One of the most common green light responses I hear is where the prospect passes off the responsibility of decision-making to another person. For example after your offer statement they tell you that they can’t …
Read more...Non-Traditional Situations – continued
There’s 2 ways to obligate the homeowner. The first is to make eye contact. The second is when you make …
Read more...Appointment Scheduling Quotient
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...Your canvassing problems aren’t different!
… when you’re at the door and there is an interest but they don’t want to set up an appointment (they’re not ready right now). Too many times prospects feel pressure when the canvasser pushes for …
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