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July 12, 2011 at 08:00 PM
As I start each day, I put six poker chips in my left pocket. For each appointment I set, I transfer one poker chip to my right pocket.
When all six chips are in my right pocket and I am finished conducting my appointments for the day, I go home. That is my reward.
I adapted my system from the ideas of Dr. Aaron Hemsley.
There are only two ways to get poker chips:
1. Set up a fact-finding interview.
2. Set up a close.
The most any client can be worth to me is two poker chips.
Three common kinds of appointments do not earn a poker chip:
1. Rescheduling appointments would be similar to cheating at solitaire.
2. Holding second, third, fourth or later closes is inefficient. I close 80% of my business on the first closing appointment. This keeps me spending at least 80% of my time where I generate 80% of my business.
