Yesterday I had lunch with one of our top reps who is still doing seminars. While the seminars are still costing him more than he likes, the success of his programs cannot be denied. He has some great ideas on how to make the seminars work. He is consistent (ie: does a seminar every month except August) and continues to update his material. But, one of his ideas caught my attention and I wanted to share it with you. After the seminar he does the traditional follow-up to book appointments but unlike anyone I have ever known he “double books.”

Now before you start to cringe let me tell you what he told me.  And remember this is his experience but not so dissimilar from what I have heard from others who do public seminars. Most people book appointments and get a lot of “no-shows” or cancellations. Usually this has to do with the attendees having second thoughts or scheduling issues. What he told me is that double booking works in this format. In fact- he said that only on a couple of occasions do both clients show up at the same time- and when that has happened he simply apologizes to one for the mix-up and asks them to have lunch on him next door until he can see them in an hour.

This idea has helped in a few ways. He sees more clients within the first two weeks of the workshop. Rather than having to push clients out he can schedule them all with in a short time frame. This is important as the sooner you see your clients the better. The other benefit is even if both of the clients show up at the same time- this works to his advantage as well because both clients now understand how valuable his time is and how busy he is- and that is important when you are making a first impression with the client.

If you hate this idea- don’t do it. But for one top agent it is creating a pathway to success that works for him.