Control the Appointment

Control the appointment: lead the process without controlling the homeowner. There is a major difference between controlling the sales process and controlling the homeowner — elite salespeople control the process; weak salespeople either lose control completely or become so aggressive trying to keep it that they create resistance.

Your job is not to force homeowners where you want them to go. Your job is to lead the appointment somewhere — because if nobody is leading it, the appointment leads itself, and it usually leads straight to “thanks for coming out, we'll let you know.” That is why the system runs in seven steps instead of jumping between product, company, problems, and the investment at random.