Get the Appointment 2 Purpose Process Payoff Introduce

Get the Appointment! 2

Purpose, Process, Payoff • Introduce Nathan Kesler and his prospecting strategy • Share the tool set, mindset and skill set to become an elite level Select Producer • Understanding and applying these concepts can consistently improve your appointment setting 3

Introducing Nathan Kesler! • Represents Broussard’s Mortuary • 6 Years in the profession • He is a Falconer!

According to Salesinside. com, how much will your contact rate increase on the 3 rd phone call attempt as opposed to the 1 st attempt? • 10% • 20% • 30% • 50% • 80%

Tool Set “be meticulous” Definition of meticulous : marked by extreme or excessive care in the consideration or treatment of details • • Leverage your CRM How ? Ensure consistent follow up How? 8

Tool Set What is your preferred communication method? Phones Why? You can establish rapport • How do you overcome call reluctance? 9

Mind Set “be professionally persistent” Can you give me an example of being “professionally persistent”? How many calls? Texts? Emails? How frequently? When do you give up on a lead? 10

Skill Set “Qualify the lead” What does that mean? How do you disqualify a lead? 11

Summary “By being meticulous in your follow-up and making enough professionally persistent phone calls you can set more appointments!” Nathan Kesler 12

Final thoughts Questions? Thank you!