How to Get Appointments with Decision Makers

On Episode 300 of The No Limits Selling Podcast, we have Bryan Shirley. Bryan has consulted thousands of reps and manufacturers got hundreds of appointments with decision makers on the biggest relationship challenge faced by each today. He knows the mistakes, and he knows what works. Bryan shares excellent tips on how to get appointments with people who matter. 

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[EDITOR’S NOTE: This podcast is sponsored by No Limits Selling. It is a fun, fast-paced podcast that delivers hard-fought business advice that you can implement today to improve your sales and performance]

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Bryan Shirley has consulted thousands of reps and manufacturers on the biggest relationship challenge faced by each today. He knows the mistakes, and he knows that works. Bryan and Umar Hameed discuss the importance of preparation, persistence, and personalization in sales. They emphasize the need to research customers and their customers, as well as leveraging social media platforms like LinkedIn, Sales Navigator and Twitter for prospecting. When making calls, being clear in your intent and identifying yourself is crucial. To overcome common objections, salespeople need to be persistent, consistent, and creative in their approach.


The document begins by emphasizing the importance of securing appointments with decision-makers. It acknowledges that this task can be challenging, but it's crucial for sales success. The ability to get in front of the right people is often what separates successful salespeople from the rest.

The Importance of Research

The document underscores the need to conduct thorough research before reaching out to a decision-maker. This involves understanding the decision-maker's role, their company, and their industry. It suggests using LinkedIn and other social media platforms to gather information about the decision-maker and their business. This research will help you tailor your message to the decision-maker's specific needs and challenges.

Crafting a Compelling Message

The document provides guidance on how to craft a compelling initial message to the decision-maker. It suggests that your message should be personalized and demonstrate that you understand their needs and challenges. The message should also clearly articulate how your product or service can provide a solution to their problems. The document emphasizes the importance of making your message about the decision-maker and their needs, rather than focusing on your product or service.

Persistence and Follow-up

The document emphasizes the importance of persistence and follow-up in securing appointments with decision-makers. It suggests that you may need to reach out multiple times before getting a response. The document encourages readers not to be discouraged by initial silence or rejection, as this is often part of the process.

Leveraging Referrals

The document suggests leveraging referrals as a strategy to get appointments with decision-makers. It notes that decision-makers are more likely to take a meeting if you've been referred by someone they trust. The document encourages readers to build a network of contacts who can provide referrals.


The document concludes by noting that getting appointments with decision-makers is a skill that can be developed with practice and persistence. It encourages readers to keep refining their approach until they find what works best for them. The document suggests that the key to success is a combination of thorough research, a compelling message, persistence, and leveraging referrals.


What is the Importance of Securing Appointments with Decision Makers?

How Can Research Help in Getting Appointments with Decision Makers?

What Should be Included in the Initial Message to a Decision Maker?

Why is Persistence Important in Securing Appointments with Decision Makers?

How Can Referrals Help in Getting Appointments with Decision Makers?

What Skills are Needed to Secure Appointments with Decision Makers?

Don’t miss this opportunity to transform your real estate career with one-on-one coaching. As an experienced real estate coach, I, Umar Hameed, am dedicated to helping you unlock your full potential and achieve your real estate goals. To learn more about who am I and my clients ↓

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If you’re ready to take the next step, book an appointment with me today and begin your journey toward success in the real estate industry.

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About the author 

Umar Hameed

Umar Hameed is an expert in changing individual behavior and improving team dynamics. He uses techniques and tools from the world of Applied Neuroscience and NLP to make individuals and organizations more successful. His business savvy and neuroscience combination gives him the unique ability to help salespeople become exceptional. Umar is an international keynote speaker who has done presentations in 16 countries. ✅✅✅He is the author of three books; the latest is Unleash Your Crazy Sexy Brain!


appointments, real estate, sales

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