The 4-Step Fix for a Flatlining Business – #TomFerryShow

June 5, 2018

If you want an extraordinary second half of 2018, it’s time…
To become an APPOINTMENT SETTING MACHINE!
If your business isn’t where you want it, focusing on appointment setting is always a great cure.
I’ve got 4 steps to help you get out of the rut, set more appointments and absolutely crush the remainder of 2018.

First Things First: Defining “Appointment”

Before we get to the four steps, let’s discuss what qualifies as an appointment.
For the purposes of this exercise, here’s my definition:
An appointment is a meeting with someone that you like who can have a positive impact on your business.
That could mean…

An influential friend
Having coffee with a past client
Your loan officer
Your insurance broker
A listing opportunity
A buyer lead
A showing appointment

If you’re struggling, it’s important to remember that even a lousy appointment is better than sitting in your office.

Step 1: Set a 30-Day Goal

Create a 30-day appointment setting challenge for yourself by establishing a goal for how many appointments you can book within the next 30 days.
Follow these guidelines when coming up with your goal number:
It’s gotta be a stretch, something outside your typical comfort zone. But it also needs to be realistic and attainable. Find that balance and push yourself to do something great.
Also, make sure your target is a real number, not a vague generality like “I want to set a lot of appointments in the next month or so.” Get specific: “My goal is to set 32 appointments in the next 30 days.”

Step 2: Block Out Appointment Setting Time

Access your calendar and schedule yourself for 10 two-hour blocks each week – ideally 9:00-11:00 a.m. and 4:00-6:00 p.m. Monday through Friday.
Now you’ve reserved 20 hours a week toward making your calls and booking appointments.
But here’s the catch: You only have to do five of those 10 sessions.
This strategy provides plenty of leeway to ensure you never again utter the phrase, “I just didn’t have time to make my calls.”

Step 3: Put Some Skin in the Game

Setting a goal and committing yourself to it is a great first step. But to ramp up the intensity, nothing works quite like creating a competition.
The size of the prize isn’t what matters.
What’s important is getting your competitive juices flowing and feeling that inner drive that pushes you to demonstrate your superiority… the thrill of victory!
You can compete with a colleague, your office mates, your mastermind group…
You can even compete with yourself by creating a reward for achieving your goal and a painful penalty for missing it.

Step 4: Focus on What You Want

During your 30-day appointment setting challenge, rid yourself of the distractions and narrow your focus on the one thing you want – appointments!
What that means is…

You need to avoid the office drama that you sometimes find yourself swept up in
You need to forget about your perfectionist tendencies and make your calls regardless of whether or not your desk and your office is perfectly organized
You can’t let yourself be content just because you conducted conversations or generated lots of leads without taking that next step

In short, ALL your focus needs to be on booking appointments and going on appointments.
Remind yourself “I’m a lean, mean, appointment-setting machine.”
And when you feel your confidence wavering, remember that you have a lot to offer and there are people out there who need your guidance. Ask yourself, “Who can I bring value to today by scheduling an appointment?”

BONUS: Identifying Your Lead Priorities

Send an email or text to all old buyer leads saying, “Are you still interested in buying in 2018?”
Send a video or a text to your sphere and past clients: “Hey [Name], I’m working with a ton of great buyers and there are no nice homes for sale. I’m just curious… have you had any thoughts of selling?”
Expireds / FSBOs / Open Houses / Zillow Leads… There’s no wrong way generate a lead, but what’s essential is that you start TAKING ACTION! Go get it!