As a wholesaler, you probably have a busy schedule with limited time to make appointments. It can be challenging to always do the preparation required to make the most of every single one. That’s why it’s important to apply the Above the Line/Below the Line principle when it comes to your appointments.
Ask yourself, what are the top 20% of your appointments that will account for 80% of your business?
Then, you can devote the scarce preparation time you have to those few, crucial High Impact Appointments that will make the biggest difference to your business.
Here are some of our recommendations for preparing for HIAs:
• Create a checklist of the 4 to 6 major items you need to do to prepare for every High Impact Appointment. Consistency is key. Go through your checklist before each High Impact Appointment.
• Develop prepared questions to better understand your client’s needs and stay on track during the HIA.
• Plan your follow-through. In most cases, business isn’t won overnight. We have recently observed that 80% of sales happen
between the 7th and the 12th contact. We recommend a 1 day, 3 day, and 7 day follow up process.
All this might seem like a lot of work, but then again, that’s the point of differentiating between High Impact Appointments and others.