Read time: 3 minutes
Our data shows that, on average, 35-40% of people are likely to answer their phones when you call. Most failed connections will get a simple ”no answer, left voicemail” note and will remain untouched until the next call attempt. What percentage of those no answers are repeat offenders not having an actual connection for what might start as months, and turn into…who knows how long? Do you then door knock the client? Despite our high hopes this very rarely happens. Although surprisingly simple, we’ve uncovered a winning strategy to reach those missing connections with well worthwhile results.
Here’s the skinny of it. Make your prospecting calls as you (or we!) would regularly during the week. Make a list as you go of all the contacts that you were unable to speak to. Often your CRM will keep a log of all calls and you may be able to pull this into a report. Then, try and call those contacts again on the weekend. You can prepare for this by setting ‘task reminders’ for a convenient time on a Saturday or simply utilising the CRM report. We realise that Saturdays are often filled with open homes and buyer callbacks – if you don’t have time to do these calls, find someone to do it for you. The connections to these clients wouldn’t have happened for a minimum of one quarter, and with how many leads are attained from these calls – it’s worth it! Check this example out:
100 weekday calls
63 no answers
63 weekend calls (to the ‘no answers’)
4 leads (that you wouldn’t have gotten at all!)
This strategy is so important because if you’re not periodically keeping on top of your calls, these contacts may go untouched until at least the next call cycle. Even if you are cycling through your database regularly, there’s a likely chance that you’re calling them at a similar time as you did the previous cycle and they may be at work and still unavailable to take your call. Other agents are not doing this and are allowing these contacts to fall to the wayside, leaving it up to chance, or an opposition agent, to get a hold of them.
This simple hack is a clever way to boost your connections and get you in more doors. Stop making excuses for why you can’t do it, and take action to get results. You can find more of our client base cheat codes on our blog, and as always, listen for that “not yet,” as it may mean “sometime soon”.