Listing Presentation Guide - Referral Marketing.pdf

Confirming the Appointment - Yes or No? Once you have an appointment scheduled with the lead, you have to decide whether or not to confirm the appointment when the time comes. This may sound strange at first, but think about it: if you don’t reach out the morning of the appointment or the night before, they can’t back out. On the other hand, some owners might appreciate the reminder and confirmation. To decide which approach is best for you, I suggest going over the pros and cons of each scenario. 1. Pros to Confirming the Appointment a. The leads are ready to get started when you show up. b. You don’t show up for appointments that people forgot about. 2. Cons to Confirming the Appointment a. If you were aggressive getting the listing appointment (For example, you used an aggressive phone script and cold-called them), they are likely to cancel when you confirm, and it may be better NOT to confirm and just show up, hoping they feel an obligation to do the same. To summarize, decide whether or not to confirm appointments based on the individual lead. Busier leads with young children and packed schedules may indeed appreciate a reminder, but again, a lack of enthusiasm about the appointment probably means you should negate the confirmation and arrive at the appointment time, ready to get them excited.