It might be the worst kept dirty little secret of wholesaling.
Yes, you’re supposed to do 4 to 6 appointments a day, 4 or 5 days a week.
But not all of those appointments are with your very best prospects or clients, as filling up the calendar every single week with those folks is flat out hard to do.
So, you’re making filler appointments.
Appointments with the ‘C’ and ‘D’ producers of your region that, if you had your druthers, you simply would not see.
But, instead of going through the disengaged motions of the filler appointment, what if you could make them far more productive?
Start thinking about filler appointments as the road to Broadway.
Before a show hits The Great White Way it starts out in New Haven, Boston, or perhaps Chicago.
While in those cities the kinks, tweaks, rewrites, set adjustments etc. are all addressed.
And so it can be for the lowly filler appointment, where you get to work out your act in front of an audience that may not necessarily care about your premiere performance.
That, and there is certainly less on the line for you.
9 Ways To Productively Engage a Filler Appointment
How can you make the most of the filler without simply going through the motions?
- Try a new version of a product pitch
- Perfect or test subtle wording changes to an old product pitch
- Work out your PVP-Peerless Value Proposition®
- Deliver a new sales idea
- Experiment with a fresh value add product from your firm
- Practice your close
- Sample new questions that uncover more about your advisors
- Get comfortable asking for referrals
- Use your Advisor Data Sheet for the first couple of times
Next time, instead of mailing in an appointment with a lesser producer to simply check the box on your call report, make the best use of that meeting.
At Wholesaler Masterminds® we help our client excel at every dimension of their practice.
Contact us and let us know how can we help you.