Q4 Appointment Setting Challenge | #TomFerryShow S4:E1

TL;DR

Focus on booking appointments to ensure a strong year-end.

Transcript

when you take this on you will surprise yourself you've got so much more in you to do and to give push beyond the typical way you finish out the year let's finish the Year Strong hey welcome back to the tom ferry show thank you always for watching your comments your shares just the love really means a lot to me so keep it up I love getting your fee... Read More

Key Insights

• Tom Ferry emphasizes the importance of focusing on booking appointments as the key activity to finish the year strong and set up for success in 2020.
• He suggests that focusing on one dominant thought, like booking appointments, can lead to better results than spreading focus over multiple tasks.
• Ferry shares a success story of a client who booked thousands of appointments, proving that consistent appointment setting can drive market momentum.
• He outlines six types of appointments that can drive business growth: pre-listing, listing, buyer consultations, showing properties, referral partner meetings, and past client meetings.
• Ferry advises scheduling productive activities in optimal time slots, specifically between 9-11 AM and 4-6 PM, to maximize appointment setting.
• He encourages agents to avoid distractions and drama, which can detract from productivity, and instead focus on activities that lead to business growth.
• Ferry highlights the psychological benefits of having a calendar filled with appointments, comparing it to the endorphin rush from social media likes.
• He stresses the importance of written and visual commitment to booking appointments, suggesting sharing goals with family and colleagues for accountability.

Questions & Answers

Q: Why does Tom Ferry emphasize booking appointments?

Tom Ferry emphasizes booking appointments because it serves as a leading indicator of a healthy sales business. By focusing on appointments, agents can ensure a steady flow of business, maintain momentum, and set themselves up for success. Appointments drive transactions, create opportunities, and help agents avoid the pitfalls of distractions and busywork.

Q: What are the six types of appointments Ferry recommends?

Ferry recommends six types of appointments: pre-listing appointments for potential future sellers, bona fide listing appointments for active sellers, buyer consultations to understand client needs, showing properties to qualified buyers, meetings with referral partners to maintain relationships, and coffee meetings with past clients who have equity in their property. Each type serves to drive business and strengthen client relations.

Q: How does Ferry suggest agents manage their time effectively?

Ferry suggests agents manage their time by scheduling appointments and booking activities during optimal times, specifically 9-11 AM and 4-6 PM. He advises against planning days around non-productive activities and instead recommends focusing on activities that lead to business growth. Agents should also schedule regular coffee and lunch meetings with clients and referral partners to maintain relationships.

Q: What is the psychological impact of having a filled appointment calendar?

Having a filled appointment calendar creates a psychological boost similar to receiving social media likes, according to Ferry. It provides a sense of purpose, direction, and momentum, reducing anxiety and uncertainty. When agents see a schedule full of appointments, it reinforces their productivity and success, motivating them to continue their efforts and maintain momentum.

Q: How can agents avoid getting stuck in drama or busywork?

Agents can avoid getting stuck in drama or busywork by focusing on activities that directly impact their business, such as booking appointments. Ferry advises against being consumed by distractions, such as drama or non-productive tasks, and instead suggests concentrating on activities that lead to tangible business results. By maintaining a clear focus, agents can drive growth and success.

Q: Why is it important to have a written commitment to appointment goals?

Having a written commitment to appointment goals is important because it creates accountability and reinforces commitment. Ferry suggests sharing goals with family and colleagues to maintain focus and motivation. Written commitments help agents stay on track, measure progress, and ensure they are actively working towards their business objectives, ultimately leading to greater success.

Q: What example does Ferry provide to illustrate successful appointment setting?

Ferry provides an example of a real estate broker who conducted an appointment-setting challenge, resulting in thousands of appointments being booked by hundreds of agents. This challenge created market momentum and success, demonstrating the power of focused appointment setting. The example illustrates how consistent efforts in booking appointments can lead to significant business growth and market impact.

Q: How can agents use Starbucks to generate appointments?

Agents can use Starbucks to generate appointments by being social and approachable, wearing company name badges, and engaging in conversations. Ferry suggests that agents can be asked about the market frequently, providing opportunities to discuss real estate needs and set appointments. By being proactive and initiating conversations, agents can turn casual interactions into potential business opportunities.

Summary & Key Takeaways

• Tom Ferry urges agents to focus on booking appointments to finish the year strong and set up for a successful 2020. By concentrating on this single activity, agents can drive business growth and avoid distractions.

• Ferry provides examples of successful appointment-setting challenges and outlines six types of appointments that can significantly impact business. He emphasizes the importance of committed focus and avoiding busywork.

• He advises scheduling calls and meetings during optimal times and encourages agents to make written commitments to their appointment-setting goals. Ferry's message is to push beyond typical year-end slowdowns and maintain momentum.