Before you can ever sell anyone anything don't you have to sell them on having an appointment? If you're like most agents you find it difficult to fill your appointment book each week. If you could hold appointments each week with people who are genuinely interested in doing business with you wouldn't that make your life so much easier? The good news is you can. Realize that selling starts way before the appointment. So, you have to set yourself up to attract the people you want to work with so you can fill that appointment book.

Be very clear about who you want to work with. You may be able to work with everyone, but for right now I want you to just focus on one specific client that you have that you would like a whole lot more of. They chose to work with you for a very specific reason.

Your ideal client decided to work with you because you provided them with something they wanted. These people had something very specific in mind that they wanted and they thought you might be able to help them to get that. They may have been frustrated and confused about how they were going to get what they wanted before they met with you. But then you made it easy for them. There are some valuable lessons to be learned from that appointment with those ideal clients. Recognize that there are lots of other people just like them who want what they wanted too. You can create an attention getting message that will get the attention of people like them.

Even though you may have had a mutual contact that enabled your connection with that ideal client you can make it happen with strangers too. You can create a connection with strangers and get their attention when you're communicating to them about something they want. It happens much faster when you have connections but you can still make it happen.

You made getting what they wanted easy for your ideal client, couldn't you make it easy for others too? If other people knew, wouldn't they want to talk to you too? What can you do to make others aware of how you help people like them and how you make it easy for them to get what they want?

And how could you make enough other people aware so you could fill your appointment calendar each and every week with people who want to have an appointment with you? That's how you win the sale for an appointment so you have the opportunity to win the sale for closed business. Stop struggling to fill your appointment book by creating a clear message with a clear call to response that builds a relationship and makes it easy to hold the number of appointments you want to hold each week.