How Financial Wholesalers Get the Most Out of their Appointment-Setters

By Executive Scheduling Associates CEO Mitch Santala

If you’re a financial wholesaler, here are three tips to get the best results from your appointment-setter: define success, set clear success targets, and then get out of the way.

Providing your definition of success to your scheduler begins from a wide-angle view. It starts with answering the question, “What does success look like in my work environment, family life, and even my spiritual life?” Those are anchor points for your answer. You then ask yourself, “Are there company metrics of success?” I’m referring to quarterly goals, meeting counts, and activities to be logged.

Once you've outlined success for yourself and your scheduler, describe targets based on that definition of achievement. Those goals need to be clear and outcome driven. The clearer they are, the more successful your scheduler can be.

When creating targets, you’ll want to answer the following questions: With whom do you want to meet or not? Do you have a ranking system or an 80/20 list on which you're focusing? Are there companies or firms you're focusing on in various seasons? Is there a zone you want to target in your territory on a particular day of the week? Is there a 90-day rotation you need to have on your calendar?

The more specific you can be with your targets, the more satisfied you will be with your scheduler’s work.

If you've hired a competent appointment setter, the final step is simply getting out of the way. Let them run and watch as they fill your calendar with quality meetings.