what you don’t ask for.” and “You can’t find what you aren’t looking for.” – Wayne Gretzky
Smart Tactics: The two most common issues I see with agents who are struggling to get enough appointments are: 1. They don’t ask for them, and 2. When they do, they don’t ask in the right way.
First off…it should be pretty obvious that you have to ask for the appointment in order to get it. But I have listened to thousands of sales recordings at this point, and I can tell you that I hear agents frequently not asking for the appointment. Instead I hear them deferring to just sending listings or information by email and promising to “go from there”….whatever that means.
Maybe they don’t ask because they don’t know how to push the conversation to the point that the appointment makes sense. That’s a skill all in itself. I’m not saying you can get an appointment with every prospect you talk to…that’s not realistic. But I know from experience that you can get a lot more appointments than you think you can. If your idea of an “appointment” means a buyer ready to buy or a seller ready to sell…you have to expand your idea of what an appointment is and what it can be. Once you do that, you can become much more creative about how you position an appointment and how you direct the conversation to make it happen.
The name of the game is getting face-to-face with potential buyers and sellers, or at least video-to-video with them. Just understand that “meeting with an agent” for most buyers and most sellers is a step they reserve for just before they are actually ready to start buying or selling. That means, if you want to get an appointment with them BEFORE they are ready to buy or sell, you have to change or reposition what your meeting is actually about and what it will do for the prospect.
If you’re struggling to get more prospects face-to-face, you need to learn this strategy:
How to get the prospect to NEED your appointment:
- Do your normal discovery
- Listen for any need or desire related to the process of buying or selling
- If there isn’t already a need or desire, create it in your conversation
- Get some commitment to that need or desire
- Close for the appointment that will fill that need or desire
You can get the prospect to agree to a need or desire by bringing it up in conversation. You do that by asking leading questions. You’ll discuss their need or desire for information, answers, plans, or strategies to accomplish some end goal (like savings, certainty, ease, speed, convenience, etc.). You bring those needs or desires up in conversation until you can find one that the prospect keys on; one that they are interested in or would like to have. Then you confirm that they want it or would like it, and you close for an “appointment” that will give it to them.
Smart Offer: If this strategy sounds good but you don’t know how to execute it, join me LIVE for “The Appointment Masterclass”. It’s two hours that will show you the 3 secrets to unlock your weekly buyer and seller appointment pipeline. Register for it here: https://offer.smartsalescoaching.com/appointmentmasterclass
Always get smarter,
-Dale
P.S. If you didn’t read last week’s email about how to confidently answer the question: “why should I buy or sell with you?”…check it out here.