Thursday morning, always a special time for me.

It's not just because it's wheelie bin day, or because it's close to the end of the week, although in their own ways these are good things.  No, Thursday morning is my Checkpoint.

Those gentle readers who read my Monday morning blog would have seen that I set myself some goals on Monday morning.  For the month of February I've set myself the target of $2.4m in loan applications and I had worked out that I needed to setup 15 appointments for the month to comfortably achieve that goal.  So, this week (the first week of the month) has been my appointment setting week, where I setup those appointments for the month.  Thursday morning then becomes my checkpoint. 

The checkpoint is where I look at whether I'm on track to achieve the target for the week.  Over the years I've found that Wednesday is too soon to tell how I'm travelling and Friday is too late to do anything about it if I'm off track.  So Thursday morning I take a moment to pause and consider how far away I am from completing the actions I decided I needed to do for my goal of $2.4m to be achieved. 

At this point, I have 9 appointments in my calendar for February.  So, today I need to focus upon finding those other appointments.  If I can nail them by this afternoon, then Friday will be a cruisy day for me and I'll probably finish up early in the afternoon.  If I don't get them by this afternoon then Friday will still be a busy day.

So, how will I get those 6 other appointments? 

First, I'll go through my list of existing prospects and make a list of those people who were waiting to see how the RBA meeting went.  They'll be top of my list of people to call today.  Next, I'll work through my list of existing clients and see who may benefit from a home loan checkup, considering the changes to interest rates.  These are my warm leads, people who I already have a relationship with.

Once I have completed that process, I'll then visit the websites of some of the lead providers and I'll start buying and ringing leads until I achieve my target of 6 more appointments.  I'll get some knockbacks, certainly, but if I simply continue until I achieve my target in appointments then based upon my earlier calculations, I should be well on my way to hitting my goal for the month.  It's all about the activity.

Don't get me wrong, it's not a sure thing that those numbers will work out.  At the last minute some appointments will cancel.  Some interviews won't convert to applications.  However, I'm not just sitting there waiting for the phone to ring to make my business succeed, I have a plan.  And the funny thing is that while I'll set these appointments in the first week, during the next few weeks I'll come across more appointments and opportunities which will help me to achieve or better my goal.

Is it too early to start ringing prospects now...?