I used to call in the morning-I'm so confused! Steve's Tip Of The Day

Real Estate Agent with Berkshire Hathaway Home Services

When I was new in the business I had a little training from Todd Bates ( a paid training sytem called Master your marketing) and one of the habits I picked up from that was to make my prospect calls every morning.

Later in my career, I was watching a promotion video from Kinder--Reese and I remember how it struck me when he said we just hang up if we get to a machine because our goal is a conversation not a phone call.

I've always contended that I'm most productive in the morning and I've always known that the connect rates don't match my productivity. (In the prospecting phase, I think we have to start focusing on how we have to change our behavior for maximum productivity not the clients) Later you can teach them to be good buyers/sellers.

Here is a quick little excerpt I took from Bill Rice's blog- he runs a software lead management company. I have the data...now I just have to figure out how to make it work for me. Remember if there is no conversation there is no sale.

  •  Contact rates and qualifications are highest between 3-6 p.m. local
    • Interestingly, 3:30-4:25 is peak for conversion, yet 5:15-5:25 is peak for contact
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    John Occhi
    Mason Real Estate - Temecula, CA
    SRES,CPRES.ePRO - Temecula-Murrieta CA Real Estate

    Todd Bates has some great Info - I have some of his CD's and have been to a couple of his free one day events and have always walked away with at least a few "ahh-ha" moments.  But never really did get too deep into his methodology.

    I find the information you posted about phone time interesting - so again, the question is what do we do with it?

    Sep 28, 2009 06:46 AM #1
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    Steven Schafer

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