The Three Step Prep is the key to setting up a successful 1st appointment with clients.

Step 1 – The Initial Conversation

Find out the Why, What, Where, and When about their decision to buy/sell their house.

Are you convinced they are motivated to take action?

Step 2 – Pre-Qualify

There are two types of pre-qualification, financially and level of motivation.

You must pre-qualify 100% of the time. Pre-qualification must become a standard if not already.

Step 3 – Set up the Appointment

Offer an alternative close to help set the appointment. Use an open ended question.

Ideally, allow for a few days to get lenders "ok" before you even meet.