In the interest of fairness and balance I want to present the other side of the coin that I wrote about the other day...'What do I do when I'm not previewing...?'

Good question, go on appointments!

There was a question I had taped to my mirror and in my car that drove my business, and it still does; What do I have to do to get an appointment today? My entire business plan was centered on this. I knew my financial goal and how many units that meant, and each sales unit had a client conversion ratio that always came back to the same basic premise, how many appointments do I need to go on to get a listing or a sale?

To prove this my coach used to count the steps backwards from a paycheck.

  1. You only get paid at a settlement
  2. You only get to a settlement if clients have signed an agreement
  3. Clients will only sign an agreement when you meet them in person *
  4. They will only meet you if you ask them to
  5. SO GET ON THE PHONE AND ASK

*except when they're out of town...but still you have got to get in their face to get things done. So what will I do to get an appointment today? I have at least a dozen things that I will try, but the best trick in my bag is making more calls: calls to friends, to leads, to past clients, and even clients in a transaction to ask for referrals.

So, pick up the phone and start counting down to a great day!

 

 

 
Star Posted by Jim Gainer on 12/13/2011 07:18 AM   Comments (57)   Appointments in the ActiveRain Channel   prosoecting, getting appointments, business producing activities, pick up the phone, make more calls  
Short URL: http://actvra.in/pCX

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Jim Gainer

Hershey, PA

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Howard Hanna Real Estate Services

Address: 1201 W. Governor Rd, Hummelstown, PA, 17036

Office Phone: (717) 520-0020

Cell Phone: (717) 712-4578

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