How to Tie Down Appointments – Sherri's Tip of the Month

Every month Sherri shares with you one of her favorite tips!

This month's tip is about how to tie down appointments!

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This month's tip of the month, which is on how to tie down an appointment with a potential client, either a new buyer or a new listing opportunity. And agents will tell me and our coaches all the time that they just can't get an appointment with somebody, and I get it.

I understand, you don't want to be pushy, or you don't know how to ask really to get that appointment. And so, we can't wait for people to ask us, come list my house or come see my house or take me out to look for houses. We have to proactively get a tie-down and get them to commit to a time with us.

So, the best way that I know how, it's very strategic, is to give them two options. So, you'll hear me say a lot, “Great, what's better for you, Thursday at 5:00 or Saturday at 10:00, because I'm coming.” I mean, this is a matter of not if I'm coming to see your house, it's wen. So, when you give two options, they have to choose from one of those. It's a very, again, strategic and presumptive close.

We're meeting, we just don't know which time or day. And when you think about it, Thursday at 5:00 is an weekday evening and Saturday at 10:00 is a weekend morning, and so one of those combinations should be able to work. So, again, you want to tie down a commitment from somebody.

After you add value and you get a head nod or you get some sort of, yes, they're interested, that's when you go for it. And that's when you say, “Great, what's better for you, Thursday at 5:00 or Saturday at 10:00, because I'm coming?” So, this has been great talking to you. It's the tip of the month. I look forward to seeing you on next month's tip of the month. I'm Sherri Johnson and you rock.

Sherri is CEO and founder of Sherri Johnson Coaching & Consulting. With 25 years of experience in real estate as an agent, broker, and executive, Sherri now offers her proven strategies through coaching, consulting and keynote speaking services nationwide. She is a national speaker for the Homes.com Secrets of Top Selling Agents tour and is the Official Real Estate Coach for McKissock Learning and Real Estate Express. She is also a preferred national coach for multiple Top-10 national real estate brokers, and has been named a RISMedia Real Estate Newsmaker in 2020 and 2021 as an Industry Influencer and Thought Leader. 

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