When I get to this point in the presentation, I use an alternative choice question. Understand something when you read this question, I’m presenting the question as if we’re already out there talking to people and meeting on appointments already. I’m conveying that I’m already going to be in the area and not making a special trip just
Read more...How to Convert a Lead to an Appointment
With my system it’s all about capturing the lead first and then going after the appointment. The first question you should ask yourself is, “do you track your numbers?” What percentage of the leads you capture are actually scheduled to appointments? How soon after they’re captured are they scheduled for an appointment? I find there’s a significant drop off …
Read more...Selling with Emotion
When you’re canvassing, what are you selling? If I polled 100 canvassers, even canvass managers for that point and asked, what business are you in? I’d probably hear we’re in the home improvement business, the replacement window business, the siding, roofing, bathroom remodeling business, insurance, cable TV, etc. etc. And in every case they’d be wrong.
Read more...Lead Capture Double, even Tripling Lead Production
There are 6 pieces of information you have to get. I call this my Rule of 6. There are 6 key pieces of information that will set up an agreement pattern and help you get more personal contact information from them as well as setting the stage for getting an appointment at the door. The Rule of 6 is how I take …
Read more...Bringing Clarity in Your Direction
The best way to master your transition and direction is to continually roll play with canvassers.
You need to be able to move quickly and efficiently through your presentation so as not to annoy the homeowner. Being able to let the words just flow out
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