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Why Didn’t I Have A More Productive Week?

AprMay2017-Lofton
The key to a successful week is to take the time to plan your week. Setting up your week is critical to meeting your business goals.
One key to setting appointments is to always book your appointments from the end of the week to the first of the week. Book Thursday first then work backwards to Tuesday. This ensures you have a full week and removes the false sense of security that occurs when you have several appointments the first part of the week. Also, book your appointments from the end of the day to the beginning of the day to ensure you have a full day.

Monday
  • Organize your activity and schedule your appointments for the week starting with Thursday and working backwards.
  • Call to set appointments 1 to 1 ½ hours apart to lessen driving time.
  • Don’t stop calling for appointments until your entire week is full.
Tuesday
  • Continue to schedule appointments in the morning if your week is not full.
  • Run the appointments you have scheduled.
  • Meet decision makers, exchanging business cards, between appointments
Wednesday
  • Run the appointments you have scheduled.
  • Meet decision makers, exchanging business cards, between appointments
Thursday
  • Run the appointments you have scheduled.
  • Meet decision makers, exchanging business cards, between appointments
Friday
  • Run the appointments you have scheduled.
  • Prepare your paperwork for Monday turn-in.
  • Self-marketing

To maximize your productivity, keep these points in mind:

  • Follow a telephone scripts that works for you. Once you find what works for you don’t “fix” it, stick with what works for you.
  • Only sell the appointment, do not get caught in the trap of answering product or price questions on the phone if the call is about setting an appointment.
  • Ask for introductions from everyone you talk to, even if you don’t make a sale.
  • Win the community markets where you work.
    • Go to the house or business on each side and across the street of your appointment
    • Leave your information with each house or business that you visit
    • Collect business cards from each business you visit
  • Use “I’m not interested” and “I already have [insert your product/service here]” responses as stop by meet and greet time between appointments. “I’m not interested” may mean that they did not have time, and “I already have [insert your product/service here]” may mean they are just used to what they have. Continue to follow up with these prospects.
  • When you call telemarketer activity, make sure you are speaking with the same person as the telemarketer did. For internet activity, make sure it is the person who completed the request.

Remember, you can’t expect what you don’t inspect. Having a system does 3 things for your business:
1. Helps you focus on what makes you money,
2. Shows you what isn’t working and
3. Keeps you focused on your goal
Here’s wishing you all the success you are willing to work for!


Lloyd Lofton
Lloyd Lofton L.U.T.C. has 30+ years of door-to-door, business-2-business, call center and needs based selling experience. He has run his own agency, led the career distribution for a large mid-west insurance company, he has been interviewed by the Wealth Channel through American College, AnnuityNewsNow and is a frequent contributor to numerous industry related magazines. Lloyd is the author of “The Sidewalk Executive” and the companion workbook “Seven Step Sales Presentation”, he is the managing partner of 7 Figure Sales Tools, an elite sales and leadership coaching and training company offering tips, tools, and sales techniques to help professional salespeople and leaders with more polished, power and professionalism in their business.

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