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It's Your Call

Reblogger
Real Estate Agent with LAER Realty Partners

Lead Generation is the  key to our business.

It's our job responsibility when you wear your CEO hat.

Here's what Thomas J. Nelson, Realtor does - to work ON his business.

Did you notice the difference?

When you do outgoing calls, you control the outcome and reduce the number of incoming calls.

Way to go Thomas.

Original content by Thomas J. Nelson, REALTOR ® e-Pro CRS RCS-D Vets CA BRE# 01261476

This question was recently posed in the AR Q&A: how many calls do you make or take in a day and how long do you spend on the phone?

 

phone mess

Here's my formula:

10 outgoing calls during CEO power hour (5-10 min each). These are calls to my database of "sold" clients I'm keeping in touch with and referral partners I'm checking in with.

10 outgoing calls COO proactive hour (5-10 min each). These are calls to my database of active and or fence sitters, to check in and give updates, service inquiries, etc. I find if I stay ahead of their questions, they contact me less and trust me more.

3-5 per day of random incoming calls. (depends on the nature of the call, if it's intake, it could be 15-30 minutes vs. a referral partner or team member with quick questions or updates). It used to be more, but because of my Hours of Power, I've reduced my incoming calls virtually by contacting them first!

Key Point: When you are making calls instead of taking calls predominately, you reduce your incoming calls because you are staying ahead of the questions most of your clients are phoning you with. You also control the time spent on the phone when you are the caller.

I never accept calls when I'm making calls or in a time blocked "project hour" (these are time bandits). The focus and the avoidance of the interrupt, helps me complete the tasks or that segment of the project in the allotted time and my clients leaving messages here a greeting that assures them I'll be back to them in less than 2 hours. They never have an issue with this, because they assume I'm with a client. I never answer the phone when I'm with them, so they know I won't when with other clients.

II time block dedicated return call hours throughout the day and I also have time blocked "accept call hours" but that's mostly in my car, not at my desk."  (E-mails are handled the same way). Time blocking keeps the productivity up and the stress levels down.

Image courtesy of [Kamnuan] at FreeDigitalPhotos.net

Comments (35)

Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

It makes sense to call our clients - outgoing calls do reduce the burden of incoming calls.

Feb 25, 2016 02:20 PM
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

Patricia, we should still take incomeing calls - who knows it's another lead that we have received - or may be a referral.

Feb 25, 2016 02:21 PM
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

Sometimes some phone calls are worth sending to voice mail, though - I strongly believe that.

Feb 25, 2016 02:22 PM
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

Thomas - a great message and worth spreading the word, isn't it?

Feb 25, 2016 02:22 PM
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

Thanks Barbara for stopping by and your comments - really appreciate it.

Feb 25, 2016 02:23 PM
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

The outgoing calls for lead generation are most important calls - that's for sure.

You are 100% right on that Paul.

Feb 25, 2016 02:23 PM
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

Blocking time to commit to outgoing calls should bring in the best for our business.

Feb 25, 2016 02:24 PM
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

Yes, Grant - in BOLD, I am learning, if it is not on the schedule, it does not exist.

Feb 25, 2016 02:24 PM
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

That's where the calendar is so important - it does not have to be online only. It can be even a physical calendar book only.

Feb 25, 2016 02:25 PM
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

Flexible schedule is perfectly fine - as long as you make the calls.

Feb 25, 2016 02:25 PM
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

Having system in place is important. Even if there is not fixed time, it should be in calendar.

Feb 25, 2016 02:26 PM
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

Tammy, as an when may be a good idea - we all are 'free souls' - however, it's a good idea to have time blocked for these calls.

Feb 25, 2016 02:26 PM
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

Linda Guess, we do want to serve our clients - so sometimes, even I take calls later at night.

Feb 25, 2016 02:27 PM
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

That shows how much we are committed to our client.

However, should we really do that?

Feb 25, 2016 02:28 PM
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

Dana, Lisa - exactly, if you set a goal and act accordingly, you'll accomplish it.

Feb 25, 2016 02:28 PM
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

POWER-HOUR is an important concept. As long as you have blocked time for calling, it works.

Feb 25, 2016 02:29 PM
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

Larry, glad to know the re-blog helped you.

Feb 25, 2016 02:29 PM
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

And summerising - after all, it's out call to make those calls or not.

Feb 25, 2016 02:30 PM
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

Thanks all for stopping by and your comments.

Really appreciate it.

Feb 25, 2016 02:30 PM
Bob Crane
Woodland Management Service / Woodland Real Estate, KW Diversified - Stevens Point, WI
Forestland Experts! 715-204-9671

Wow Praful!

I admire his ability to focus and get the job done.

Mar 02, 2016 01:54 PM