- Hey is your business kinda feeling like
boop, boop, boop, basically flatline?
Watch this show and let's resuscitate, bam, your business.
(rock music)
Welcome to the Tom Ferry Show.
Today I wanna speak to you if you're
slightly behind in your goals,
if you're staring down the barrel of this year
and you're asking yourself, what do I have to do
to turn this thing around?
Now, if you're one of my rockstar clients
and you're absolutely on fire, the good news is
the same strategies will apply but it's a different mindset.
Consider the following, if you're following me on
YouTube or Facebook or Instagram or Twitter or Snapchat
I get a lot of DMs from people, you know,
newer agents, experienced agents, a lot of veterans
right now that are saying to me,
"Tom, I just feel like I'm missing a piece of the market,
"like these new companies, these disruptors,
"these, you know, these new agents are coming in
"and they're gobbling up a piece of the action.
"What do you recommend I do?"
And that's what I wanna share with you today.
So here's what I wrote down, you ready?
Do you wanna have an extraordinary second half of the year?
It's time to get back to being
an appointment-setting machine.
Now I know as I say that, you're like,
"Well who do I call and what do I do?"
I gotcha covered.
Now the good news is, there's gonna be some people
watching this that know exactly what I'm talking about
'cause I put them on this personal path
of setting a 30-day challenge to book
more appointments than they've ever booked in their life.
Caveat, you ready?
Even a lousy appointment is better
than sitting inside your office.
You with me on this?
So for some of you, you might have to
open up the parameters of what an appointment is.
For some of my clients, especially if
they're just trying to rebound
and get themselves back in the game,
I might say to them, "An appointment
"is a meeting with someone that you like
"that can have a positive impact on your business."
So that could be an influential friend,
that could be with a past client over a coffee,
it could be with your loan officer
or your insurance broker, people that know other people
that might be able to refer you to somebody else.
For others, it's gonna be a listing opportunity,
a buyer lead, a showing appointment.
You decide how you want it to be.
So you ready?
I wanna coach you, this is the plan, here we go.
I write down if you wanna crush the second half of the year
take on a 30-day appointment-setting challenge.
So what I wrote down for you, number one is
you wanna decide on a goal and get very clear.
Remember you can't say, "You know,
"I wanna set more than I've ever, you know, set before."
No you need to say, "I wanna set 15,"
"I wanna set 20," "I wanna set 25,"
"I wanna set 30 appointments in the next 30 days."
The key to this is it's gotta be
a stretch and attainable.
It's gotta be a stretch, little outside
of your comfort zone, forcing you to push a little harder,
do a little bit more but also attainable.
You know, don't say 125 'cause there
just isn't enough time in the day.
So that's number one.
Decide how many appointments you're going to book.
Number two, this is where the nitty gritty is,
I want you to schedule 10 appointment-setting
opportunities Monday through Friday.
So hear me out, two a day at nine o'clock to eleven o'clock
in your calendar Monday through Friday, it's there,
and from four to six, Monday through Friday.
So you've got 10 opportunities in your calendar
every week to go out, to do some lead generation,
to do your follow up and to schedule appointments.
Now here's the catch, I only want you to do five.
Just do five of those sessions.
Just five of those sessions.
Now you and I both know if we just stop there,
if you just got a goal, put it up, made it visual,
something you were inspired by,
something that you knew you had to do
and you just put it in your schedule
and followed it, you know you're gonna win.
But I have a few more suggestions.
Number three, I wrote down, create a competition.
It's fascinating to me, I think about
so many clients that I've worked with that have
said to me, "Tom, my business is behind, what do I do?"
And I'm like, "Have a competition."
"Tom, I'm having the best month ever,
"what do I do next month?"
"Have a competition."
"Tom, my sales people are brand new, what do I do with 'em?"
"Have a competition."
The answer for you and I is always
to create competition that spurs
the right activity and the right behavior.
So what if you took four of you inside the office,
you and three of your pals and you said,
"You two versus us two, or each of us individually,
"everybody put in 20 bucks, whoever
"schedules the most takes the cash."
It's never gonna be about the money.
I've watched people book 15, 20, 30 appointments,
make more calls, follow up on more leads
than they ever thought they could just for 20 bucks, right?
Here's the reality, my friends,
we wanna spur out that competitive nature in you
and get you focused on doing the right activities.
Plus, you get the power of the mob, right?
Three, four, five, six, eight of you.
I work with companies, the entire company,
1700 agents will take on this methodology.
And guess what, they're doing all the business.
The brand new agents to the veteran rockstars.
So that's number three.
Number four, I wrote down,
is to remember the power of focus.
So I've got this little circle graph over here
and what you're gonna see is obviously,
we wanna hit the bullseye, which is signed contracts.
The challenge though, my friends,
the challenge is that would be
the ultimate lagging indicator.
We ask ourselves,
what is the most important leading indicator?
What's the cause that creates that effect?
So I've been teaching this for years,
trying to help people understand the power of right focus.
So we know when you walk in the office every single day,
whatever happens, right, to you is gonna direct the day.
So we have to be in control of our focus
and not allow us to be reacting to what's happening
but instead walk in with a plan.
So just consider the following, ready?
Some people get wrapped up in drama
and when they get wrapped up in drama,
they're probably not gonna make their phone calls,
follow up on leads, and achieve
the kinda success that you desire.
Some people, you know what they do?
They spend time getting organized,
you know, "I've gotta move the papers around my desk
"and until I get the new app on my phone,"
and what this is, my friends, is call avoidance.
You with me?
Like I know plenty of successful people
that have a yellow notepad even in 2018, and you know what?
Their leads are on there and they just call 'em.
So let go of the organization for a little bit.
That's probably what's stopping you
from achieving your potential.
So drama, organization, those two can gobble up our time,
we don't wanna go there, but then you finally say,
"That's it, I gotta make my calls," right?
Or "I gotta do my marketing,
"I gotta send my emails, do my mailers."
But the problem is you're still spending time
way outside of where we wanna be on the circle.
So maybe you finally say, "Wait a minute, Tom, I get it.
"It's a leads business, you told me
"that the business is math, the more leads I get,
"the more appointments I get, you know,
"the more sales I make."
Right, except in this case, for this 30-day window,
where do we wanna focus?
Right there, appointments.
I want you to say to me,
"I'm a lean, mean, appointment-setting machine."
And when you adapt that mantra,
when you adopt that mantra and you take that on
for 30 days, I promise you, my friend,
your business is going to shift in the right direction
and I don't care how bad it was,
I know this, success begets success.
The more you do the right activities,
the more appointments you go on,
someone is going to say yes, someone is going to say yes.
You with me on this?
And remember even a lousy appointment
is better than you sitting inside your office
doing nothing, you with me on this?
So again, we wanna focus on the power of right focus
and the question we wanna ask ourselves
every day in the morning is,
who can I bring value today by scheduling an appointment?
Who can I bring value to today by scheduling an appointment?
Who can I bring value to today
by scheduling an appointment with them?
Now it could be a past client, a friend,
an old buyer, someone that's been thinking about selling,
someone that doesn't know what to do,
should they refinance, should they redo their house,
you know, "Should we redo our backyard
"or should we sell it?"
There's a lot of confusion in the marketplace right now.
A lot of people are, you know the market's good,
home values are great, interest rates are they going up?
With all this confusion, boy I tell ya,
if you sat down as a professional
and shared your professional opinion
about what they should do in this economy,
that's a valuable appointment.
So let me give you a little bonus tip
and then a few thoughts around who you should be calling.
Bonus tip, I wrote down again, remember
even a lousy appointment is better than sitting
inside your office playing Clash of Clans.
You with me on this?
Now, some lead priorities.
Clash of Clans got a shout out on the Tom Ferry Show.
Lead priorities, number one I wrote down, old leads.
You should email or text every old lead the following,
"Hey are you still planning to buy or sell in 2018?"
That simple script used in email and/or text
is still the very best script you can send
to sort of resuscitate, right,
to use a metaphorical defibrillator, boink,
and bring 'em back to life, that's what we wanna do.
So if you have a hundred old leads,
don't send all 100 at once.
I'd rather you use Seth Godin's methodology of ME-mail
and actually say, "Hey Jillian, thinking about you.
"Are you still thinking about buying or selling,"
you know buying, selling, whatever it is, "in 2018?"
And make it personal, you with me on this?
Rather than just sending out a hundred
or 500 depending upon the size of your database.
So that's number one to generate
some good positive buzz and activity.
Number two, I wrote down,
and you've heard me say this before,
it is bananas, every time we do a Sales Edge,
the extraordinary Bill Pipes will say,
"I want you guys right now to get out your phone
"and shoot this video or, at the minimum,
"send it in a text," where you say, you ready?
To your past clients, to your sphere,
to your past clients and sphere, you ready?
You text 'em, "Hey name," make it personal,
"I'm working with a ton of buyers
"and there's no great homes for sale.
"I'm curious, have you had any thoughts of selling?"
"Hey name," make it personal, right?
Like, "Hey Richard," right?
"I'm working with a ton of great buyers,
"there's no nice homes for sale.
"I'm just curious, have you had any thoughts of selling?"
And whether you put that in text and send it to 'em
or you put it in a video and send it to 'em,
you know what my friend,
you're going to have some conversations,
you're gonna engage people and it's fantastic
at Sales Edge, when he does this,
the number of people that come back
the next morning and go, "I got a listing lead,
"I got an appointment."
Sure, maybe they sent 15 or 20 texts
but isn't that the right thing to do to get that business?
Make sense?
Then I wrote down, obviously, number three.
You know, expireds, FSBOs, open houses,
Zillow leads, on and on and on.
There's no wrong way, my friends, to generate appointments.
The key for you is it's just doing the activity.
It's focusing on what it is that you want,
achieving that goal, that stretch goal, right,
setting that new bar, creating that next
personal best for you, and when you do this,
again that defibrillator, let me tell ya,
if your pulse in real estate is boop, boop, boop,
and it's time to get that thing moving,
here's what I know, bam, a whole bunch
of appointments, that's what's gonna make it happen.
So I can't wait to read your comments.
Let me know who you're gonna do the competition with,
let me know what your goal is,
let me know what your personal best is,
and then get it up, get it visual and let's have
the second half of the year start out
extraordinarily well because of
this appointment-setting challenge.
Thank you so much for watching.
Remember always, your strategy matters
and now more than ever, your ability
to set appointments is what rules the day.
Hey I'm Tom Ferry and I wanna say welcome to real estate.
Now there's a pretty good chance no one's told you
there's an 87% failure rate every five years
in this business and there's only two factors.
Agents don't have the tools
and they don't take the right action.
I'm gonna invite you to click the link below
and get access to the tools so you can win in this business.