Lets jump back into the PLACS method, continuing with strategies for the Pre-Appt Process and Routine and actually the timing of this is good because I've seen or heard of so many agents not even getting the chance to meet with a seller because that seller cancels on them prior to the appointment.
That is called your "set to met" ratio and it's actually something we pay close attention to. In fact, one of the questions you should ponder is "how can I increase my setto met ratio?"... which by the way, if you are over 70% set to met then you're actually doing okay.
While these ratios vary depending on the market and source of business, it is perfectly normal to have 20 or even 30 percent of the appointments you set go with someone else or cancel altogether before you get there. So how can we improve this?
Well, in the PLACS model, under the P. we talk about the Pre-Appointment Routine and that includes the steps you take to communicate and/or touch the client a minimum of FIVE times from the time the appointment is set to the time you go on it. Doing so will not only improve your set to met ratio but it'll also drastically improve your met to signed.
So what's the key to making all this work and how in the heck do we get 5 touches in prior to the appointment? Well for starters, you have to set the appointment 3-4 days out for this to be effective. More than 5-6 days out is too many and a day or two is too soon. Sure, will some want a same day and there's no way to avoid it, of course and that's okay but I want you to first start getting in the habit of setting your appointments for 3 days from the time you are setting it.
Lets start working on that and tomorrow I'll dive deeper into the 5 touches to improve your ratios. Until then, let's make it an unreal Tuesday!
P.S. we just released some of the NEW spring LeadUP topics - check em out at gloveru.com/leadup and if you missed all my stories on how gorgeous the resort is, I got a feeling @gloveru will be putting those silly videos out this week for you to get an idea of the venue (and a good laugh hopefully).
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