1. Boost Your Business
Getting the Appointment

2. Check In
 What did you do?
 What happened?
 What results did you get?
 What do you think you’ll do next time?
Refer to your Sales Planner from last workshop

3. Make it Your Goal
Schedule at least one face-
to-face appointment with
either a Buyer or a Seller
each day!
How do you connect to schedule the
appointment?

4. It Begins with You
 Believe in yourself.
 Believe in what you have to
offer.
 Believe that customers/clients.
need what you can provide.
Believe and be confident
in yourself.

5. Why You?
 What do you have to offer?
 Why should a buyer/seller meet with you?

6. Preparation Makes it Easy
Who am I calling?
What am I offering?
What will I say?
When will we meet?

7. Remember This When Calling Prospects
Think about:
 Who you are calling.
 What they need.
 The value you provide.

8. Reasons to Meet
 Evaluate the price of their home
(Use the Price Trend Analysis).
 Review what’s happening in the
market to secure a price
improvement (Use the Market
Update).
 Do a Buyer Consultation and then
preview homes.
 Share and discuss Expired Brochure
or FSBO Brochure.
 Conduct a private Home Buyers
Seminar.
 Introduce them to the GSM who can
cover financial options.

9. Big Close = NOW is the Time to Meet
Pick up your pen!
Fill up your calendar!
Remember your goal!
What do you say to secure the appointment?

10. Increase Your Earnings
If you make it your business to meet one
customer a day, you should earn a minimum of
$20,000 more this year!

11. This week’s Call Session
 Make a minimum of 50 calls from your prepared list
- Do Call List, SOI, OH Guest Registers, FSBO or
Expireds.
 Keep track and report progress on the board.
 Record all leads and appointments made.
 Utilize Prospect Follow Up sheet to set follow up
call appointments.

12. Call Session Results
 How many calls were made in total? (Calculate on flipchart)
 How many appointments were made? (Calculate on flipchart)
 What worked well for you today when calling?
 What would you try differently next time?

13. Grow Your Skills and Business
 Call until you get 1 appointment – do this 3 times before next
session. Goal is to secure 3 appointments.
 Attend 1 appointment – appointment can be a buyer
consultation, listing appointment (1st or 2nd), FSBO, expired or
price improvement.
 Come prepared to make 50 calls at next workshop.
 Preview homes and take notes on property features.
 Work an Open House. Follow up with all guests in 24 hours.

14. To succeed in sales, simply talk to lots
of people every day.
And here's what's exciting- there are
lots of people!
-Jim Rohn

15. Sales Planner
1. Add the assignments we just reviewed to your new
Sales Planner.
2. Write down what you will commit to do by next
session.
3. You have five minutes to complete this.
4. Ask me or a colleague for ideas and help.
Distribute blank copies of Sales Planner

16. REMEMBER…
Quickest Way to Boost Your Business
 Work an Open House every week. Aim
for an
 Know the inventory! Appointment
a Day!
 Get Price Improvements on listings 30+DOM.
 Make 100 iCalls every week.
 Work FSBO’s and Expireds every week.
 Follow up! 1=18% 2=34% 3=62% 4=78%

17. Confidence and enthusiasm are the
greatest sales producers in any kind
of economy.
-O. B. Smith
Thank You