How Many Calls to Make or How Few?

Education & Training with Real Estate Grad School

An Agent asked me how many calls it takes to be successful.

 I said it depends on who is making the calls and who they are calling. 

He said, "You know Real Estate calls."   He said that he learned that if he made calls three hours a day it would make him successful and he wanted my opinion.  How many calls does it take to be successful?

I said, "It's the wrong question." 

Tony Robbins taught me a lot of things.  One of the more important ones is that, "The quality of your life is in direct proportion to the quality of the questions you ask yourself." 

The same is true of your business.  The quality of your business is in direct proportion to the quality of the questions you ask about it. 

And, how many calls does it take to be successful is a poor quality question.

First, what is successful?  Let's pick an income level of $100,000 for the year, just to create a specific goal that defines success.  And without elaborating on the math let's say that will require twenty sales.

So, the question becomes, "How many calls do I have to make to sell twenty houses this year?"  That's a better question.  Except that I asked it of a lot of Agents across the country and the answers were always discouraging.  It was always a lot of calls and a lot of time.  And it completely lacked insight and intelligence.  So, I realized it was still a poor quality question. 

Here is the high quality question.  "How few calls does it take to make twenty sales?"  I began asking that and the answers were amazing.  In fact instead of answers, that question most often led to a bunch of other great questions.

Can you make some or all of those sales without making any calls by having people call you? 

What are the calls that bring the best results?  Could you make twenty sales with twenty calls?  Ooh, if you could then forty calls would make forty sales.  Can it be done? 

This question makes you think.  It leads you to greater insight and intelligence about your business, your skills, the market, the opportunities and more.

This question motivates you to begin to keep track of how many calls you make to get the sale, to notice who you call, what approach you use, and how well it all works. 

This question leads you to continuously work to learn how to make sales with the fewest calls. 

We do a webinar every day at 8:45 am eastern.  Yes, every day.  It motivates.  It teaches.  And it asks you to challenge yourself to achieve your goals in the most efficient and enjoyable way. 

This great question arose out of that work.  It is one of many that come up throughout the year on these free webinars.  Our goal with this work is to make your business better as you make your life better.  And it's working for hundreds and a growing number of Agents.  Please join us.  It's free.  Register at



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Comments (2)

Deborah Byron Leffler BzyBee Real Estate Lady!
Keller Williams Realty Boise - Nampa, ID

Great post...I have been really putting an emphasis on making calls or contacts with people this year...not haphazardly but on purpose!  It is amazing what it has done to my business...although I can't totally attribute the successes I have had this year so far to the calling I do believe it put me in the correct mind set...I am so focused on my business that new clients are gravitating to me...and the results of the calls are starting to come in after making them consistently since the beginning of the year!   I am actually shocked at how much easier they are than when I first started...with a careful script I am also setting my sphere up to know that i will be calling them more often this year than in previous years!    SO the next call to them will be even easier!  I also am in group coaching offered at my office as well as in an accountability group!   Amazing results are coming in!!! Oh....and another important isn't the calls as much as the contacts....I could "cheat" and only call people who I know are working during the day and that I most likely won't catch at home...or I can call until I reach my daily goal of how many I want to "CONTACT"   there is a difference!

2010 Can be all that we really want it to be.....

Feb 15, 2010 03:07 AM
Rich Levin
Real Estate Grad School - Atlanta, GA


You have a great attitude and mind set. I am sure you will have a great 2010. Keep up the positive thinking. Join my free 1st Fifteen Daily Webinars each weekday morning at 8:45 AM EST. They are packed with information and I continually reinforce positive thinking. Register today. Did I mention they are free?


Feb 25, 2010 05:04 AM