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My First Appointment: How would you handle this?

by AlyseS
25 replies
A little background:

I've been dabbling in IM for years now with some spurts of success. I'm still learning to face all my fears and accept all the challenges that this line of work throws at me. I moved from San Francisco to Auckland, NZ a little over year ago, and I thought this would be a good time to go "offline."

How I got the appointment:

I email each agent a video that has been customized for them describing the service. I track the email with whoreadme.com. Once I see they open it, and probably watched the video (based on the time they have the email open), I add them to a call list. I'm still not sure how long I should wait to call or what exactly I should say on these follow-up calls, but that's something I'll figure out over time.

So I called my first 6 agents back. My first one was a disaster (or disaster avoided I should say, because our personalities clashed horribly), plus I was really nervous. 3 people blew me off and 2 were interested. Of those 2, one asked me for an appointment to go over "pricing and options."

Here's the catch:

When I first called her, she told me that her husband does all her marketing, so I thought it was a no-go. Then about 20-30 minutes later she emails me and says that her husband thinks they should set up an appt. to over pricing and options. I replied.

A few days later, she called me to set up the appt., and she mentioned that her husband was really impressed by what I did (I guess she means the video). Now, I have this appt. for Tuesday (Monday in the US). We're going to meet at a cafe or restaurant (most likely) in the afternoon.

I plan on bringing a notebook, the details for the 4 packages that I offer (chart and written descriptions), a pricing chart, a service agreement with blanks to fill in, some mobile stats, and some questions to ask.

My question:

Is there anything you would do differently/be prepared for when meeting with both a real estate agent and her husband who "does all her marketing" and wants "to go over pricing and options?"

I've googled - site:warriorforum.com "appointment" and have been through several appointment threads. I know I should ask plenty of questions, listen and show genuine interest in her/their world.

This is my first appointment ever, so any input would be great.
#agent #appointment #estate #handle #husband #real #sms marketing
  • Profile picture of the author MaxwellB
    Well if your asking if her husband being involved changes anything it will certainly be different than if it was only her but do you change your approach? no I don't think that's necessary.

    Start by asking them about their business....how they advertise now, what forms of marketing do they use, are they effective, what types of response rates are they getting...how many leads are they getting....what's the most difficult part of their business (they will most likely say marketing or finding new clients) ....do they feel as though the current marketing they are doing is working to their satisfaction...do they think it could be better?

    then go into your presentation about sms, and your packages.
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  • Profile picture of the author AlyseS
    Thanks MaxwellB, I'm originally from Philadelphia. I've been working on my questions and will incorporate yours.

    How do you go from talking about your packages/services and prices into asking them if they want to move forward and getting them to read and sign the service agreement?

    I was reading in this closing thread that if you get a positive response from discussing your services, you should just go right into the payment methods you accept, but that was over the phone and seems a bit ummm off for face-to-face.

    I'm thinking:

    Greetings and small talk
    Ask them questions
    Explain my service in the context of what they just told me
    Explain the options and show them chart
    Ask if they have any questions/answer questions as they come up
    Make a recommendation on an option that suits them/see if they decide
    Show them pricing/discuss pricing

    Then I get sort of stuck. If everything is going well, should I just say "if you're ready to get started today, I have a service agreement for us to go over?" Then get into payment options?
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    • Profile picture of the author MaxwellB
      Originally Posted by AlyseS View Post

      Thanks MaxwellB, I'm originally from Philadelphia. I've been working on my questions and will incorporate yours.

      How do you go from talking about your packages/services and prices into asking them if they want to move forward and getting them to read and sign the service agreement?

      I was reading in this closing thread that if you get a positive response from discussing your services, you should just go right into the payment methods you accept, but that was over the phone and seems a bit ummm off for face-to-face.

      I'm thinking:

      Greetings and small talk
      Ask them questions
      Explain my service in the context of what they just told me
      Explain the options and show them chart
      Ask if they have any questions/answer questions as they come up
      Make a recommendation on an option that suits them/see if they decide
      Show them pricing/discuss pricing

      Then I get sort of stuck. If everything is going well, should I just say "if you're ready to get started today, I have a service agreement for us to go over?" Then get into payment options?
      How'd you end up in New Zealand? haha

      So what you get stuck on is getting them to do this today...on closing the deal.

      Grant Cardone (if you havn't heard of him look him up on google, he's not a member of this forum haha) goes over why closing is so important, I suggest you get his app I think it's $5 and it goes into the theory of why you need to make sure you close and don't let them walk out of there without a decision.

      Basically your not giving any value if you don't close....you have value to give and you know it but letting them walk without getting started is failing them.

      First before you talk about pricing you need to make sure that EVERYTHING ELSE is perfect for them.

      Ask them if the option you've chosen seems like it would benefit them, ask them several questions to get them to agree that it will help them build their business.

      Ask them if there is anything they are unsure of besides the price.

      That way if they do object to price only 2 things really exist

      1. They can't afford it financially (which is really hard to accept for a real estate agent...i mean i doubt your charging them like $10k+ upfront

      2. They are just complaining about price in which you treat it as a complaint and keep closing.

      So anyway after you've discussed pricing, don't ask if it fits in their budget or seems "okay" because everyone likes to complain about price...that's all it really is though is complaints.

      After you go over pricing options or price you close...now closing is different for everyone...some like a soft close like "I think this is going to really help your business and I'm glad you guys agreed earlier, so lets get started," and then ask them like "would you guys rather pay by check or credit"

      if your service agreement is such that you can hand it to them and they fill it out, you can say this as you hand them the paperwork and pen "Feel free to pick the pricing option that works best for you, "

      In my opinion it's weak weak weak, to say it nicely, to ask "Would you guys like to get started today" I don't advocate to push someone into doing something that's not right for them...but you do need to give a push because you know it's right and you know it will help them....giving them an out to making a decision today will always result in that happening.

      I like to say this after I talk about price (face to face) "You can pay for that with cash or card, your choice....so lets do this, you can grab whichever one of those you like and I'll start filling out the paperwork"

      It may feel uncomfortable the first time you REALLY close...because from the sounds of it your not closing your just kind of seeing where it goes...

      Keep doing it even if it's uncomfortable...because remember...they agreed it seemed great, that it would help them....that it would bring them leads...whatever...they agreed it solved their problem (from your pre close questioning).

      If you can incorporate a handshake into your close it will be very powerful...but YOU HAVE TO KEEP IT THERE....do not move that hand unless they shake it or say no....if it's uncomfortable say "Your leaving me hanging here guys, lets do this"

      Well anywhere there are a thousand ways to close...but you have to make sure your actually closing and not just skirting around the issue.
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  • Profile picture of the author Eddie Spangler
    One thing that I would do early on in order to gain some control is to ask them
    something like..

    What did you like about what I showed you?
    How could you see this helping your business?
    What made you decide to schedule an appointment with me?

    The idea is that they will pretty much sell themselves and you can also guage
    their interest level to determine how much selling vs telling you will really have to do.

    -----
    Also it will help your nerves if you just keep remembering that YOU are the one that has something of great value that will help them make more money, much more than they will be giving you.
    -----
    Also you might want to structure your pricing so that you give them some sort of financial incentive to make a decision today, like waiving the set up fee for example.
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  • Profile picture of the author AlyseS
    Thanks for the tips about gaining control early on and allowing them to sell themselves, so I know where I stand. That's huge. My goal is to try to get them signed on in one meeting, so the financial incentive may come into play, if they're on the fence.

    Surprisingly, I'm not that nervous (well yet). Most of my uncertainty comes from the fact that I currently have no clients, so I'm worried about them asking about my business history, references etc.
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    • Profile picture of the author donza
      Originally Posted by AlyseS View Post

      Thanks for the tips about gaining control early on and allowing them to sell themselves, so I know where I stand. That's huge. My goal is to try to get them signed on in one meeting, so the financial incentive may come into play, if they're on the fence.

      Surprisingly, I'm not that nervous (well yet). Most of my uncertainty comes from the fact that I currently have no clients, so I'm worried about them asking about my business history, references etc.
      Relax, You've already impressed them just say you did a lot of web related work back in the States. if they ask you to be specific be honest. It;s really easy to make IM sound impressive like youré some hitech marketing wiz

      Sales funnels, lists, copywriting. advertising, affiliates, building websites. specail offers, driving traffic, sales letters, clickbank. attracting buyers upstreams,downstreams

      BTW
      Welcome to Aotearoa, I'm from Auckland too
      Cheers Don

      P.S. did they tell you migrants, starting businesses. are capped at one new customer per year Thats a joke....
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      • Profile picture of the author AlyseS
        Originally Posted by MaxwellB View Post

        How'd you end up in New Zealand? haha

        So what you get stuck on is getting them to do this today...on closing the deal.

        Grant Cardone (if you havn't heard of him look him up on google, he's not a member of this forum haha) goes over why closing is so important, I suggest you get his app I think it's $5 and it goes into the theory of why you need to make sure you close and don't let them walk out of there without a decision.

        Basically your not giving any value if you don't close....you have value to give and you know it but letting them walk without getting started is failing them.

        First before you talk about pricing you need to make sure that EVERYTHING ELSE is perfect for them.

        Ask them if the option you've chosen seems like it would benefit them, ask them several questions to get them to agree that it will help them build their business.

        Ask them if there is anything they are unsure of besides the price.

        That way if they do object to price only 2 things really exist

        1. They can't afford it financially (which is really hard to accept for a real estate agent...i mean i doubt your charging them like $10k+ upfront

        2. They are just complaining about price in which you treat it as a complaint and keep closing.

        So anyway after you've discussed pricing, don't ask if it fits in their budget or seems "okay" because everyone likes to complain about price...that's all it really is though is complaints.

        After you go over pricing options or price you close...now closing is different for everyone...some like a soft close like "I think this is going to really help your business and I'm glad you guys agreed earlier, so lets get started," and then ask them like "would you guys rather pay by check or credit"

        if your service agreement is such that you can hand it to them and they fill it out, you can say this as you hand them the paperwork and pen "Feel free to pick the pricing option that works best for you, "

        In my opinion it's weak weak weak, to say it nicely, to ask "Would you guys like to get started today" I don't advocate to push someone into doing something that's not right for them...but you do need to give a push because you know it's right and you know it will help them....giving them an out to making a decision today will always result in that happening.

        I like to say this after I talk about price (face to face) "You can pay for that with cash or card, your choice....so lets do this, you can grab whichever one of those you like and I'll start filling out the paperwork"

        It may feel uncomfortable the first time you REALLY close...because from the sounds of it your not closing your just kind of seeing where it goes...

        Keep doing it even if it's uncomfortable...because remember...they agreed it seemed great, that it would help them....that it would bring them leads...whatever...they agreed it solved their problem (from your pre close questioning).

        If you can incorporate a handshake into your close it will be very powerful...but YOU HAVE TO KEEP IT THERE....do not move that hand unless they shake it or say no....if it's uncomfortable say "Your leaving me hanging here guys, lets do this"

        Well anywhere there are a thousand ways to close...but you have to make sure your actually closing and not just skirting around the issue.
        Thanks for all that. I'll definitely be re-reading that many times. I think closing will be a bit awkward for me, but I'm learning to get comfortable with being uncomfortable.

        Oh, and I ended up in NZ because the company I worked for moved from Philly to SF and offered me a position and free move there. While in SF for less than a month, I met and fell in love with a NZ flight attendant. Ended up moving here about a year and half later.

        Originally Posted by donza View Post

        Relax, You've already impressed them just say you did a lot of web related work back in the States. if they ask you to be specific be honest. It;s really easy to make IM sound impressive like youré some hitech marketing wiz

        Sales funnels, lists, copywriting. advertising, affiliates, building websites. specail offers, driving traffic, sales letters, clickbank. attracting buyers upstreams,downstreams

        BTW
        Welcome to Aotearoa, I'm from Auckland too
        Cheers Don

        P.S. did they tell you migrants, starting businesses. are capped at one new customer per year Thats a joke....
        Lol, I never thought of myself as a "hitech marketing wiz." I'll have to remember my full skillset and work on an honest answer that I'm comfortable saying. Thanks for the welcome.
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  • Profile picture of the author Eddie Spangler
    That issue may never come up if you are confidant enough in your pitch so that they feel you are the expert.

    If it does and you want to be very honest you can tell them how you have been studying this market for a long time and have read case studies and articles, papers etc about how other companies are making this work and now you want to help other small biz owners implement this technology.

    You can compare it to someone graduating from college and are starting out as well.

    And Mr Customer not only do I know exactly how to help you accomplish your goals through SMS marketing , consider yourself lucky because if we had met 6 months or a year later these fees Im quoting you would be double.

    Say it like you mean it , cuz you do right?, and they wont question you any longer about this.
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    • Profile picture of the author AlyseS
      Originally Posted by Eddie Spangler View Post

      That issue may never come up if you are confidant enough in your pitch so that they feel you are the expert.

      If it does and you want to be very honest you can tell them how you have been studying this market for a long time and have read case studies and articles, papers etc about how other companies are making this work and now you want to help other small biz owners implement this technology.

      You can compare it to someone graduating from college and are starting out as well.

      And Mr Customer not only do I know exactly how to help you accomplish your goals through SMS marketing , consider yourself lucky because if we had met 6 months or a year later these fees Im quoting you would be double.

      Say it like you mean it , cuz you do right?, and they wont question you any longer about this.
      I'm hoping it doesn't come up of course, but I have a very young face (still get mistaken for a teenager), so that doesn't help me in the credibility department. I'm going to figure out an answer I'm comfortable with tonight, so I'm not worried about this all weekend.
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  • Profile picture of the author Aaron Doud
    On the business history thing. I've never understood why anyone cared.

    Think about it this way who doesn't wish they had been a client of (big name) before they got famous and could command huge prices?

    If what you offer has value they really won't care or even think about how long you have been in business.

    Companies that push their age are doing so often because they are competing in an area where one product or service to the next is hard to differentiate. They need to show their company is different even if their product really isn't.

    But really no one cares that said company from founded in 1846 or whatever. It is merely part of the branding they choose.

    Hell if it really mattered all people would have to do when they got money is buy an old but worthless company for the founding date and then turn around and have it buy their smaller and newer company.

    That is basically what Steve Jobs did. Apple of today is really Next in a lot of ways but Apple had the bigger name so he took them back over and had them take over Next.
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  • Profile picture of the author DaniMc
    Make it all about them. Ask questions to find out what is important to them and listen to what words THEY use. Then use those exact same words back to them when describing your service.

    Turn not having any clients into an asset. When I launch a new product, I start the price off a little lower. I am also looking for early success in the product.

    So, the first few clients get this line "Well, you have a real advantage here because I'm just launching this product and I'd like to use you as a case study. This means my price is much lower than it will be in the future, and you can know that I am going to work extra hard to be sure you are successful."
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  • Profile picture of the author mrmatt
    Lots of great advice. Its all about asking questions, LISTENING TO THE ANSWERS, and then asking more questions.

    I must admit the when I read your OP I was a little taken back by the domain and why you would be using it in your business.

    whoreadme.com I read it as whore ad me .com. Too funny.
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  • Profile picture of the author Green Moon
    I was surprised not to see any posts about listening to the client until I got down to Dan McCoy and mrmatt's posts. While you have to be prepared to answer questions as well, I believe that listening to the client is the most important. If they don't open up, you need to have questions about them that they can answer.

    The first step, however, is to know as much about the potential client as you can before you walk into the meeting. Search the Internet, look at their listings, even drive by their office. Since this would be your first client, I would put even more work into understanding this specific client than I would once I became more established. I've been in my profession for more than 35 years and I still try to pick up some basic information on any potential client before our initial meeting. At least for me, it has been very effective.
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    • Profile picture of the author Jason Kanigan
      Originally Posted by Green Moon View Post

      I was surprised not to see any posts about listening to the client until I got down to Dan McCoy and mrmatt's posts. While you have to be prepared to answer questions as well, I believe that listening to the client is the most important. If they don't open up, you need to have questions about them that they can answer.

      The first step, however, is to know as much about the potential client as you can before you walk into the meeting. Search the Internet, look at their listings, even drive by their office. Since this would be your first client, I would put even more work into understanding this specific client than I would once I became more established. I've been in my profession for more than 35 years and I still try to pick up some basic information on any potential client before our initial meeting. At least for me, it has been very effective.
      Actually MaxwellB covered listening well in his post very early on, by giving some quality questions to ask:

      Start by asking them about their business....how they advertise now, what forms of marketing do they use, are they effective, what types of response rates are they getting...how many leads are they getting....what's the most difficult part of their business (they will most likely say marketing or finding new clients) ....do they feel as though the current marketing they are doing is working to their satisfaction...do they think it could be better?

      I didn't feel a need to add to it since he had done a great job already.
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  • Profile picture of the author Mr. Subtle
    Originally Posted by AlyseS View Post

    My question:

    Is there anything you would do differently/be prepared for when meeting with both a real estate agent and her husband who "does all her marketing" and wants "to go over pricing and options?"
    My guess is the husband is going to be there to suck all the information out of you and then do it without you.
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    • Profile picture of the author Digital Traffic
      Exactly, explain to them what you will do for them, however, don't go into detail how you will get it done step-by-step.


      Originally Posted by Mr. Subtle View Post

      My guess is the husband is going to be there to suck all the information out of you and then do it without you.
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  • Profile picture of the author Aaron Doud
    Do we know what the husband does for a living?

    For all we know he hates being her marketing person. Family and friends often assume if you know how to do things that you can do it for them without pay.

    I used to get that a lot for computer repair. I simply told them I wasn't sure when I could get to it. After waiting a few days or weeks they got the hint that I wasn't going to make it a priority and stopped asking.

    Depending on what the wife makes this could be a great opportunity for you to help her grow the business while freeing her husband from the hand holding he is now doing.

    Just to give you another idea of what could be going on.+

    Hell it could be any number of things. If I knew more about what he does for living and stuff like that I could guess. But without knowing that don't make assumptions. Just go with the sale as it flows.
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  • Profile picture of the author donza
    CAREFUL

    You have to be a little careful what you say I live in Auckland. New Zealand, where the OP and prospect live and I just did the logical search for the service the OP is offering Have a guess what was the eighth result, on the first page? That's right this thread. Honestly the husband could be reading this thread right now. In saying that the OP comes across as an on to it person who I have no doubt can deliver what she is promising. However it would probably be a good idea for the OP to edit her post so that the search term I used is removed. It is also a good reminder that the warrior forum isn't some hidden enclave.

    Cheers Don
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  • Profile picture of the author Eddie Spangler
    Good point Donza.
    From my point of view I would be tickled pink to know someone that
    I am working with wanted to know more about me.

    But I guess that is one of the main reasons most people use an alias and dont disclose their location.
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  • Profile picture of the author vndnbrgj
    Just be yourself and be friendly.
    Yeah, the husband might know marketing.
    However, he might not know a lot about sms or mobile for that matter.

    Offer enough value that they would be foolish to turn you down.
    Make them quantify it.

    Let's say one of your points is they can capture Sunday house cruisers.
    Ask how many leads they convert to clients.
    Let's say its 50%. I have no idea, but bear with me.
    So, you restate their answer. For every 2 leads, you get a new client.
    Wow! That's great! And how much is each new client worth to you?
    $1,000 give or take
    Okay, so other than price is there any reason you would want to get started today?
    So you see how this service can help you pick up some more clients.
    Let's just say you only get 1 lead a week... I want to keep my numbers very conservative.
    Would that be okay?
    Great, so with the numbers you have given of a 50% closing rate and a $1000 client value....
    You would be looking at 2 new clients a month or $2000 a month.
    Now, what would something like that be worth to you?

    Let them give you a price.

    This will usually tell you if you got a deal or not.
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    • Profile picture of the author AlyseS
      Originally Posted by mrmatt View Post

      Lots of great advice. Its all about asking questions, LISTENING TO THE ANSWERS, and then asking more questions.

      I must admit the when I read your OP I was a little taken back by the domain and why you would be using it in your business.

      whoreadme.com I read it as whore ad me .com. Too funny.
      LOL I never noticed that before.

      Originally Posted by donza View Post

      CAREFUL

      You have to be a little careful what you say I live in Auckland. New Zealand, where the OP and prospect live and I just did the logical search for the service the OP is offering Have a guess what was the eighth result, on the first page? That's right this thread. Honestly the husband could be reading this thread right now. In saying that the OP comes across as an on to it person who I have no doubt can deliver what she is promising. However it would probably be a good idea for the OP to edit her post so that the search term I used is removed. It is also a good reminder that the warrior forum isn't some hidden enclave.

      Cheers Don
      Thanks for the heads up. I did edit my post, but can't change my title (to my knowledge). In the grand scheme of things, all the help and info I got here far outweighs the damage from the possibility that they could read this and it could ruin the meeting. I've gotten so much great advice that will help with future appts, so I think it's worth it.

      Originally Posted by Mr. Subtle View Post

      My guess is the husband is going to be there to suck all the information out of you and then do it without you.
      Originally Posted by Digital Traffic View Post

      Exactly, explain to them what you will do for them, however, don't go into detail how you will get it done step-by-step.
      That thought did cross my mind, but there's a lot of unique extras in my packages that add a significant amount of value, so it would be hard to recreate it without learning how to do a lot of different things. However, I won't be getting into the habit of explaining HOW I do everything, just what I do and why it works.

      Originally Posted by Aaron Doud View Post

      On the business history thing. I've never understood why anyone cared.

      Think about it this way who doesn't wish they had been a client of (big name) before they got famous and could command huge prices?

      If what you offer has value they really won't care or even think about how long you have been in business.

      Companies that push their age are doing so often because they are competing in an area where one product or service to the next is hard to differentiate. They need to show their company is different even if their product really isn't.

      But really no one cares that said company from founded in 1846 or whatever. It is merely part of the branding they choose.

      Hell if it really mattered all people would have to do when they got money is buy an old but worthless company for the founding date and then turn around and have it buy their smaller and newer company.

      That is basically what Steve Jobs did. Apple of today is really Next in a lot of ways but Apple had the bigger name so he took them back over and had them take over Next.
      That's a great way to look at it. I honestly can do everything that I'm offering very well, so I don't think I should worry about how long I've been in business. I think I just have some headtrash, as Jason calls it.

      Thanks for all the input guys.
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  • Profile picture of the author AlyseS
    Now, I've learned 2 things about using the WF since making this thread....how to use multiquote and editing the thread titles. Thanks
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    • Profile picture of the author AlyseS
      So, I finally had the appointment(s). I had to reschedule the original one (had it yesterday), and in the meantime, I got a second one that I just had today.

      Everything went extremely well. I was a little nervous at times during both appointments, but it was completely unjustified. I'm learning that once someone wants to take time out of their day and meet with you, they see the value in what you have to offer, so I should just relax.

      Both clients want additional services, but I wasn't able to close them in the first appointments due to timing, and they need to check with their agencies to see if they can integrate my services the way that I'm suggesting.

      I learned SOOOO much by just sitting down with them. Everyone that's worrying about their "packages" and what services they should include etc...listen to what the experts on this forum say. Just get in front of people or on the phone. They will tell you want their needs are. You should have something in mind with pricing, but don't over think this stuff. You can adjust as you go.

      I just learned that my marketing wasn't highlighting one key aspect that my package offers, because I never thought of that particular benefit. The people I met noticed that benefit, and they told me how important it was to them, so I'll have to add that selling point in the proposal and future marketing.

      I'm really excited. Thanks to all the people that helped me out in this thread.

      I'm hooked on offline now
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