Welcome to the setup pocket playbook. This is your quick guide to being a Setter at InvestorKit.
Getting started at InvestorKit:
What are the services I’m setting for?
What is involved in the Residential Buyers' Agency?
What is involved in the Commercial Buyer’s Agency:
Do you have any fancy animated videos which break down the service??
What does the service look like?
Great, so where do the leads come from?
Alright, let’s get into it. Where will I see these leads?
These leads will appear in your google calendar which you should have access to, it’ll look something like this:
Alright, so what makes someone qualified?
What makes someone not qualified?
How do I set leads with the right intent?
How do I tell if someone doesn’t have the right intent?
What do I do if someone doesn’t have the right intent?
A few nurture emails I could send:
How to handle Financial Planner referrals:
Here is a training Lewis ran on high intent, and low intent leads:
So a prospect is open to buying an investment property, but are they open to working with InvestorKit (or a BA)?
Okay, after my call what is a checklist I can use to make sure I’ve done everything I need to:
How do I do my notes?
Is there an easy way to do my notes?
How do I call someone?
How do I run an inbound call?
How do I run an outbound call?
How to AB close a setting call?
How do I sort my follow ups?
Where can I find the other scripts I use?
DNB script: link
General Outbound Script: link
E-book Script: link
Okay, I set someone but I’m worried they might not show up:
So, if someone isn’t qualified because they don’t have the borrowing capacity, what do I do?
What do I do if someone no-shows or cancels?
How do I set someone?
What if someone I set needs to reschedule?
What is Did Not Book?
What happens if someone no-shows or cancels on the closer?
Common Terminology/FAQs:
All the rules I need to know:
Now, let’s listen to some calls:
Sets:
Not Qualified:
Pending Finance:
Where do I get the backgrounds from for google meet?
How do I track my performance?
You can access the sales tracker here: investorkit.com.au/salestracker
Lead ownership?
If you are actively working a lead, that lead belongs to you. This applies at both a Setter and Closer level.
Actively working means you’re still calling, texting, emailing, or have follow-ups/tasks scheduled and you’re continuing to make contact attempts.
If you are no longer following them up, or the lead has gone cold due to: Cancelled No-showed Didn’t answer / not responding And you are not actively pursuing them anymore Then that lead is no longer considered “owned”.
For closers, this also includes leads in Lost: If they’re in Lost but you’re still reaching out and working them, they are still yours. This includes people who went with other BA’s, where you’ve scheduled check-in tasks to see how things went, keep the relationship warm, and create a pathway back in future.
One more important point: If you put someone into Lost but you’ve created an environment where they feel comfortable coming back to you directly (and they do), then they remain yours.
IMPORTANT: It’s not on the setter to check the client file and determine ownership. If a lead gets booked to the wrong closer because the setter didn’t know, it’s on the closers to switch it to the correct owner.
What do I do now?
You go, and you practise. Drill drill drill and roleplay! SALES TRAINING MATERIAL
How to get people to book in sooner?
A strong technique, is the A or B closing technique. Below is a setter team training we did on this and a PDF document explaining it.
https://app.read.ai/analytics/meetings/01K8KTKPE3QQE9D4QCX2G5647P?utm_source=Share_Nav Priority list scripting -
“We do have a running ahead of schedule list for priority prospects that we speak to, would you like me to put you on the list if something gets moved or a slot becomes available. Would you be open to catching up earlier? As mentioned these slots are going like hotcakes so when a time is available, we like to offer it to our potential clients!” CONFIRMATION CALL PROCESS - You’ve now SET SOMEONE - how do we ensure they turn up?!
Simple, here is a 7 step guide to speak to your prospects when confirming with them. We need to be doing this the day before the consult date!!!
Setter competency checklist:
UNITS VS HOUSES