3 Powerful Ways to Boost Your Confidence & Book More Appointments

3 Powerful Ways to Boost Your Confidence & Book More Appointments photo
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School is ending.

Stay at Home orders are being lifted.

Summer is a few days away.

All of which means one thing: It’s PRIME TIME for appointment setting!

Without a doubt, there’s a lot of pent-up demand in the marketplace right now, so it’s more important than ever that you make appointment setting part of your daily routine.

But I know… that’s easier said than done. There will always be those days when you just don’t feel like picking up the phone and making your calls.

Guess what? It doesn’t matter. It’s your responsibility to set those appointments to keep your business – and buyers and sellers – moving forward.

That’s where today’s blog comes in. I’ve got three tips to help boost your confidence and turn you into an appointment setting machine – even on those days you don’t feel like it.

You ready? Let’s go!


Appointment Setting Tip No. 1: Get in the Right Focus

Whatever you focus on, you get more of.

So that means you need your focus in the right place before you start an appointment setting session.

Dialed in on the task at hand, and full of confidence.

How, you ask? Well…

Read some of your recent reviews that sing your praises.

Remind yourself that you know how to do this and you’re the best option to solve the problems buyers and sellers are facing in your market.

And to get laser focused, ask yourself good questions like:

  • What if today was my best day ever on the phone?
  • What if today I book more appointments than I ever have before?
  • What would I have to do to book three appointments in the next 90 minutes? Who would I call first?

The whole point of getting in the right focus is to psych yourself up and get in the right mindset.

Negativity and doubt will quickly kill any appointment setting session.

Positivity and confidence will supercharge it.

The choice is up to you… Get in the right focus and watch your performance soar.


Appointment Setting Tip No. 2: Add Physicality

If you were to look behind the curtain at Success Summit or pretty much any event where I’m speaking, you’d be likely to see something that might strike you as rather unusual.

A trampoline.

Not a big one… just one of those small, circular ones big enough for one person.

Why do I want a trampoline backstage at my events?

It’s simple.

Because when you put your body in motion, the mind will follow.

There’s nothing that gets me ready to take the stage and present for hours better than to get my body moving backstage.

And here’s how this translates to you: Every time you pick up that phone and dial a new number, you’re essentially stepping onto center stage yourself. It’s your SHOWTIME. So you better be ready.

It’s so important to create that intensity before you pick up the phone.

I strongly believe when you get in the right state of both mind (focus) and body (physicality), instinct will take over and lead you to a successful result.

I’m not saying you have to jump on a trampoline. I AM saying you need to find something that works for you that gets your body into motion, gets your blood flowing and makes you feel good.

Unless you’re a robot, you’re going to feel a noticeable difference throughout your entire being anytime you get your body moving in a powerful way.

Along with physicality comes another important question: Sitting or standing? For me, it’s all about standing up, standing tall and being able to move freely to put me in the right frame of mind and body to perform at my best.

I know back in the day when my brother Matthew and I would do marathon call sessions, we would always have music on in the background to get us fired up, or maybe we’d pop in a DVD of an inspiring movie we knew well. Don’t be afraid to add props to make it fun, too!


BONUS Tip: Create Your Mantra

Before we get to Tip No. 3, I wanted to give you one additional piece of ammunition.

It’s entirely up to you whether or not you want to use this, but I’ve found it extremely helpful in my own business. I’ve also seen it work wonders for my son as an up-and-coming competitive tennis player.

What is it?

A mantra that tells yourself “It’s GO time!”

Here was mine from back in the day. I’d say this out loud, word-for-word, right before picking up the phone. Feel free to borrow it, change it, adapt it, or throw it out…

“I now command my conscious and unconscious mind to give me the skills, the talent, the ability, the humor, the knowledge – whatever it takes to show these people and get these people to take action, starting RIGHT NOW, RIGHT NOW BABY! YES! YES! YES!”

It might feel awkward the first few times you try it, but give it a shot anyway.


Appointment Setting Tip No. 3: Set Your Intentions

Starting a journey without a destination in mind is never a good plan.

So before you pick up the phone, it’s critical that you set your intentions first.

It doesn’t have to be complicated…

How many appointments in whatever time frame… “Today I’m going to set three appointments in the next 120 minutes.”

Then make your goal a little bigger the next day. Make sure to continually elevate your own expectations as your skills improve.

Build in weekly, monthly, quarterly and annual goals you’re working toward as well.

Consumer not ready yet? When you run into someone in the research phase who says “We’re going to wait until _____,” use this script to get your foot in the door now:

“I can appreciate that. You know what I do for all my friends who say they want to wait. We meet, we do a quick Zoom session with three goals in mind: Number one, to educate you on the modern methods to sell a home during COVID. Number two, to let you know what not to do and what to do to drive the highest possible price for your home. And number three, just to answer any questions you might have, because by the way, when is the last time you sold a house? A lot has changed in __ years. I can show you a lot in 20-25 minutes, and all I have to do is send you a link. Does Tuesday, Wednesday or Thursday work better for you?”

Counting those “research” phase appointments and using the tips in this blog, I see no reason why you can’t book at least 20 and as many as 40 appointments every month.

What do you say? Let me know your thoughts in the comments below!


Tom Ferry - Success Summit



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