Sales teams lose booked appointments to no-shows. Speakers recommend video drip series, timely reminders, and making prospects promise to call if they cancel. One tactic: offer gas reimbursement to build trust before the meeting.
I promise you, this is so far from anything that you've ever been to. And now how about increasing the number of appointments held? So who struggled with this? You know, in terms of your booking appointments, but yes, if you're outbound calling circle prospecting and calling expires, this is an issue with buyers as well. So how can we increase the likelihood of that person meeting with us after they said they would meet with us? What can we do? So more value. They have to know why, why they said yes. And we have to remind them.
We have a video drip series as the appointment approaches.
So some more, more content delivered to them, but reminding them. So just a simple. Before the appointment, you're calling them up and you're confirming and reminding them. You have to remind them why they said yes, especially if it was someone that didn't know you two minutes before they said yes. Right. And whatever you said to get them to say yes to meet with you, then they totally forget it. So have an email that goes out right away and talks about the benefits of meeting with you and has a link to a video that says, okay, this is what's going to happen next. And have them feeling like they actually made a good decision by inviting you into their house.
So we're Starting with the ISA2 appointment held right now. Do you think that video would be better if it was you or the buyer agent that they're going to meet with?
I think I would want it to be me because I think it just ties the whole brand together and you know what we're about and what we stand for. I think it'd be more impactful. But I know teams that have each of them have bombbomb accounts and they book an appointment. Don't you guys do that? Maybe you're the team I'm thinking about and you shoot a quick video and be like, hey, I just got off the phone with you. See, these guys don't want to let all their secrets happen. I'm just teasing. So that's a good one. So your agents shoot a quick video. You know, they each have a little camera. Right. That's basically how it works right there.
It's actually integrated with Gmail now Bombbomb.
Integrates with Gmail and sync and sync machine. I'm not telling everyone to get bomb up, but just a deliberate process to acknowledge the appointment right afterwards. So when our isa, it's not a cost issue. Always though, it could be a distraction for some. When our isa, our seller ISA books an appointment, we do. It doesn't Happen all the time. But we want the listing agent to call as soon as possible and say, hey, you know, Casey just. You just got off the phone with Casey. I'm psyched about coming out to your house tomorrow. A couple things I need to prepare the equity evaluation. You know, there was a blank here. You know, what you owe on your home, you know, kind of go deeper. But say, you know, again, this is what's going to happen tomorrow when I come over and really excited. So having that, having that handoff, if there is a handoff, happen quickly. And so there's the transfer rapport and all the good things. Anything else goes back to what you said yesterday with buyers.
But I think we need to rethink the way that the leads are being generated, because I think that's a big part. It's the reason a lot of people.
Don'T show is because there's no trust registration.
Well, one of the things that we do, this comes from the car business days, is we offer to pay for their guests. Say, hey, all of our tools and resources are right here in the office. Come by, do a buyer consultation. If you don't like what we provide for whatever crazy reason, which we know.
You will, then we'll fill your car.
Up with gas and shake your hand and still be friends.
So good. It's one of those things that I can never say, but I just love it. I think it's awesome. Anything else?
Oh, Kevin, they forget they're calling in.
A sign, and that's why they're calling. And your intent is to bring them in. And the reasons why they're coming in is to get a hold of your exclusive off market list, all those great things, and then they hang up. And then the next two days go by, they forget that reason. They're like, I'm kind of tired or I had a busy day at work. So a couple things at the end of the call, we work on this every day. One is we have them make a promise. So very simple. Hey, can you make me a promise?
Sure.
What is it? Well, can you promise me that if there's anything that's coming up that you're going to do, just give me a call and let me know that if you're not able to make it for some reason, I haven't said it twice. So you're going to promise me you'll call me? Yes, I promise you. So now they're promising.
Is that Cialdini, is that influence.
