The First 90 Days

The number of leads you get directly impacts the appointments you set, which depends on how many people you reach and the calls you make. Don’t confuse activity with productivity! Staying busy organizing or strategizing won’t replace the consistent effort needed to achieve results. The key to your income lies in focused, productive actions—keep dialing and stay committed to hitting your goals!

Locking Down the Appointment

*Very Important*

Appointment Script

(Name), do you have a pen and paper handy?

Ok, go ahead and write this down.

My name is __________.

Let’s see here, they have me traveling all over the state of ______.
I’m in ______ County, ______ County, ______ County.

(Pause)

Ummmm…… Looks like the ONLY time I’m going to be in your area is on (you pick the day) between:

• 10-12
• 12-2
• 2-4
• 4-6
• 6-8:30

Is there any reason that you and (their spouse) would not be home during that time?

Where do you usually keep your most important appointments (Name)?

Great! Could you go ahead and put me in there real quick so you don’t forget about me?
I can wait if I need to.

(Name), this is very important to me because I could be helping up to 8-12 families A DAY,
and one missed appointment costs me the ability to help another family just like yours.

Because they have me so busy, I’m not going to have time to call and remind you or text you.

So just to make sure…
I will be on your doorstep on (DAY SCHEDULED) sometime between ___ and ____.

Please don’t leave me standing there like a trick-or-treater with the lights out and no one home, OK? (They will laugh.)

Great! I look forward to seeing you on (say the day of the appointment again).

Have a great day!

Physiological Keys for Locking Down the Appointment

✅ You are taking control:
"Do you have a pen handy? Go ahead and write this down. My name is __________."

✅ You’re BUSY:
"They have me traveling all over the state of ____."

✅ Letting them know you’re important:
"Where do you keep your MOST important appointments?"

✅ Guilting them:
"One missed appointment costs me the opportunity to help another family just like yours."

✅ Implanting the importance in their subconscious mind:
Make them LAUGH before you get off the phone.
If you don’t use the trick-or-treater line, use something funny to help them remember the appointment.

🚀 Nice people like nice people… and mean people like nice people too!

Common Objections & Responses

❌ "I need to check with my spouse before setting an appointment."

I completely understand! When do you see them next?

(They will usually say that night or the next day, thinking they’re off the hook.)

Here’s the problem:

• Every Friday, I get between 50 – 100 of these forms on my desk.
• I can be running 8-12 appointments a DAY, Monday-Thursday.
• If I hang up, I’m going to fill up my schedule, and it could be a month before I get back to you.

So here’s what I’ll do:

👉 I’ll put you down for ____ Day between (10-12, 2-5, 4-6, 6-8:30).

Do me a HUGE favor:
When you see (spouse) tonight, if for SOME reason that does NOT work, call me ASAP so I can fill that appointment with someone else.

Then, lock down the appointment as usual.

❌ "I don’t want anyone coming over to my house."

I can appreciate that! I don’t want to come over to your house any more than you want me there.

Trust me—it would save me time, energy, gas, new tires every few months if I could just email quotes from my office!

Unfortunately, because this is mortgage protection, I am required to meet with you in person to:
✅ Verify that you are who you say you are.
✅ Confirm you actually live in the house we are trying to protect.

👉 After that, we can communicate by phone, email, or screen share.

So like I said, I’ll be in your area on ______ between ______.
Is there any reason you and your spouse would NOT be available during that time?

❌ "We’re really busy and don’t have time to meet."

I totally get it. I’m really busy too.

✅ I can be running up to 8-12 appointments a day.
✅ My part takes 1-2 hours preparing your options.
✅ Your part takes just 15-20 minutes.

So when can we squeeze in 15-20 minutes?
Would ______ or ______ work for you?

❌ "Can you tell me how much it costs?"

As soon as I verify the information you put down, I can get you options.

So it says here your birthday is ___________.

❌ "Can you give me a ballpark?"

I would LOVE to… but I really wouldn’t even know where to begin.

Here’s why:

• I’m going to spend 1-2 hours on your file.
• I’ll work up 10-12 different options to find which carriers give you:
  • The MOST coverage & benefits
  • For the LEAST cost
• When we sit down, I’ll show you the best 2-3 options so you can customize the coverage for your needs & budget.

❌ "Can you just mail me some info or send me a quote?"

I wish I could! If I could do that, my life would be amazing! (chuckle)

But since this is mortgage protection, I have to verify:
✅ That you are who you say you are.
✅ That you actually live in the house we’re trying to protect.

👉 After that, we can communicate like everyone else in the 21st century—by email, phone, or screen share.

Let’s verify what you put down so I can work up your options and we’ll talk next week.
You put down here your birthday is ___________.

(If they keep pushing:)
Unfortunately, because our products don’t require medical exams,
I must verify your driver’s license and overall health to ensure eligibility.

(Make sure to laugh.)

❌ "We’re just not sure if we want to do anything right now."

(Name), there is no obligation to buy anything from me at all.
In fact, you CAN’T buy anything from me today, even if you wanted to!

👉 Here’s what I do:
1️⃣ I shop out the carriers & negotiate on your behalf.
2️⃣ I educate you on the products available.
3️⃣ You decide if this is a luxury or a necessity.

Within 15 minutes, you’ll know if this is something you need or not.

Let’s set up a time on ______ so I can drop off the info.

At least then, you and your spouse will have real facts to make an informed decision—
instead of just guessing.

That makes sense, doesn’t it?

✅ Final Thoughts

This structured, confident approach will help you lock down more appointments.
✅ Take control.
✅ Build urgency.
✅ Address objections with logic & humor.
✅ Get on their calendar!