It’s your ol’ pal Vikram coming to you with another “Script of the Week”, and let me tell you—this one’s a heavy hitter.It’s called the 5-Star TRIS Appointment Setting Framework, and if you actually use this, you’ll set more appointments than you know what to do with.No fluff.No fake enthusiasm.Just a simple, effective framework that gets prospects talking and appointments booked.Here’s the kicker: Most salespeople lose the lead in the first 20 seconds—not because they say something wrong, but because their tone and approach trigger the prospect’s defenses.The TRIS method was built to avoid all that.It’s conversational, human, and naturally curious.Let’s break it down...Step 1: The Trust-Based OpenerForget the hype. Forget sounding like a commission-hungry telemarketer.The Trust-Based Opener is about disarming the prospect and showing up like a human being who happens to be holding helpful information.You’re not “calling to follow up.” You’re investigating a curiosity on their behalf.Examples:‍

• “Hey, I’m holding a copy of your property tax records and noticed you had tried to sell this place before…”
• “You popped up on my screen after checking out some homes online… just curious, are you still exploring or did you already find something?”
  
  

The goal is simple: lower their guard so they don’t run for cover.

Step 2: The Overarching Goal
This is where the conversation starts to gain meaning. You’re looking for the gap—where they are vs. where they want to be.Ask:

• “Just so I understand better, what was it that got you thinking about making a move?”
• “What stood out about that home vs. what you’re currently in?”

The bigger the gap you help them see, the easier it is to get them to agree to the next step.You’re not qualifying—you’re connecting the dots.‍Step 3: Clarify & ProbeThis is where most amateurs stop—and pros dig deeper. We call this emotional excavation.Ask:

• “What do you mean by that?”
• “How long has that been going on?”
• “Has that had an impact on your day-to-day life? Your family?”

Your job is to uncover their why—not just surface answers like “we need more space,” but what that space represents: freedom, security, peace of mind.
Real appointments are set when the pain becomes real.‍Step 4: Game Plan FrameHere’s where you position yourself as the guide, not the guru. No pressure. Just helpful clarity.Ask:

• “Has anyone actually sat down with you to map out what it really takes to buy/sell in today’s market?”
• “Would it be helpful if we created a quick game plan—even if you decide not to move forward?”

That right there is gold.Because now you’ve gone from “salesperson” to “trusted guide.”Make the next step feel like a relief, not a commitment.‍Step 5: Set The Appointment
Now you simply make the ask, but do it in a way that feels like a favor—not a pitch.Say:

• “Cool… would weekends or afternoons work better for you guys?”
• “I’ve got a spot at 3:52 or 11:44—what’s best for you?”

Pro tip: Off-times always get booked. They feel less “salesy.”
Don’t overthink it—just offer up the calendar and lock it in.Look, I’ve met people who said they were “6 months out” and ended up in escrow by the weekend.And I’ve met others who said “I’m ready now” and took two years to act.So here’s your rule: Always book the appointment.Don’t worry about their timeline.Just get the meeting. The game is won after the appointment, not before.Want the full playbook?
Email us back with the word TRIS and we’ll get you access to the full script library and training breakdown.Better conversations.Less resistance.More appointments.That’s the name of the game.See you at the top.

Vikram

Founder of Sheridan St.Host of The Re Agent Podcast

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