Be An Appointment Setting Machine | #TomFerryShow Episode 73

for over 20 years I dedicated my life to bringing you the very best selling marketing and business building strategies to keep your business thriving get ready to experience the success you've been searching for welcome to the tom ferry show hey everybody welcome to the tom ferry show episode 73 you asked for it we're delivering if you have the desire to book way more appointments the next three shows I'm going to give you the best of the early stages of my telephone experience and what I've been working with all of our consultants all of our clients my 70 salespeople every single day to go to book appointments like this every single day but I'm going to get a little ahead of myself what's the problem what's the problem that I'm seeing right now the markets been good it's after the fourth of July weekend we got six more months left to go and there is an enormous opportunity for those of us that are in massive action but the problem that I see is right here we're not focused enough on the cause we're focused too much on the effect meaning we're spending way too much time saying I want to make more money I want to do more transactions you know I need more listings instead of saying how do I get more appointments how do I get more appointments if you just stopped right now and you wrote down the question knowing what I know now how do I for X 10x the number of appointments I booked what's going to happen is your minds going to get super clear like I'm going to need to make more phone calls I'm have to follow it more and that's a beautiful thing the moment you realize that by talking too much about the effect I want more listings I want more sales I want more money I want more happiness and I love all that the challenges you're not going to get enough of it unless you focus on the cause right what has to happen first in order for you to get all those things and you and I both know the answer it's what the next three shows are about becoming an appointment setting machine so I want to remind you you've seen me talk about this before I say the human mind can only have one dominant focus at a time so you wake up in the morning you get to the office and it's go time where is your mindset what are you focusing on we know that a lot of people it's drama distractions are just no focus they just show up and whatever's happening is happening we know a big percentage of people they're spending their time kind of getting organized you know I got to move the paper from here to here and I got to make sure that everything is in the right place and oh it's got to go to lunch right and I get it like organization we feel like we need to get more organized but I know plenty of people that sell a lot of homes help a lot of customers and make a fortune that aren't that organized now there's a big group of people that are under the impression that we need to make more contacts so so here's the challenge ready the human mind gets whatever you focus on so if you start saying to yourself you know I really want that beautiful black new Tesla what do you begin to see everywhere we know the reticular activating system whatever you think about the most is what you attract in so if you say man I got to make fifteen contacts a day or I got to talk to 20 people a day what you end up with is a bunch of chicken scratches on a piece of paper but then I say well how many leads to generate how many points did you book oh I you know I didn't I didn't you know I didn't get a lot of bites I talked to some great people though I I hear it all the time after open houses like I talk to clients so how was your open houses this weekend oh man I talked to a ton of great people met a lot of good contacts how many poems did generate none but I got some people I got to follow up on I know why because when you did the open house you were thinking about making contacts and as simple as that sounds if you think about making contacts yeah get contacts just like if you think it around generating leads right how many people filled out my form how many email leads did I get if you're thinking about leads you get a lot of leads what do we all want what's his show all about appointments I want you to get way more appointments because last time I checked if you want more paychecks more signed contracts more joint happiness you got to get these first so we know the problem we're not focused on the cause getting appointments we're focusing on the effect I want more listings on what more sales I need you to shift your mindset towards appointments appointments appointments appointments appointments that's the game now the other thing I noticed the problem is we don't have what I would call an appointment setting routine so as we jump into the street part series I want to start by giving you an appointment setting routine something that I use today that I've watched tens of thousands of agents all over the world use that my 70 salespeople use every single day to make sure that they are using their time wisely focusing on what matters most and producing the kind of results that they want so let's take a look at the routine the first thing is you ask yourself this question why should someone this customer do business with me so I'm about to make the phone call why should this customer do business with me now what I love about that question is it calls into you know into your consciousness what value are you going to bring to the customer see if all you're thinking about is yourself if all you're thinking about is oh man I really need a deal or oh man I really want to get this leader all I want to get this listen before anybody else and oh if I get this listening it's going to bring me this this this and I'm going to go to the Bahamas then you're only focusing on yourself we don't win when we're focusing on ourselves we win when we're focusing on the customer this morning I was getting an IV of some vitamin C and stuff before a trip and I was talking with you know my doctor and he said hey you know I'm out looking for houses I said how's that going he said it's been really frustrating I said tell me why he said I just feel like and by the way I got a referral which was great for one of our clients he said I just feel like every real-estate agent I talked to it's just trying to sell me a house and I said well you're right because they're focusing on themselves and when you focus on yourselves you come across with Commission breath but if I really think to myself why should this customer do business with me well you know I got a great track record I'm going to save them time I got their back I'm gonna have their best interest in mind I'm gonna do whatever it takes to get the job done and get it sold now I'm think about what am I going to do for you how am I going to bring you value and I'm taking it off me and putting it all on how do I bring you more value well just by asking yourself that question and really authentically answering that question you shift the focus from here to there and do you think the customer feels that do you think the customer gets a sense whether it's over the phone or face-to-face if you know you need a deal versus hey I can talk you out of buying this house and now was not the right time for you and by having that sort of swagger how that makes you you know you're I like the way the customer experiences you you know what I'm talking about so that's the first thing the second question I want to ask is what am I committed to and why so before I even get on the phone what am i committed to well I'm committed to helping clients I'm committed to booking to appointments I'm committed to furthering my career I'm committed to finding two people today that I can bring value to to people today that I can help live you know the real estate American Dream the Canadian dream that Czechoslovakian dream like whatever it is but like that's what I'm committed to and you Center your mind and your focus on producing that result and just like if you said I really love that black Lexus you begin to see it everywhere right we've all experienced this before like you just everywhere you turn there's a black Lexus there's a gray Lexus there's a dirty Lexus and you say that's close enough to black and you declare that it is black like that's the way the mind works but when you say I'm committed to booking two appointments I've watched people literally get on the phone and in three or four phone calls achieve all the results they wanted right because your mind is no longer focused on you you're focused on serve the customer and you're focused on what you want now number three is I say get into an appointment setting state if you've heard me talk about my son Steven who's a tennis player as a speaker right before I go on stage everyone I've ever met that does something in a high-level has a a pre start routine you know served for my son playing tennis he's like I command my conscious and unconscious mind to give me the skills the talent the ability to be quick to the ball to have great footwork you know to hit effectively to close out the match to serve aces so he's affirming all the things he wants but the key is that he's getting his body involved in it so you might do something as simple as this before you get on the phone right now I command my conscious unconscious mind to allow me to help more customers right now book an appointment and solve their real estate challenges I'm committed I'm powerful I am focused on a lean mean appointment setting machine and I know this may look bizarre to you but I don't know like when I see most people go home this is most people's pre appointment setting routine oh god I got to get on the phone and I'm nervous if you have to go to the bathroom oh those doughnuts over there maybe you shoot some food like that distracted mindset that unfocused mindset that undisciplined mindset carries over into the calls but when I'm thinking about serving the customer and I'm thinking about what I'm committed to and I'm I get myself in like that Superman superwoman state I am unstoppable and I'm gonna produce results does that make sense now the second thing I wrote down is you got to know your automatic shot and take that first several years ago I was doing a conference and the coach of the Detroit Pistons an amazing individual and he went on to be the coach of the dream team we were chatting about how he was able to take the Detroit Pistons and when you know win those championships and he said you know I had all these talented people tell it to people like you and he said what I did is I asked all the guys where are you most comfortable on the floor so like Dumars if I get you the ball like where are you most comfortable Isiah when I get you the ball where are you most comfortable and then what he did is he designed all the plays to get guys the ball where they were the most comfortable and then he expected them to make the shot does that make sense so if I asked you who are you most comfortable calling to book an appointment or and this is a scary sort of metaphorical example but I've heard people say like if you had a gun to your head who would you call if you absolutely had to get an appointment right now like it was like do or die who would you call that you might say I'd call my past clients right I'd call my you know 55 Zillow leads I've got sitting inside my database I would you know reach out to every person with you an open house you would automatically say I know where I'm most comfortable and what I know is this right what I know is when you want to get into rhythm and start booking a lot of appointments you want to start where you're really comfortable before you go to the quote unquote harder stuff if that makes sense so start with your database for some clients it might be I'm going to start with expired listings because I know I'm going to call ten talked to three another three I'm going to book one appointment it's like clockwork it's like math so you always want to start where you're most comfortable to make some successes to get some wins to get some rhythm and that way your appointment setting skyrockets number three is with your language you want to be more assumptive now I know there's all those funny metaphors you know don't be doing soap it makes it you know what at a you and me but when it comes to sales and marketing when it comes to you know helping customers you know I just find that that if we assume the sale if my language if my physiology if everything about me is we're doing business together we're going to have some fun I'm going to solve your problems I'm going to take you on like you know when you work with someone that everything about their language their mindset their physiology when it's super congruent it's easier to say yes to that person then the person that's that well imagine like you're on the phone with somebody imagine on the phone you're calling a doctor and you're like look I've got this problem I'd like to come in and they're like well I'm really not you know I mean I mean you know maybe I guess if you can come down to the office like maybe we can get together like if you were hearing all this maybe I'm not sure this uncertainty are you thinking that's my brain surgeon I want that gal like she seems really uncertain please open up my head heck no but it's no different from doctor day in saying to me today you know talking with all these people like it's just like all they want to do is close me right all they want to do is sell me a house and they it's like they feel like all they want is my money and I said Dane there's a difference see if somebody has the right mindset if somebody cares if somebody really wants to serve their language is silt they're going to say things like when we get together what does that imply so you know I mean when we get together towels you know we're going to find out and I'm going to show you and you're going to share with me and we're going to look at your house and we're going to see if and we're look at the numbers when we get together that assumes we're getting together we're booking an appointment on this call when you list your home with me that's a great one you know I can appreciate the fact you're saying that when you list your home with me you're going to discover that when you list your home with me when you list your home with me when you list your home with me you know the more you say that the better you feel the better you feel the more you're going to say it that's how it works when you list your home with me when we get together our meeting I'll be sharing when I sell you a home the bottom line is is to be effective in sales we're going to talk about you know psychology and physiology and tonality in the next few episodes but you got to get the 7% right the 7% is the words that you use and the more assumptive you are with your language the more the clothes becomes natural and automatic you know it's actually awkward at the end of a presentation if you don't close it's actually awkward for the customer if you don't say so should we get together how about Monday or Tuesday at 4:00 like if you leave me hanging or you say okay well I'll get back to you later like you and I both know if you want to book way more appointments all you have to do is look at what the masses of salespeople do and do the opposite the masses of salespeople in your office and around the world close one time right there on the phone right they're following up with the lead someone that gave you a phone number in an email like hello who in their right mind does that unless they want more information to figure out if you're the woman if you're the guy for them it's weird if you don't close but most salespeople close one time and it goes something like this so what do you think like that's your big close so what do you think which by the way causes the customer to say what do you think what do you think well I think I want to think it over I think I'm uncomfortable I think this doesn't I don't have all the information I do why don't you send me more information you actually plant the seed of doubt when you say things like what do you think experts never talk about what do you think they talk about what they know it's a big distinction my friends and I know when we get together I'm going to help you I'm going to answer your questions I'm going to make sure that you're in a position where you can make the most intelligent decision possible about selling your home or not selling it buying a home or not buying it that's what I know never say what do you think the second one is we know some salespeople will close up to three times what would be better for you Monday or Tuesday at 4:00 well you know I'm not sure I need to talk to my spouse great I you know of course I'm a married man I absolutely understand why don't we pencil in Tuesday at 4:00 talk with your spouse and the worst case scenarios you call me back and say hey Tom how about six that work for you like most people say hogeun doing with yours mom and you might be later no go ahead and pencil me in right like I constantly baffled by people that allow the call me back later can you follow up me later I need to check with you know that that's just the real-estate gods throwing down an objection through the consumer at you to see are you worthy are you worthy of this transaction and most people in that moment don't call you million or instead of saying hey let's go and pencil me in and I've said this to me before totally appreciate you need to talk to your spouse you know my hairdresser right I have to book him a month in advance to get in I know it's shocking but yes a month in advance so this times just like that time why don't we go and pencil it in for Tuesday at four and then you let me know if it's not Tuesday at four maybe it's Tuesday at five or maybe it's Wednesday at three but no matter what I want to start carving out that time and preparing to serve you and your spouse does that make sense so let's go and book that now shall we BAM that's three times I asked for it and when you ask three times guess what happens you know that the average human being has a natural sales barrier wall right you know it because you you're like I need a new jacket I'm going to this function you walk in the store you see the jacket sales first and walk some says hi can I help you what do we all say no I'm just looking no no you have the jacket you're trying it on you're going to a function we are conditioned to say no I'm just looking no I don't know send me information so you got to move beyond the initial reflex no and close multiple times the very best people take close five times six times seven times and the beautiful thing is it doesn't even feel like they're closing they're just helping the customer make a decision they're identifying the boulders and the rocks and the Dragons that are in the way and they're getting the Dragons out of the way removing the rocks going over the bridge doing whatever it takes to serve the customer so what's the message of the day the message of the day is you need a pre appointment routine right you got to know your automatic shot you have to know who you're really good with and always start there number three you got to be more as something with your language when we get together when you watch this video when you share some comments when you shared this video with all your friends you with me on this some dip assumptive and then ya gotta close don't be like the average rule sedation that closes one time so what do you think don't be that person right that person is just they they shouldn't be in the industry that's how strongly I feel about it so what are you going to do what are you going to do what are you going to do this is number one I'm going to do two or three more shows just on this subject with one intent in mind that between now and the end of the year you get more courage more swagger more ability more skill more enthusiasm more passion more certainty around booking appointments because what I know is the more appointment you booked the more customers you serve and the happier you are thanks so much for watching remember always your strategy matters and now more than ever your passion rules thanks for watching if you love what you're seeing here then click the button below to join our online handy absolutely thanks so much

Channel: Tom Ferry

Views: 190,642

Keywords: #TomFerryShow, Tom Ferry Show, Real Estate Coaching, real estate marketing, real estate strategies, overcome fear, phone sales, real estate sales tips, setting appointments, scheduling appointments, taking action, coach, real estate coaching, business, marketing, listing appointment, real estate sales, success, how to sell homes, how to set appointments

Id: g4JqUT7hKUU

Length: 18min 54sec (1134 seconds)

Published: Tue Jul 05 2016