VPro Appt Setting.pdf

APPOINTMENT SETTING HOST: Julie Reyes Virtual Professional March 20, 2024 TRAINING OBJECTIVE To equip you with the essential skills to proficiently initiate, manage, and successfully conclude appointments. We will be focusing on communication, building rapport, controlling the conversation, and more....

APPOINTMENT SETTING HOST: Julie Reyes Virtual Professional March 20, 2024 TRAINING OBJECTIVE To equip you with the essential skills to proficiently initiate, manage, and successfully conclude appointments. We will be focusing on communication, building rapport, controlling the conversation, and more. The goal is to enhance your ability to secure appointments ultimately contribute to your client’s business. WHAT IS APPOINTMENT SETTING? The process of generating business usually through cold calling. The main goal is to schedule and confirm appointments with potential clients. MAIN RESPONSIBILITIES 01 APPOINTMENT SETTING 04 UPDATING THE CRM ESTABLISH 05 FOLLOWING-UP PRODUCT/SERVICE KNOWLEDGE 06 LEAD GENERATION 02 INITIAL CONTACT 03 WHY COLD-CALLING? Aids in Lead Opens way for Casts a wider net for Generation & Market Direct Communication potential leads Expansion THE IMPORTANCE OF APPOINTMENT SETTING Increased Sales Builds Relationships & Opportunity Credibility SETTING THE SCENE Your Props Headset with a Mic Internet Connection A Laptop or Tablet VoIP Number SETTING THE SCENE The Theater/Environment Controlled Quiet Calm PLAYING THE PART Getting Into Character Stay Calm, Cool, & Be Optimistic Collected Stay Positive PLAYING THE PART Hard Skills 01 TECHNICAL PROFICIENCY KNOWLEDGE OF 03 ORGANIZATIONAL SKILLS 02 PLATFORMS/SERVICES UTILIZED Vulcan7 Mojo Follow-Up Boss PLAYING THE PART Soft Skills 01 CONTROLLING THE FEELING (TONE) PHONE VOICE 03 CONTROLLING THE 04 (BUSINESS CASUAL) 02 CONVERSATION MANNER OF SPEAKING KNOW YOUR AUDIENCE Types of Leads Increased Sales Expireds Increased Sales Opportunity Geo-Farmed Opportunity For Sale, Increased Sales By Owner Opportunity (FSBO) KNOWTheYOUR AUDIENCE General Introduction Hi, I’m looking for [Name of Homeowner]? Hi [Name of Homeowner], this is [Name] with [Name of Brokerage] in [City/Town], how are you? I’m great thanks for asking- I hope I didn’t catch you at a bad time, I just had a quick question... KNOW YOUR AUDIENCE Expireds I noticed your home was no longer on the market, and I was calling to see if you were still interested in selling? A. If you sold this home, where are you looking to go next? (Lovely place!) B. What is your time frame to be moved? (I see.) C. Well let me ask you this, why do you think your home didn’t sell? (Really?) KNOW YOUR AUDIENCE FSBO I saw your listing and was curious about the property, could you tell me more? A. It really is a great property, were there any updates made recently? B. I’m wondering, how did you come up with that number? (I see.) C. Well we actually provide complimentary home valuations and market analysis, I’m available on _______ and ________- what works for you? KNOW YOUR AUDIENCE Geo-Farmed I have a few clients trying to move into the area, and I wanted to know if you, or anyone you know, have considered selling? A. If you were to sell, what would be your motivating factor? (I see.) B. If it did sell for that much, where would you want to move? C. Well I would love to help you make that happen- tell me, have you ever had your home appraised? KNOWVIP YOUR AUDIENCE (Very Important Points) 01 DO NOT GIVE YES OR NO OPTIONS 02 NAME & NUMBER 03 WHEN & WHERE 04 FOLLOW-UP TEXT/EMAIL IMPROV WORK Tackling Common Responses Not Interested “I understand, but before I go…” Offer to call back at a later time to see if anything changes Not Looking to Buy/Sell “I see, but if you were, what would be the biggest motivation?” For the “Right Price” “And what would be the right price for you?” Offer a free home valuation if possible! IMPROV WORK Tackling Common Responses Already have an Agent Respect the relationship, but offer assistance should it be needed in the future Not a Good Time Ask for a more suitable time to talk and confirm the reschedule “How did you get my number?!” Be honest! IMPROV WORK Tackling Common Responses “Do Not Call” List Apologize for the inconvenience and offer to remove their number from your data The Hang Up Call back and if they pick up, pretend you got disconnected If they don’t pick up, send a text Persevere! MAKING IT TO CALLBACKS Importance of Scheduling Follow-Ups 1. To make sure the set appointment isn’t forgotten by the lead and to avoid rescheduling. 2. A lot of new clients can come onboard from following up with cold call contacts and nurturing that relationship. 3. Builds trust and rapport between your business and the prospect. 4. Shows the prospect your dedication and how much you prioritize them. MAKING IT TO CALLBACKS Sealing the Deal 1. Go over what was discussed 2. Introduce the idea of setting an appointment, whether over the phone, online, or in person (better!) 3. Give TWO options for times, do NOT ask an open-ended question 4. Confirm the appointment, mark it in the calendar 5. ENCORE! Set another appointment! DRESS REHEARSALS (Roleplay) THANK YOU HOST: Julie Reyes Virtual Professional March 20, 2024