7 Steps To An Appointment Setting Breakthrough

7 Steps To An Appointment Setting Breakthrough

Stop and reflect for a moment… how would your business be impacted if you went on at least one appointment each workday?

Here’s what I know: agents who are setting and going on APPOINTMENTS are PRODUCING, period.  Those that are consistent and disciplined in their daily routines win the day.

Consider this:

We CANNOT control the market.

We CANNOT control what others think.

We CAN control ourselves and our businesses.

We CAN control our thoughts, behaviors, and routines.

So, why is it that some agents are succeeding wildly today, while other agents are getting out of the business?

What separates those who are still making sales from those who are not?

What is the key to succeeding in this market, or any market for that matter?

The intent of this posting is to give you specific ideas and techniques that will lead to a breakthrough in the number of appointments you set. Let’s begin by defining what an appointment is and then we will look at seven ways to set an appointment a day.

What is an appointment?

APPOINTMENTS are any meeting that will positively impact your business.


  • Sitting face-to-face with a motivated seller (listing presentation)
  • Working with a buyer who wants to buy
  • Previewing a motivated For Sale By Owner property
  • A face-to-face meeting with a Past Client, a Center of Influence or anyone who can refer you business
  • Meeting with potential investor clients or directors of HR involved in executive moves

Stop and reflect again just for a moment…  how would your business be impacted if you went on at least one appointment each workday? How would that feel? Check out these 7 steps that can inspire you to create an appointment setting breakthrough:


 1. Focus Daily on Setting Appointments

Some agents focus on the amount of time they engage in some form of lead generation each day. Some focus on the number of people they contact each day and some focus on the number of leads they generate.

Top producers  focus on:

  • Setting great appointments
  • Getting contracts signed

2. Create A Definition of an Appointment that Serves You

If your definition of an appointment is something like, “I only meet with sellers who will list with me today at 2:00 P.M. for 25% under fair market value and 9% commission,” you will likely find yourself with an empty appointment book!

If you want a full appointment book, refer to the definition outlined above and start setting more appointments today.

3. Affirm That You Set Appointments Daily

Affirm that you will set an appointment each day.  Say this simple affirmation constantly throughout the day:

I set one or more appointment each day!!”

Consider this easy exercise and watch how it can positively affect your mindset and results.

4. Carry Your Best leads with You At All Times

One way to do this is to put your best leads on 3×5 index cards and carry them with you all day long. Or enter them into your Smart Phones note or reminder app. Or use a CRM with mobile capability like Contactually.  Have a system as we know a system will produce what a system will produce, nothing less nothing more. What does your current system produce?

The key is to call your leads constantly throughout the day. Consider calling your leads three separate times each day to increase the probability of reaching them and setting an appointment. Call them first thing in the morning…try it again around lunchtime…do your last attempt at the end of the day. You cannot overcall your leads. Even better, consider using a tool like REAL CONTACT to streamline your process.

5. Know Your Automatic Shot

Your “automatic shot” is the source of business you know you can count on if you really needed a deal. We all have areas in which we excel over others, and we all have sources that are particularly favorable for us. It is critical you know what it is for you.

Ask yourself this question: “If you absolutely had to set an appointment today, who would you call?” The answer to this question will define who or what your automatic shot is. Make sure to take your automatic shot every day!

6. Learn 5-7 Basic Closes to Improve Confidence

Skills and confidence are critical in this market. JPAR is now more than ever focused on assisting our agents and teams in improving their skills. We are surrounded by like-minded professionals that invest the time in learning the scripts and objection handlers necessary to confidently set appointments with ease. Let’s work to enhance your closing and objection handling skills so you can add one.

7. Be Unattached to How and Where Your Next Appointment Comes From

The key here is to just remain focused on the fact that you intend to set at least one appointment each day. Once your intention is set, simply go about your business…go follow your schedule…go out and do your lead generation and conversion.

“If I am always shaking the tree, an apple will fall somewhere!”

So there you have seven ways to set at least one appointment a day. I want to encourage you to shift your focus and energy now.

Focus on:

1) Finding your next appointment,

2) Going to another appointment and

3) Servicing your existing clients at the highest level.


1. Make an appointment goal for the next 2 weeks and share it with an accountability partner.

2. Gather all your past leads, open house registers and people you know and start making appointments to meet – ask for tips on people they may know who need to buy or sell. Use tools like REAL CONTACT to streamline follow up nurturing process.

3. Consider creating a small appointment setting mastermind group that meets in your office weekly. Role play objections, practice your listing presentation and critique each other, practice answering a buyer who asks… “why should I use you?”

4. Once you have the appointment, consider what I learned from Jeff Bezos CEO and founder of Amazon. “We don’t make money when we make a sale, we make money when we help someone make a purchase decision.

My previous article topic may come handy in planning your appointments. If you haven’t seen my previous post on how to Delegate, Automate or Eliminate, then check it out.


Episode 7: Success From Scratch

Episode 7: Success From Scratch

In this week’s episode of “Success From Scratch”,  learn how Quiona Morrisson overcame her fears and get into action. She started as an agent more than a year ago and never regret transitioning from working for corporate America to real estate.

Please make time to watch the full video, it’s worth your time.


“If I am going to do it, I will do it all. Believe in yourself and be positive!”
– Quiona Morrisson, JP & Associates REALTORS®
The One Thing Is: TRUST

The One Thing Is: TRUST

Stephen Covey’s book proves it and Googles research reinforces it… there is ONE thing in common to every individual, relationship, family, organization, and government throughout the world. The one thing which when removed will destroy the most powerful army, the most successful business, the greatest friendship and the deepest love.

The ONE thing is: TRUST!
  • TRUST is the most significant predictor of an individuals’ satisfaction within their team.
  • TRUST, not a brand is the number #1 factor consumers use in selecting an agent according to Google research.

So, what is trust? Jack Welch, legendary CEO of General Electric said about trust, “You know it when you feel it!” The truth is, in any relationship, what you do has a far greater impact than what you say. Thus, trust is established through ACTION and action is driven by your behaviors.

In his book The Speed of Trust, Stephen Covey outlines 13 behaviors that drive trust. The first five behaviors relate to character and the second five behaviors relate to competence and the remainder are a mix of the two.

The 13 behaviors are:
  1. Talk straight
  2. Demonstrate respect
  3. Create transparency
  4. Right wrongs
  5. Show loyalty
  6. Deliver RESULTS
  7. Get better every day (continuous improvement)
  8. Confront reality
  9. Clarify expectations
  10. Practice Accountability
  11. Listen first
  12. Keep commitments
  13. Trust others… extend trust to others as part of your DNA

Covey believes the quickest way to decrease trust is to violate a behavior of character while the fastest way to build trust is to demonstrate a behavior of competence.

In the end, in today’s modern fast-paced economy trust is essential to our mutual prosperity. We can create it, we can restore it and we can extend it.

Trusting this post will prompt you toward a more powerful week. How will you practice trust this week?



Episode 6: Success From Scratch

Episode 6: Success From Scratch

This week’s episode of “Success From Scratch” features Naddia Morales. Learn how she managed to transition from working for corporate America to being successful in real estate.

Naddia had $212 in her bank account when she started, in this episode learn how she became resourceful despite having no budget and no leads.

“You need to have a process and a system in place in order to grow your business.”
Naddia Morales, JP and Associates REALTORS®



Episode 5: Success From Scratch

Episode 5: Success From Scratch

In episode 5 of “Success From Scratch,” MJ Franklin shares her secret to success. It wasn’t education, it wasn’t special celebrities she knew, it wasn’t because she had a lot of money. She had GRIT, determination, drive and a willingness to serve.

Make time to watch this episode, you won’t regret the time invested.

 “You can’t be in this business for the money, you have to be genuine.”

MJ Franklin, JP & Associates REALTORS®


Share your thoughts and comments with us now, we value your contribution to this community.

Why Does Your “Why” Matter?

Why Does Your “Why” Matter?

It’s been about 134 days since we all made those “New Years Resolutions.”

So, how are you doing with those?

The answer was either a wow, an ouch or something in-between.  Good, because whatever emotion that brought up for you, declare it perfect and move forward in a powerful direction.

Gym owners and weight loss providers love January 1st because that week is when so many people come in to join for the year, participate for a few weeks and then slowly disappear.

Consider this, replace the gym or weight loss program with any other new behavior change like learning a new language, getting up at a certain time, making sales calls and more. You see, we know human nature… you get all excited in the beginning yet somewhere along the way the enthusiasm fades and the new behavior is dropped.

Why does this happen?

Ask any expert and they will say… it’s not having a strong and compelling reason, a or “why.”

I once worked with a real estate agent that I was providing leads for. He was an average producer doing OK – not great yet not bad, just about average. One day he called me and said, “Mark, I have a $50,000 court judgement!” So what happened next?

Nothing changed in my business model; same leads and same market conditions. Over the next 6 months, his production nearly grew by 10X. He called me and said, “I paid off the judgement.” The next month and following months his production returned to his pre-judgement average pattern.

What moved him from average, to 10X and back to average?

This agent had a short-term compelling “why” that drove his daily behavior. When his “why” faded, so did his daily routine and motivation. The conclusion: getting clear on why you want to create something is basic science at this point.

You want to increase sales… Why?

You want to lose 25 pounds… Why?  

You want to spend more time with family and less time working… Why?

What is it you REALLY want? 

Is it the weight loss or how it makes you feel? Is it the increased sales or the financial freedom that brings you? What do you really want? Ask yourself, answer and repeat that about 5 times to get to the REAL answer.

When the days get tough and life gets in the way, it’s the compelling “why” that keeps you engaged and on track.

Let us compare these two scenarios:

A: Making more sales is important to me because I want to have more money.

B: Making more sales is important to me because it provides me more freedom in supporting my family, it creates more options of travel and schools for me and my family, it allows me to contribute more to the charities and my community that I love and are dear to my heart.

With B you can feel the reason. You can see the reason. You can believe the reason. B is crystal clear.

Another example to consider:

A: Making more sales is important to me because I want to be happy.

B: Making more sales is important to me because I want to make the best out of the cards I was dealt in life. I want to celebrate life, provide for my family, give back to my community and live with joy.

With B, it is much more meaningful than a vague “I want to be happy.” Yes!?

….So, why does your “why” matter?

If you actually believe creating a compelling “why” can change your behavior, then it will. If you believe it won’t, then it won’t. The choice is yours to make. It’s like Henry Ford said, “If you think you can do a thing or think you can’t do a thing, you’re right.

Think about one of your major accomplishments…  strong reason “why” was part of your formula. Without a compelling “why”, whatever you attempt will just be another project that sits on the shelf collecting dust.

Positive change awaits you when you make the effort and you tie it to a compelling reason “why!”  

Now, I’d like to know… what goal is important to you?  What will accomplishing this goal do for you? What’s your “WHY” for this goal? 

Share your thoughts and comments with us now, we value your contribution to this community.