The #1 Reason You Aren’t Booking Appointments With Your Prospects

If you’re asking yourself “Why can’t I book any appointments with my prospects recently?”, this video is for you.

The biggest thing standing between you and more appointments with your target prospects is what’s between your ears.

In this coaching video, I share the #1 reason you aren’t booking appointments, and it all has to do with mindset. If you don’t have the proper mindset, your prospects will be able to tell, and you won’t get time on their calendars. I also teach three different ways that you can shift your mindset and get more appointments on the books.

 

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Video Transcript:

This transcript was auto-generated. Please excuse any typos or grammatical errors.

In this video, you are going to learn the number one reason you’re not booking more appointments with your target prospects. Hi, my name is Andy Neary, CEO and founder of Complete Game Consulting, where we are on a mission to help 25,000 insurance professionals sell their first $250,000 of insurance. And in today’s video, you are going to learn why you’re not booking enough appointments.

You see, when it comes to the insurance profession, the two main reasons why producers don’t sell enough insurance is they’re either not booking enough appointments or they’re not turning those appointments into sales. And in this video, we’re going to focus on appointments. Why are you not booking enough appointments? When it comes to a lack of appointments, it’s easy to point the finger elsewhere.

My prospects aren’t good enough. My market’s not good enough. My boss isn’t giving me enough leads. We always blame other reasons for why we are not booking a more appointments. And if we’re not booking more appointments, guess what? That means you’re not making any money, which means you’re not enjoying your job. Which means you might even be looking for another career.

And I don’t want that to happen. We need more good insurance professionals in this industry. So what can you do to book more appointments? Well, we have got to help you overcome your biggest enemy to booking more appointments. It has nothing to do with the competitor down the street. It has everything to do with the chatter between your ears.

You see, the number one reason why you are not booking more more appointments is because your mindset. Yeah, believe it or not, that is the thing holding you back. Well, ask yourself these three questions. Number one, do you prospect out of necessity or do you prospect because you truly get excited to help people? That’s the first question you need to ask if you’re going to make a perspective shift, a mindset shift to book more appointments.

If you’re just prospecting because you know you have to and you’re kind of doing it out of necessity. You’re not going to bring the right energy to your prospecting. However, if you truly get excited about the fact that every day you get to wake up and you get to help people, you’re going to bring a much more positive energy to your prospecting, which is going to inherently create more appointments.

I know, challenge me and say, Andy, you’re freaking woo woo. There’s no way energy creates appointments, but I’m here to challenge you and tell you that’s bullshit. It’s true. If you’re bringing negative energy to your prospecting, your prospects will sense it, and there is no way you are going to book enough appointments to make the sales and the money you desire.

You’ve got to bring a better energy to your sales. So my challenge to you is instead of looking at those activities like a must do evil necessity, you have to start getting more optimistic and being more energetic about the fact you get to help people. Now, the second question you need to ask yourself if you want to make this mindset shift, is do you believe in what you sell?

I know it sounds obvious, but you would be shocked how many producers do not believe in what they sell. Why? Because I got in the industry to make money. They actually don’t like to sell insurance. They just want to make a lot of money. But if you want to book more appointments, you got to believe in what you sell.

Which leads to question number three. Do you truly believe that what you sell actually can help people, whether it’s business insurance, health insurance, life insurance, disability insurance. Do you believe that what you sell actually can change lives? If the answer is yes, you are going to bring a much better energy to your prospect. And you see, if you believe in the products you sell and you believe those products can truly help your prospects, in fact, it could change their life.

You’re going to bring a better energy to your prospecting, and you are going to be more open to telling people you can help them. You see, often the reason we don’t book enough appointments in the insurance industry is we’re just not telling enough people we can help them. But if you believe in what you sell and you believe what you sell can help people, you are going to be more optimistic and more open to telling as many people as you possibly can that you can help them.

You see, if you wake up every day with the attitude that I get to get up and help people today, and I believe in what I sell and I believe what I sell can help people. You’re just going to bring a better, more optimistic energy to your prospecting, and you’re going to be more energetic about putting the activity in.

I know this isn’t some secret tactic I’m sharing you. This is not some silver bullet, but it’s what works. The chatter between your ears is often the reason you are not booking enough appointments, because you’re just bringing the wrong energy. Shift your energy to a more optimistic, positive outlook and you will create more appointments, which will create more clients, which will put more money in your paychecks.

You can enjoy this career. So that’s my advice to you. If you’re struggling right now, you feel like you’re not booking enough minutes. Check your energy because it’s often the energy that is keeping you back from the appointments you want, the sales you want, and the money you’re trying to make be.

 

Business is no longer about who you know. Business is about who knows you. In a noisy industry like we’re in gang, you got to get people to know who you are.

Time to take action.

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