How many calls are you making a day? How to make more?
I’m trying to improve my cal efficiency while maintaining effectiveness. I can do around 10-12 calls per hour.
[{"id": "elob5t5", "text": "Don\u2019t make new calls after ~3 pm.  Spend the last few hours of your day setting up your list for the following day. I could get 50-60 by lunch time, then it would slow down afterward.  The marginal returns of the effort after lunch weren\u2019t worth it, unless I was calling someone in a different time zone.\n\nIf someone has asked you to follow up with them later or if you have a scheduled conference call deeper in the day, obviously that\u2019s fine.  This is just a rule of thumb.  \n\nThe major lesson here is that it\u2019s much more useful to spend some time preparing and then doing the task, rather than just jumping in w/o a plan.  I will refer to Abraham Lincoln\u2019s quote about sharpening the axe as my datapoint for this general wisdom.", "replies": [{"id": "elotrwo", "text": "What\u2019s your process for preparing your pipeline for tomorrow.  Do you use a shotgun approach and just call property owners and ask are they looking to sale.  Or do you spend time time to identify properties then research the owners", "replies": [{"id": "elr56ee", "text": "A warm contact is always better than a cold one, but I when I first started off it would be largely calling anyone who had closed a recent deal.  I would track the information from Costar or Loopnet.", "replies": [], "depth": 3}], "depth": 2}], "depth": 1}, {"id": "elpskig", "text": "The best calls I had we're the ones after I felt I was done for the day... Just one more conversation... 630pm is a great time to catch people that don't answer during the day", "replies": [], "depth": 1}, {"id": "elpxm16", "text": "I'd focus on making better calls rather than more. Just pounding the phones all day every day seems like a rough way to make a living? If you have ten excellent clients you wouldn't even need to cold call at all, depending on your product type.", "replies": [{"id": "elq6kp7", "text": "The good brokers I know are always on the phone when they\u2019re at their desk", "replies": [], "depth": 2}], "depth": 1}, {"id": "elr4l3m", "text": "Focus on quality more so than quantity", "replies": [], "depth": 1}, {"id": "em0kc3f", "text": "If you aren't making 80-100 calls, I'd say you are missing opportunities. I use ProspectNow and my specific zip codes of where I'm calling is laid out in front of me so I can just dial. All of the property info is in front of me (year they bought, last Refi date, etc). I definitely use a script and I never \"shoot from the hip\" on cold calls. \n\n&amp;#x200B;\n\nI've been in the biz since October and I've listed a 10 unit, and sent out over $60 mil in proposals over the last 3 months. Use a script or a guide on the phone and be prepared for \"We're not selling,\" \"We're working with \\_\\_\\_\" \"Call me in \\_\\_\\_ months,\" etc and EXPECT them to say stuff like that. Getting past the first 5-6 usual objections is the hardest part of the call.", "replies": [{"id": "em0o45f", "text": "What other CRMs have you used? Can you compare it to Apto?", "replies": [{"id": "em140vi", "text": "\nI tried RealNex for a day and hated it. Prospect now has been the easiest for me so far. \nIts directly connected to county records. It allows me to find phone numbers, and search for properties within specific areas.", "replies": [], "depth": 3}], "depth": 2}, {"id": "en4wlrs", "text": "What do you say to get around those typical objections? I hear the ones you listed all the time and have difficulty really digging into their motivation and plans for their property.", "replies": [{"id": "en88u3n", "text": "\"Not selling\" - I hear you / no problem. If you were going to sell, would you do it in 1, 5, 10 years if ever? If you did, are you looking for a number or would you roll into a bigger property? \n\n&amp;#x200B;\n\nAlready working with someone - I figured you were, and I'm sure you have a great relationship / broker. What I've found is (insert your company's best advantages, how much $ you've made people, how quickly you close, etc) they like what we offer. When's a good time to get 10 mins on your calendar? \n\n&amp;#x200B;\n\n\"Call me in \\_\\_ months\" - Happy to do it. Let me ask you, when we talk in \\_\\_\\_ months, are we doing business or do you want to look at your options with your property?", "replies": [], "depth": 3}], "depth": 2}, {"id": "eockgqb", "text": "What scripts would you recommend?", "replies": [], "depth": 2}], "depth": 1}]