Appointment Setting
Skillset Based Business
Appointment Setting is the MOST IMPORTANT skill you can have in this business.
You MUST gain MASTERY of this skill.
Mastery means you should be able to set 8 out of 10 appointments.
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Skillset Based Business
Appointment Setting is the MOST IMPORTANT skill you can have in this business.
You MUST gain MASTERY of this skill.
Mastery means you should be able to set 8 out of 10 appointments.
Follow this proven 5-step framework to confidently set appointments. Each step builds on the previous one.
Less than 20 seconds
Hey ______, Great, how is the family?
Open with a warm greeting and brief personal connection
Connect small talk to Body
Listen, the reason I am calling is, I do not know if I told you this, but I recently got some financial licensing.
Bridge the personal conversation to the business opportunity
Meat of call
Listen, I just want to set a time to hop on a zoom and show you what I am doing. So that you or someone you may know in the future could use what I do I would just like you to know enough information that you would feel comfortable referring me.
Present the opportunity clearly and simply
Set up time to present
So, as far as us getting together what is better for you guys weekends or weekdays?
Get a specific commitment for the appointment
Confirm time to present
Great. Unless you or I die between now and then I will see you on DATE @ TIME.
Lock in the appointment with confirmation
Less than 20 seconds
Hey ______, Great, how is the family?
Open with a warm greeting and brief personal connection
Connect small talk to Body
Listen, the reason I am calling is, I do not know if I told you this, but I recently got some financial licensing.
Bridge the personal conversation to the business opportunity
Meat of call
Listen, I just want to set a time to hop on a zoom and show you what I am doing. So that you or someone you may know in the future could use what I do I would just like you to know enough information that you would feel comfortable referring me.
Present the opportunity clearly and simply
Set up time to present
So, as far as us getting together what is better for you guys weekends or weekdays?
Get a specific commitment for the appointment
Confirm time to present
Great. Unless you or I die between now and then I will see you on DATE @ TIME.
Lock in the appointment with confirmation
Talk Slower and Lower: Speak deliberately and with confidence. This shows you're in control.
Keep it Short: Phone call should take less than 2 minutes total.
Get Specific: An appointment is a TIME, DATE, and PLACE where you will present to a couple or individual.
Be Confident: Your energy and confidence will directly impact whether they say yes or no.
Specific date and time agreed upon
Clear scheduling on the calendar
Where you will PRESENT to a couple or an individual
Without appointments, nothing happens — no presentations, no sales, no recruiting.
Start with your personal network—friends, family, coworkers, and referrals. Everyone you meet is a potential prospect for a presentation.
Reach out in a natural, friendly way. Your goal is simply to start a conversation and gauge their openness to learning about what you do.
Share a brief overview of what you do and how you help families. Keep it simple and conversational—not a hard sell.
Confidently invite them to sit down (in person or on Zoom) for a more detailed presentation. Get a specific time, date, and location confirmed.
Send a reminder message or email confirming the appointment. Ask questions and address any objections to increase their likelihood of showing up.
Believe in what you're offering. When you ask with confidence, people are more likely to say yes.
Most appointments come after multiple touches. Don't give up after the first "not right now."
Always pin down a specific time, date, and location. Vague invitations lead to no-shows.
Listen to what they're really saying. Address concerns calmly and help them see the opportunity.
Listen to professional coaching on appointment setting techniques, scripts, and real-world examples. Learn from experienced trainers how to master this critical skill.
Listen on SoundCloudPractice setting 10 appointments this week. Use the process outlined above and listen to the audio training for coaching and inspiration.