Increasing Sit Ratio

Tanya, tell me, how are you eliminating some of your no shows? Like if you set, how many appointments do you typically set? I know sometimes you set 10 or 15, but typically in a day, for the agent that's not getting $3,000 worth of leads, how are you eliminating some of those no shows?

So, Laurie, I try to set 8 to 10 knowing that I am going to have some no shows. And I will say if. If I feel like they're questionable on the phone, when I set that appointment, I'm going to put question marks next to it. And I did. I did that last night, Laurie. And I end up writing the policy for $400 something dollars. And the guy was like, I only saved him like five minutes. So it like messed all my appointments up. So sometimes it backfires a little bit. But I will put kind of question mark so that if I have a more solid appointment, I'm honestly going to run the solid appointment first. So, yeah, that time. The other thing is when you're calling, you're setting that appointment, you want to make sure that you tell them when that appointment is and what time it is. Right. And so then I also shoot them a text message that says, please save my number in your phone. I've got you down for this time. And I have send it to them. Does that make sense? So they recognize it and it actually says, due to robo blockers. Right. It'll automatically go to your. To your voicemail and it won't know that it rang. So if you could just say my number. Your phone look forward to talking to you. So as soon as I set that appointment, I'm having them write my name and my number down. And when the appointment is, and after they do that, I'm like, if it's easier, I'll just shoot a text real quick. Does that work? Okay? Oh, yeah, that'd be great. So I've already written it down and I'm sending the text message. Does that make sense? The you can use the better and more likely they are to remember because here's the thing. I can't say I'm driving this little white car to your house and it's going to be a RAV4. Would you prefer me to park on the driveway? So you got to figure out a way to do that outside of it, right. If you're not in person, and so how can you involve the senses more? So having them write it down. The other thing I'll say is, okay, so now I've got you down. I've got you down. Say between five, like five for five o', clock, but please allow about 45 minute leeway time or let's say between five and six just in case my other appointments go over because I am crazy busy sometimes. And I'm not going to lie to you, sometimes my appointments go over. Now I know that's a dinner time and that's also. You got young kids, right? Yeah. Okay. Is there any, anything you could think of why you wouldn't be able to make this appointment? Like do you have kids, have any sports? Are they like any after school activities, anything like that? Because if they do, no problem. My Last appointment is 9 o' clock at night and we can definitely look at a better time for you. No, no, that worked for me. Okay. I just want to make sure because I know how crazy busy it can be sometimes in the evening time with young kids. So that's an example.

I love that. And you know, the one thing that, that you said that really resonates is you know, you're getting them involved with their families, right? So as you're talking to them, you're saying, look, kids, sports, dinner activities, work like you're, you're getting them completely and totally engaged in that conversation. And when they're bringing up, when you're bringing up and then they're bringing up their kids, sports, sports, you're becoming a part of the family. You're caring more about them than yourself and listening to yourself talk like we were just talking about. So I think that's what's so important as, as we're kind of going through this is once you bring their family into it, they filled out that card or they called in for a reason, it was tugging at their heart. Right. So we've got to bring that tugging at their heart back to them. And I think that's so important as we're setting this appointment.

You know, why did you request information? Why did you fill this card out? And they go, oh, I don't know, I mean, I just, I got so much crap in the mail. I said I had crap in the middle all the time. But you know what? I do not take the time to fill something out that I'm not interested in. So what, something would have crossed your mind? What crossed your mind? Right. When you saw that card, right. And made you call in or when you saw that card, right. And you filled it out, was it if you died, you were to get sick, if you were become to say like, what is it that crossed your mind? Because you, I'm not a telemarketer. I'm just here to get the information you requested. And you requested that information for a reason. My job is get that information to you. A lot of times it's just a smokescreen.

I love that. And the. At the end of every one of my calls, when I set, when I set my appointment, what I'll say is at the very end, when I have them put down the appointment time and the day and my phone number, I would say, now, before I let you go, one quick question to help me shout for you better till our appointment. When you fill out the card and sent it in, what exactly did you want the mortgage insurance to do for you? When I say that at the end, I don't eliminate my no shows, but I lessen my no shows because I brought the, I brought that tugging on the heart right back to them. So, you know, if you can get that and say, okay, great, that's, that's specifically what I'm going to look for. So if it's Tanya, if it's you and Michael and you say, and I'm talking to you and you say, you know, I'm worried that in the event Michael passes away, I can't afford to maintain this house and lifestyle I've grown accustomed to, I'll say, okay, great. So that's going to help me shop for you better. Now, are you concerned that if something happens to you for the house to be paid off for Michael? You're like, yes. Okay, great. I'll look at both of you and I'll get the best rates and the best programs available. Right? So I think the key is just to make sure as we're going through this that we're really tying them back into the emotion of why they filled out the card when we're setting the appointment. That will get you further than just, you know, get them on setting a time. Getting them on set of time. Right. If we're just constantly doing this, guess what's going to happen to our evening? We're going to flatline, where if we have six appointments, we're going to have four or five no shows. We've got to bring that emotion back to them. So don't try to get them off the phone quickly. That's not the goal. Right. The goal is to take control and set yourself up to not get no showed and have more success in that presentation when you get to that part. So, you know, to help me shop for you better. Great. I look forward to talking to, you know, you and Michael this evening between 6 and 6:30. I'm gonna have everything all. All ready for you when we get on that. When we get on that call.