In this instructional video, the presenter outlines a seven‑step process for moving a real‑estate prospect from initial contact to a property under agreement using a creative‑financing model. The steps include: (1) initial outreach to gather information and assess fit, (2) an educational email explaining creative financing, (3) a follow‑up call that dives into seller motivation, finances, and aims to book an in‑person appointment, (4) the property visit, (5) conducting comparable market analysis, (6) crafting offers, and (7) securing the agreement. The speaker emphasizes that the primary bottleneck to booking appointments is the effectiveness of the follow‑up call script, which can be diagnosed by tracking conversion rates (leads‑to‑appointments). Improving the script—using resources like the QLS Home Study Course and a masterclass—raises conversion rates and thus appointment volume. The video also discusses a mental strategy: when business feels stagnant, deliberately booking and visiting properties creates momentum. An analogy about life‑or‑death decisions underscores that in‑person meetings generally yield higher success than phone calls, especially for new agents. Throughout, the presenter ties increased appointments to the “3‑Payday System,” which generates immediate cash, monthly cash flow, and backend profits, and directs viewers to the masterclass at smartrealestatecoach.com/mastersclass for deeper training.
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How do I book more appointments? See, appointments are what leads you to eventually getting a property under agreement, or what we call a taken in our community. And then eventually you can go ahead and sell it, and that's what starts creating your 3 paydays. We start getting cash now, cash monthly, and backend profits. But in order to tell you how to book more appointments, first I gotta walk you through our 7 steps These are the exact 7 steps that we have used and our students use in order to move a property from initial prospect to getting the property under agreement. Because then once we understand the 7 steps, now we can hone in on the bottleneck, which is always going to come previous to the step when it comes to booking an appointment. So if I walked you through it, the first step is reaching out to the prospect or what we call a call number 1, which is really specifically set up to gather information and then make a judgment call on whether or not we should keep communicating with them. And that way we can determine whether or not they're going to be a good fit for creative financing. So step number 1 is just gathering information. Step 2 is then sending out an email to help the prospect or the seller understand how we buy. In creative financing, it's an education process. We've all been taught since we were really, really young that you go get a good job, you then save up money, you put down, you go get a bank loan, you put down, you know, 10%, 20% down on your home and you live in it in the next 30 years. And that is, to most people's belief, the buying process of real estate. So instead, we have to educate our sellers on what creative financing is and how it may help them. So that email is then designed in order to give them more information. And then step number 3 is the follow-up call. This is really where we dive deeper into the seller's motivation and understand where exactly the seller wants to go and also the financials on the property. So we can then determine if this is going to be a good fit for creative financing. But also the sole purpose of that call is to book an appointment where we go visit the property. Which is step number 4. And then step number 5 is then going to do the comps and comparables, understand, you know, the value of the home, and then put together offers and then get the property under agreement, which would be step 7. So now that we have those steps laid out, now it's about isolating the roadblock. So if there's, if there's a challenge when it comes to booking appointments, The roadblock is going to start with how well am I doing with my script when it comes to my follow-up call? And the ways in order to measure that are your conversion rates. Now, don't let your eyes gloss over now, but conversion rates are extremely important when it comes to finding bottlenecks. So when I look at step 3, follow-up call, My conversion rates are gonna look like how many leads does it take, so actual qualified prospects, to get an appointment? I wanna know how many leads to appointments. So if my conversion rate is very low, meaning it takes me a lot of leads to get an appointment, then I know that I gotta focus on the scripts surrounded the follow-up call. Now you can find those in our QLS Home Study Course. You can also get a brief explanation and direction on that with our master's class. All you got to do is go to smartrealestatecoach.com/mastersclass and we'll walk through all those steps. So once we've isolated the problem or the roadblock, now we just focus on that particular script. And as soon as we focus on that script, now we improve that conversion rate. Now we automatically are going to see a higher amount of appointments. Another interesting thing, and this is just more of a mental, a mental challenge I'd say most people face, including myself, which would be if I'm feeling stuck in my business, like I'm not seeing enough homes, then I just start booking appointments. It's something about the movement of leaving your house or your office and then going and getting in your car and then seeing a house. That movement creates momentum. So what I always tell students is if you're feeling stuck in your business, go ahead and start booking appointments and going visiting them. Also, this may sound a bit morbid, but my I always ask my students, if it was life or death, would— and you had to buy a property or create a deal, would you rather do it in person or on the phone? And most people would say that they'd have a higher success rate if they were in person. So especially when you first start in this business, get in front of people, and that way you can then help convert more of these appointments to take-ins. 'Cause that would be the next bottleneck that you'd start looking at. So anytime you wanna dramatically increase your appointments, look at your conversion rates, look at the previous steps to the appointment, and then focus on those bottlenecks, increase those conversions, and then you'll start booking more and more appointments. Head to smartrealestatecoach.com/mastersclass to better understand creative financing in our 3-Payday System. And that way, when we start getting you on appointments, you can start closing deals.
