EP234: 4 Reasons Why Agents Don't Book 40 Appointments Weekly: Feedback (Part 4 of 4)
On this episode of The Wednesday Call podcast, Andy Albright was live from The Alliance headquarters in Burlington, N.C. to wrap up his four-part series on why agents don't book 40 appointments weekly.
The fourth step of this series deals with effective feedback.
The four steps of Effective Feedback are:
ENSURE Step: "I have researched your appointment history, and I see you are averaging 20 appointments a week."
ENQUIRE Step: "If the expectation is 40 appointments a week, can you tell me why you have a gap between what is and what should be?"
EXPLAIN Step: "I see you are working your current client list, but are not buying any leads or getting referrals."
EMPOWER Step: "I strongly recommend you start investing in leads and acquiring referrals, or you will not reach the financial freedom you seek."
T h e F o u r C o n n e c t i n g P i e c e s o f F e e d b a c k :
1. Ask: "Hey, do you have a minute to share your response to these facts?"
2. State: "Let me repeat back to you what I understood you to say."
3. Introduce: "Do you understand the consequences of the action or lack of action?"
4. Remove: "Can you sum up the expectation moving forward?"