Keys To Better Comethrough

This job is a numbers game.  Like we talked about earlier, the more people you see, the more people you sell.  If you can increase your come through, you will increase your sales!

Have them put the appointment in their calendar right now - Don’t just have them write it down anywhere.  Have them put it in their calendar right then.  If they have a shared calendar, a family calendar or a calendar in the house; have them write it down while on the phone.

Send Out Reminder Letters - Confirmation letters are a stronger way of confirming the appointment.  DO NOT FORGET TO DO THIS.  This will raise your come through tremendously.  If we know something, these clients still go to their mailbox.

Courtesy Call the Day Before - If you know they can’t answer at a certain time of the day then give them a courtesy call.  Do it just like a doctor would call and remind you of your appointment.  

Stress the Fact that You Are From Out of Town - Let them know that you are coming from some distance.  Whether it is all the way to San Francisco, or just to the next city over.  Let them know that since you are coming from so far away that it is important to keep this time available.

Have Them Tell Their Spouse Right Then

Set The Appointment Within 4 Days From the Time You Are Calling - This is very important.  The longer they wait for the appointment, the higher the chance of them canceling.

Repeat the Day and Time 3 Times

“Ill plan on seeing you and your wife on Tuesday at 8:00”

“What is the best way to get to your house Tuesday at 8:00?”

“I will send you a reminder letter for our appt. Tuesday at 8:00”

Things You Can Say To Firm it Up

“Is there anything that will keep you from being at this appt. on this day?

“Now are you writing this down in pencil or in pen?”

“I will not schedule anything else during this time, I would appreciate it if you did the same.”