My genuine estate coaching customers are very excellent about counting their prospecting statistics. They count number of hours worked, clients captured, doors knocked, calls made, appointments scheduled, no’s, yes’s, and dollars generated, but they frequently forget to count the number that matters most…the number of appointments they ASKED for.

It is a mindset shift that makes a massive difference in how several appointments you get. “Duh!” you say? Well, perhaps the simplicity of the concept is why it is not carried out a lot more usually. Here it is once more: The next time you do any prospecting, count the number of appointments you ask for, not the number of leads, not the number of sales conversations, not the number of appointments you get, not the number of doors you knock. It will focus your attention on the 1 square centimeter of opportunity that makes the most distinction.

Set a goal. How several leads did you generate last week? How numerous conversations did you have with prospects? How numerous did you ask for an appointment with? Use those statistics to challenge yourself to ask for more appointments.

“But” you say. “My prospects weren’t ready to do anything but.” Perhaps. Maybe not.

How numerous times have you accomplished an open home, met a prospect who said they are not ready but, then when you known as them back, they’d already signed with one more agent? Or an aquaintance tells you his aunt is thinking about selling her house next year, and you make a note to call him back in a couple of months to set up a meeting. But when you do the aunt has already moved because she changed her plans.

Strike while the iron is hot! as the old saying goes.

When you focus on asking for appointments, not only are you ready when opportunity strikes, but you also tend to find a lot more opportunities.You will discover there are approaches to ask for appointments you hadn’t thought of prior to.