25 hours per week…

HeWhat would you say if I told you your job was to be on the phone dynamically between 20 and 25 hours each week? Don’t fall off your chair; I didn’t say 20 to 25 hours of prospecting. I said 20 to 25 hours on the phone. If you are currently selling more than 50 properties per year, you are already on the phone most of the day.

You are first and foremost a Real Estate broker; you are also a salesperson, an agent, an intermediary and much more. Your job consists, of course, of prospecting and much more, meaning to validate, confirm, prequalify, and follow up and so on. All these tasks are best done over the telephone. You realize, of course, that I am talking about someone who is proactive in his business growth. I’m sure many of you are thinking “I wouldn’t even know how to spend 5 hours on the phone”.

Let’s start at the beginning:

• Make the choice that you want to be proactive in your business
• Plan your schedule accordingly; very simply, unless you are on an appointment, you’re on the phone.
• Start by setting up lists;
• Past clients
• Your centre of influence; people you know
• Professionals that you interact with; notaries, land surveyors, inspectors … plumbers, electricians, etc.
• Friends and family
• Call them

You can accomplish much more by being organized. Most brokers are in constant reaction to all types of false priorities. Make the choice of becoming proactive in your business and bring it to a new level. Remember the good old Yellow Pages ads, “let your fingers do the work”.

Your phone is your best ally!