How to Contact More of Your Leads

Which are better for you?

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“Sales is a contact sport. It takes contact to make sales.” Jim Thomas, FM Consulting

Every sales journey starts with some sort of contact.

An email, a text, a phone call, a handwritten note…no matter what the medium, a contact is needed to start the process.

Find out how we can help you contact more of your leads, faster than ever.

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Your ultimate goal is to get in front of your prospects so you can earn their business and secure their listing.

As it stands, there are a lot of contact strategies you can use to make this face-to-face meeting a reality.

Some are better than others, but when you work all of them at their highest level, you can improve your contact ratios dramatically and impact your sales results significantly.

Which one of these contact strategies do you need to improve upon to talk to more people?

Speed of Response

In the world of sales, nothing, and I mean NOTHING will impact your ability to contact prospects than your speed of response.

Loosely defined, speed of response means how fast you get to your leads – specifically those that you generate online or call into you – after they raise their hand showing any level of interest.

It’s important to note here that speed of response only matters when you have good contact information.

In a prior blog post, I talk about how there’s no such thing as a bad lead. In it, I clarify that a lead with no contact information is not really a lead at all.

It’s just a name on which you really can’t follow up at all – fast, slow or otherwise.

Just wanted to clear that up before I move on.

Now, where was I? Yes…speed of response.

The faster you call your leads, the more likely it is you’ll make contact with them.

In fact, the odds of calling to contact a lead decrease by over 10 times in just the first hour. This graphic shows us how waiting even an hour can hinder your efforts to reach someone significantly.

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If you can’t make contact with your leads, your business can and will come to a screeching halt.

Knowing this, it’s crucial that you or your Inside Sales Agent ( ISA ) make a Herculean effort to contact every lead that comes in the door immediately.

The faster you respond, the faster you contact your prospects. Period.

The great news is that speed of response can also have a huge impact on your conversion rate, too.

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Granted, responding in one minute is a high standard, but the outcome is so worth it.

If you can respond in even 5 minutes, you’ll get in contact with a significantly larger number of prospects and increase your conversion significantly as a result.

Force Multiplier Strategy

Force multiplication is the basic principle in active warfare that decidedly boosts the power of the “forces” that you put to work in overcoming an opponent.

For instance, a machine gun is a force multiplier for a rifle.

What’s even better, using multiple multipliers has an even bigger impact to the point that a smaller force can take on and even defeat a bigger force.

In the military, this would look like attacking the enemy by air, by sea, by land, etc.

In the world of contacting prospects, the force multiplier strategy is applied through the various methods of contact, i.e., touch points, that you can employ in trying to reach home sellers to convert them to appointments and then sales.

If you make calls, you’ll contact a certain population of your leads because some of them may never answer their phones or check voicemails regularly.

If you add text messaging, then you you increase the chance you’ll make contact with more of them.

If you add emails, then you increase your chance of contact even more.

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There’s also direct mail, door knocking, contact via social media, video, radio, referrals, smoke signals, etc…all of them increase the incidence of contact.

The more touch points you access, the more prospects with whom you’ll make contact.

You simply can’t rely on phone and email as the sole means of reaching out to prospects if you want to make solid contact with them.

You must access every touch point as often as you can and automate as much of it as you can to increase your contact rates across the board.

Time of Day

The time of day that you call or email someone is equally as important as the frequency with which you attempt to contact them.

The data suggests that by making calls and sending emails at the right times of the day, your ability to contact prospects increases substantially, giving you way better results in your prospecting efforts.

Let’s look at the statistical data for phone and email separately.

1)Phone

The two best times of the day are 4 p.m. to 6 p.m. and then 8 a.m. to 10:00 a.m. As you can see, the likelihood of making a contact at times other than that drop dramatically at other times of the day.

Now, does this mean you shouldn’t attempt to make calls at other times of the day? No.

It simply means that you’ll have a much better chance of making contact with them if you call them during these two time frames.

My suggestion would be that you make these two times of the day sacred with respect to prospecting.

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2) Email

Same thing here; it’s better to send an email than to not send one.

That said, you’re going to get your email opened more if you send your emails at 6:00 a.m., 10 a.m., 2 p.m. and 8 p.m.

Again, automation would be super helpful in your email efforts, especially for the 6:00 a.m. slot.

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Being strategic in your approach to contacting prospects is important as part of your overall conversion strategy.

Rather than calling when you can as often as you can, put a plan together and contact people with the intent of doing so when you are more likely to reach them.

Doing so will enhance your overall conversion results in a very positive manner.

A word of caution here: if you miss the optimal time to call and/or email on any given day, still make the calls and send the emails.

Taking action is better than doing nothing, for sure.

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About Keith
Former U.S. Marine and father. I've been helping agents for the past 6 years grow their business and achieve their version of success.
Senior Strategic Business Advisor
“If you want to achieve success, all you need to do is find a way to model those who have already succeeded”
About Beth
I work closely with all new clients to get them onboarded. Once onboarded I train them to use the system that the developers have created.
I have been working in Customer Service and Management since 2013. I always tend to gravitate towards careers that involve me helping people! Here, I work with all of our new clients and train them on the system which allows me to talk to so many diverse personalities and incorportate the ever changing advances of technology.
"""I'm not superstitious, but I am a little stitious"" -Michael Scott"
About Devin
I work in our web development department. I help to utilize modern techonologies and stategies to improve your lead count and accuracy
I've worked as both CTO of a digital marketing firm and as a developer for a Transportation management company. I learned my passion for building programs that utilize big data to help people accomplish their jobs better and faster. A good day for me is talking to the people our program helps on a daily basis
Banging your head against a wall for one hour burns 150 calories.
About Beth
I work closely with all new clients to get them onboarded. Once onboarded I train them to use the system that the developers have created.
I have been working in Customer Service and Management since 2013. I always tend to gravitate towards careers that involve me helping people! Here, I work with all of our new clients and train them on the system which allows me to talk to so many diverse personalities and incorportate the ever changing advances of technology.
"""I'm not superstitious, but I am a little stitious"" -Michael Scott"
About Tabatha
Cult Leader
I do customer support. I answer chats and tickets
About Beth
I work closely with all new clients to get them onboarded. Once onboarded I train them to use the system that the developers have created.
I have been working in Customer Service and Management since 2013. I always tend to gravitate towards careers that involve me helping people! Here, I work with all of our new clients and train them on the system which allows me to talk to so many diverse personalities and incorportate the ever changing advances of technology.
"""I'm not superstitious, but I am a little stitious"" -Michael Scott"
About Jake
I eat, drink and sleep the Cardinals!!!
Cheering for the Cardinals
"GO CARDINALS!" -Me
About Beth
I work closely with all new clients to get them onboarded. Once onboarded I train them to use the system that the developers have created.
I have been working in Customer Service and Management since 2013. I always tend to gravitate towards careers that involve me helping people! Here, I work with all of our new clients and train them on the system which allows me to talk to so many diverse personalities and incorportate the ever changing advances of technology.
"""I'm not superstitious, but I am a little stitious"" -Michael Scott"
About Beth
I work closely with all new clients to get them onboarded. Once onboarded I train them to use the system that the developers have created.
I have been working in Customer Service and Management since 2013. I always tend to gravitate towards careers that involve me helping people! Here, I work with all of our new clients and train them on the system which allows me to talk to so many diverse personalities and incorportate the ever changing advances of technology.
"""I'm not superstitious, but I am a little stitious"" -Michael Scott"
About Beth
I work closely with all new clients to get them onboarded. Once onboarded I train them to use the system that the developers have created.
I have been working in Customer Service and Management since 2013. I always tend to gravitate towards careers that involve me helping people! Here, I work with all of our new clients and train them on the system which allows me to talk to so many diverse personalities and incorportate the ever changing advances of technology.
"""I'm not superstitious, but I am a little stitious"" -Michael Scott"
About Julia
Licensed Realtor since 2009. Experience as a Designated Broker, Team Manager, Buyer's Agent and Listing Agent, Compliance and years of working on a lead generation platform. Here to help you be successful.
I will be there to help ensure that you are successful with our Market Maker lead generation platform.
"Successful people do what unsuccessful people are not willing to do. Don't wish it were easier; wish you were better." --Jim Rohn
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