Podcast: Download
When is the best time for prospecting? In today’s show, we’re going to be discussing the best time to do your prospecting to maximize your results, and providing you with details & insights to help you get the most out of your prospecting efforts.
When is the best time to:
- Do your lead follow up?
- Prospect Unrepresented Sellers?
- Prospect Expireds?
- Prospect Probate leads?
- Prospect Builders and Developers?
When is the perfect time of day or day of the week to call where….
- Everyone will pick up and you’ll avoid voicemail…
- Everyone will be in a fantastic mood and only say yes…
- You’ll hear no objections…
- The prospect will practically close themselves…
- You’ll set a qualified appointment on every call…
Isn’t this the quintessential question on every sales person’s mind?
“The 30-Day Rule states that the prospecting you do in this 30-day period will pay off for the next 90 days. It is a simple, yet powerful universal rule that governs sales and you ignore it at your peril. When you internalize this rule, it will drive you to never put prospecting aside for another day. The implication of the 30-Day Rule is simple. Miss a day of prospecting and it will tend to bite you sometime in the next 90 days. Miss a week and you will feel it in your commission check. Miss the entire month and you will tank your pipeline, fall into a slump, and wake up 90 days later desperate, feeling like a loser, with no clue how you ended up there.”
― Jeb Blount, Fanatical Prospecting
Here’s the answer to ‘what’s the magical hour?’ : The Number Nine.
Nope, not 9am or 9pm, but 9am UNTIL 9pm, all day, every day is the best time to call.
Stop convincing yourself that every hour is the wrong hour and reset your mindset to the fact that every hour is when you should be generating business.
Do you NOT call in the morning because:
-You don’t want to disturb them when they’re getting ready for work / getting kids out the door to school? Or because you are doing the same?
Do you NOT call at lunch because:
- You don’t want to bug them at lunch. More accurately you don’t want to prospect during YOUR lunch?
Do you NOT call after lunch because:
- No one ever answers then, everyone is at work.
- You’re a poor time manager and get sucked into afternoon drama yourself, thus never prioritizing lead generation…
Do you NOT call at night because:
- You don’t want to bug them before dinner / during dinner / after dinner…
The list goes on! Stop procrastinating and start generating! Your #1 JOB in real estate is to find more people each and every day whom you can help. This is where profit comes from.
Secret: The ‘Dollar Cost Average’ approach… just like a successful investor uses dollar cost averaging, ie, investing consistently, without too much attachment to the ups and downs of the market, so is prospecting. Do it daily and it all works out over time. The accumulation effect in real estate prospecting is exactly like dollar cost averaging in investin!
Rules:
- Set aside dedicated ‘hours of power’ for your regular prospecting schedule.
- Set aside one weekday evening and one weekend morning to reach the people who seem unavailable during the week.
- DO leave messages. Something of value, a call to action, and a close.
- Do NOT use weak language like ‘just following up’, ‘just touching base’, ‘just checking in’. That is not prospecting. ASK for what you want, tell them you have what THEY want and close.
“If you have yet to enjoy the income required to meet or exceed the goals of you and your family, you simply haven’t figured out how to help enough people at a high enough level!”
“Long term, ever increasing success comes from doing what you don’t want to do when you don’t want to do it at the highest level possible!”
-Tim Harris
