Here is a little script for getting the right list price on the first appointment.
The 15th Protocol Explained
The 15th Protocol is a strategy of having preset actions that will immediately go into effect on the 15th of the month if you're not at least 1/2 of your goal. The most productive businesses make real-time adjustments in their activities while there is enough time in the month to positively affect the outcome. The clearer and the more specific we are regarding what we'll do when the time comes, the more likely we are to make the proper corrections that will get the organization back into alignment with the main key metrics.