This video (Part 2 of a series) focuses on moving from prospecting to setting appointments quickly. Speakers emphasize contacting new prospects within 24–72 hours, recording brief notes about the person (background, mutual connections), and using common ground to build credibility and make appointments feel natural rather than pushy.
Sam's a fundamental success, and this is going to be number two in the series. And so, Sam, let's get in. And what is our second?
Okay, Our second. After we prospect, we got to set appointments. We've met people, we've made friends, we've made a connection. Now we've got to set appointments. And the biggest thing about that is not letting a long time pass. If I meet you today, today's Friday. I can't wait and call you like two weeks from now and say, hey, Larry, I make it two weeks ago. Something like that. You don't even remember it by then. So the time to follow up and set that appointment is max 24 hours. While fresh on the mind, preferably later that day. And I meet you somewhere today at a grocery store, Larry, I'm gonna let you know. Hey, man, we have. I tell you what, Larry, I'd love to sit down with you if you agree. You know, sit down. See we have anything, any common interest we could build upon. Let's get together. I'll call you this evening. I'll call you this afternoon. You're back at all of a sudden. I want to call you back. Hopefully today, but certainly within the next 24 hours. While I was fre. After that, you don't even remember that you met me. And so while I. While we had a little. We liked each other. While it's fresh in your mind, we've got to set an appointment up right away.
Yeah, and that right there is a deal killer for a lot of people, don't you think, Sam? I mean, you blow over it, but they can hear this and say, okay, set appointment. But it's really like, set appointments fast.
While you remember, if I get your name, set that appointment. I'm also going to put some reminders. I ran into you, Larry, wherever we were. And when I left, I'm gonna sit down, wrap that, write your name down. I'm also gonna write down any little info. If we thought that you say, yeah, I went to Georgia Tech, I was an engineer. I'm gonna write all that by your name and your number. I'll write some other little bullet points that's gonna help me set the appointments because when I call you back, I'm gonna make mention. Hey, Larry. Sam, man, look, you know I made the other day, man, I'm really excited about having a Georgia Tech man to sit down with because I know you guys are smartest. When I throw in something that you know to be true about you, it lets you know that I cared enough to remember. And it just always helps, you know, set that. Set that environment for getting that appointment set.
It's writing that down, taking that extra step. It allows you to remember.
Right. I will try to find out much about when I meet you. It's gonna be where you from, where you know, where you go to church, anything like that. I'm gonna jot down anything because I'm always looking for something, a mutual friend when we meet. And it's amazing how many times I can meet somebody and find out, you know, where they went to high school, where city. And I can know one proud stumbling lady recently. And she said, yeah, I'm from Michigan, Ypsilanti, and I have one cousin. I said, I have a cousin Ypsilanti. Her name is Faith. You know any Shepherd's Okay? She said, I went to church with Faith Shepherd. Like, boom, Just like that. You had to worry about an appointment because I got credibility from knowing someone that they already knew. So that's another reason we're looking for those common bonds and set an appointment. That's the only person I know in Ipsy, but thank God, that's the only one I need to know. But it's amazing how many times I've had that same thing happen in a conversation. Find one common ground and it just sets up again, helping that life to become a very strong like. And it really helps build that relationship.
Yeah. And that right there could be a real enabler looking for the common ground and why it gives you something you didn't have before with them, and that is credibility.
Credibility. Yep.
And you can find, especially look where they're from, where they've been. You find something even if you've never been there, even if you don't know anybody there.
Right.
Just saying, you know, I've always been fascinated about that place. I've always read about that place. I've always wanted to know what's it like. And all of a sudden you can get a common ground and you never even been there.
Absolutely.
But they're excited to tell you. The one thing you can be sure about in prospecting and setting appointments and getting with people, getting to know them, build relationship, is the fact that nobody ever asked people questions where they can talk and explain or tell about experience. They've had their opinions on stuff. And as soon as you get to know them and you take an interest and you're asking them, giving them a chance to say what they think about an area, a person, a subject or whatever, then all of a sudden you become a very special person in their life. Because you're probably the only person this year or in the last five years who's asked them what they thought about anything, and they'll remember that. And so what do you do from this point? Anything else about setting appointments that we need to put we could pass on that would be helpful or that you learned that made a difference for you?
Sam, I think those are the key points on setting appointments. Those quick, fast, get the common ground. And you want to set an appointment hopefully again in a real short period of time. Not. Okay, it's September 5th. I'll see you October. No, that's not going to work. Let's try to get that appointment done in the next 24 to 72 hours max.
Yeah.
Set the appointment. Be specific, do it fast. And that's easier if you've already done the legwork of getting to know them. Right. And building the common ground.
Yeah. How you prospect it has a big to do with whether or not you'll be able to set that appointment.
Yeah. So if you want to win with your prospecting and what this is is really one and two. Right. This is prospecting and setting appointment. If you want to be successful with that, you set it up by really getting to know the people and then you can set. This is where you're looking for the common ground, Right, Exactly.
If you've got the common ground, we're going to do that again when we go in, you know, and present, which will be our very fundamental. We're going to.
Okay, so it's going to be easier to get appointments if you're having people. Maybe you're asking for the appointment too quick. It's like you don't have the common ground. If you set it up right, setting the appointment will be more natural. They won't be fighting you. And the common ground makes it a natural thing. You like to get together with friends. It's natural to meet up because you think of all these other things you want to talk about and so you become kind of a friend. Once you get the common. You go from salesman prospecting, in other words, someone annoying, objectionable to meet with, to someone that's fun to meet with. All right, let's go and click over to another video. We're going to be talking about what you do once you get the appointment.
