Chad Owen says stop chasing leads after three missed appointments. He physically shreds unresponsive contact info to force himself to move on, arguing that people who don't show up don't deserve your time.
Hello, Chad Owen, owner and founder of Annuity Agents Academy. As you guys know, I run appointments just like you do. I run into issues just like you do. One of the questions I just recently got is how many times will you run an appointment for a no show or someone simply forgot and they can't meet with you? The answer is three times. I have a three strike rule. Three strikes, you're out. It's nothing personal. I am very busy. I have a lot of people to see. And even if I didn't, if you go and meet with someone and they can't honor your time or it's not that big of a priority to them, even if you end up in the long run being able to help them, or what kind of issues will you deal with in the future? Because to me, if they're not making their retirement a priority or their income for life a priority, or getting out of the risk of the market a priority, then why am I going to try and force them to? So I have a real simple way when I meet with someone, if I run into this issue where three times I meet with them and they just know show, I have a very simple way of taking care of that situation. And it's one of my best friends. Because one of these things that bothers agents or can cause the biggest problems for an agent is allowing other things to rent space in your mind. In other words, what if I call this person one more time? Or what if this time I actually call them and they want to meet? Well, it's the same thing. They just didn't make it a priority. So I make it real easy to clear it out of my mind. And one of my best tools in my business is this right here.
It's my shredder. Once it's shredded, it's out of sight, out of mind. I don't even think about it anymore. I'm able to move on to my next clients. I'm able to give focus and attention to my next clients. So don't be afraid to shred a lead. Once it's out of your mind, you get to move on. Don't continue to waste your time by going out time and time and time, time again. When they're not honoring your time. It's okay to put yourself first when it comes to this business. Because once you put yourself first, then you can really focus on each client. As I said, I run into the same issues. Yes, it does get frustrating, no doubt about it. But the problem we run into as agents is letting it continue to dwell in us to where the next time we go to meet with someone or the next appointment we go to right after that. We're still thinking about the last one. Each client of mine deserves my 100% attention to their particular situation, so therefore I have to get rid of things that are going to rent space until next time. Thank you so much for taking your time out to listen to us. I hope it helps you. You have a great.
