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#463998 - 03/29/19 03:23 PM Re: I MAKE 100 COLD CALLS EVERY DAY & LOVE IT! **** [Re: Daniel1234]
gitmonee Offline
Veteran Member

Registered: 10/24/13
Posts: 751
Loc: LA California
Originally Posted By: Daniel1234

I've talked to 14,000 contacts this year so far and made 19 leads in total. Embarrassing!



it's results like this where I would strongly consider dropping a voicemail if you're using triple dialer.

Otherwise, you might be better off scouring the tax records to find all absentee owners and target those owners directly instead of shotgun brute force dialing. Someone is bound to sell their investment property.

Just the other day, I stumbled upon this 80 year old man who gave up information that he was planning to sell his rental condo this year and trade for a duplex.

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#464009 - 03/30/19 10:06 AM Re: I MAKE 100 COLD CALLS EVERY DAY & LOVE IT! [Re: Daniel1234]
Lucky Leonardo Offline
Major Contributor

Registered: 12/26/09
Posts: 2144
Loc: CA
Originally Posted By: Daniel1234
Originally Posted By: Lucky Leonardo

Hey Leaf fan:

As per Mojo reports....14% contact ratio for March so far (I call the same community 3 times consecutively, each time thru i picked up 2-3 leads)....about 40 leads this month....1 for 150 contacts.


I've talked to 14,000 contacts this year so far and made 19 leads in total. Embarrassing!
My definition of a lead is a lead who has a strong reason to move in the next 6 months but not longer and has not committed to another realtor yet.
Since January, I monitored myself and I do find 1-2-3 sellers daily (I do 200-300 contacts a day) but they either are committed to an agent (so committed they often hang up on me) or they have a relative who will hire.

Pretty much everywhere in GTA turn over is 3-5%, that means 3-5 homes in 100 sell per year therefore only 2 in 100 sell in 6 months.
So I do discover the sellers kind of but they're not leads for me.

On another hand,lots of people hang up on me when they hear the word real estate, they say no even before I finish my script. Lol I once made an experiment and instead of asking them if they want to sell I asked them if they want to keep their house. Majority said automatically no.
So I bet there are some sellers among these folks somehow.

If you generate 1 lead in 150 contacts with a 15 seconds script that can hardly give you any chance of rapport so prospect will be honest and open to you, and also these leads are clean with no attachment to another realtor, in this market here in GTA, you are a maestro Lucky.



Obviously, when I get a potential lead, I spend more than 15 seconds on the line qualifying them.

This time of year, your definition of a lead is WAY OFF by being too rigid. Stop listening to Mike Ferry. His rigidness with leads is unrealistic in most markets. And it's just Marketing. Its NOT what most agents are doing!!!! That is a fact!!!! It's just like the Marketing of Teams he parades on stage to sell his Coaching. Its not what's profitable for most markets and agents. It gets everyone excited & sells his coaching. That is not what the most profitable agents are really doing!!!!!

Right now, you should take anyone who says they are are going to sell this year. You keep those leads forever as long as they say they still need to sell, or until they actually do sell, or when they definitively say they have changed their mind and not selling anymore., or when you've called them to death and they just don't answer the phone. You want to cultivate a PIPELINE OF MUST SELL LEADS that is as large as you can handle. I mean, wouldn't you rather be following up on a huge pipeline of MUST SELL LEADS than prospecting for leads all the time??????

Look at it this way. When you have no business, or you have no pipeline of leads, you need to prospect your brains out and fill your schedule with 5-10 hours a day, 6 days a week, of lead generation, to build a big book of potential business to follow up on. Your book of potential business must be HUGE because most will change their mind, many won't answer the phone anymore once you have generate them, some will list with someone else, some won't pay a decent commission, some will sell themselves etc. etc. There is a magic number for every agent which will be their conversion rate for a saleable listing. it should be around 5-10%. So in other words, if you generate 100 Must SELL leads is a 12 month period of time, you will only have a pipeline of 70-80 leads at a given time because of attrition.
At a 5% conversion rate you will only take 4 listings in a year. That sucks. Its April now!!! Peak month for people to descide if they going to sell this year. If they are going to do it, they will have decided by now. WHY IN THE WORLD WOULD YOU BE SO RIGID IN YOUR DEFINITION OF A LEAD IN APRIL????? ANYONE WHO SAYS THEY ARE GOING TO MOVE THIS YEAR KNOWS BY NOW. KEEP THEM!

THIS IS NOT ROCKET SCIENCE.
BUILD THAT PIPELINE AND KEEP YOUR FACE IN IT EVERYDAY. SUCCESS IS YOURS...

I've said this before....what would you rather have...a list of 50,000 numbers to call or a PIPELINE OF 500 MUST SELL LEADS??

Now....As Mike Ferry Says....Pay ME!!!!!

Not Him! LOL!!!!!!


Edited by Lucky Leonardo (03/30/19 10:26 AM)

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#464010 - 03/30/19 10:48 AM Re: I MAKE 100 COLD CALLS EVERY DAY & LOVE IT! [Re: CathCoy]
Lucky Leonardo Offline
Major Contributor

Registered: 12/26/09
Posts: 2144
Loc: CA
Originally Posted By: CathCoy
Originally Posted By: Lucky Leonardo
You do realize that Prager U is not a university at all nor is it an academic institution. It is an extremely biased and fallacious propaganda machine.


Yes, of course, I realize that Prager U isn't an actual institution of higher learning but I strongly disagree that it produces propaganda. That's the mainstream media's job. One need only read John Podesta's email exchanges with prominent members of mainstream media, wherein they expressed their willingness to advance the liberal agenda, to know that liberal media bias exists.



YES, There is liberal media bias and there is FOX and there is independent media.

But I find i disturbing that you even listen to a man who is lying to you by pretending to be a University!! That alone is scummy and bothersome and should disqualify him.

Cathy, skeptically question both tribes and belong to none. Same goes for Real Estate training. And stay away from Mr PRAGER. He is dishonest at best. Telling you what he wants you to hear. Thats propaganda. Just google him if you don't believe me.

Lets not pollute this thread with political discussion. Most politicians and media are lining their pockets doing what is best for them. We are here to do what's best for us.

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#464011 - 03/30/19 12:04 PM Re: I MAKE 100 COLD CALLS EVERY DAY & LOVE IT! [Re: Lucky Leonardo]
Daniel1234 Offline
Veteran Member

Registered: 01/09/16
Posts: 534
Loc: Canada
Originally Posted By: Lucky Leonardo

Obviously, when I get a potential lead, I spend more than 15 seconds on the line qualifying them.

This time of year, your definition of a lead is WAY OFF by being too rigid. Stop listening to Mike Ferry. His rigidness with leads is unrealistic in most markets. And it's just Marketing. Its NOT what most agents are doing!!!! That is a fact!!!! It's just like the Marketing of Teams he parades on stage to sell his Coaching. Its not what's profitable for most markets and agents. It gets everyone excited & sells his coaching. That is not what the most profitable agents are really doing!!!!!

Right now, you should take anyone who says they are are going to sell this year. You keep those leads forever as long as they say they still need to sell, or until they actually do sell, or when they definitively say they have changed their mind and not selling anymore., or when you've called them to death and they just don't answer the phone. You want to cultivate a PIPELINE OF MUST SELL LEADS that is as large as you can handle. I mean, wouldn't you rather be following up on a huge pipeline of MUST SELL LEADS than prospecting for leads all the time??????

Look at it this way. When you have no business, or you have no pipeline of leads, you need to prospect your brains out and fill your schedule with 5-10 hours a day, 6 days a week, of lead generation, to build a big book of potential business to follow up on. Your book of potential business must be HUGE because most will change their mind, many won't answer the phone anymore once you have generate them, some will list with someone else, some won't pay a decent commission, some will sell themselves etc. etc. There is a magic number for every agent which will be their conversion rate for a saleable listing. it should be around 5-10%. So in other words, if you generate 100 Must SELL leads is a 12 month period of time, you will only have a pipeline of 70-80 leads at a given time because of attrition.
At a 5% conversion rate you will only take 4 listings in a year. That sucks. Its April now!!! Peak month for people to descide if they going to sell this year. If they are going to do it, they will have decided by now. WHY IN THE WORLD WOULD YOU BE SO RIGID IN YOUR DEFINITION OF A LEAD IN APRIL????? ANYONE WHO SAYS THEY ARE GOING TO MOVE THIS YEAR KNOWS BY NOW. KEEP THEM!

THIS IS NOT ROCKET SCIENCE.
BUILD THAT PIPELINE AND KEEP YOUR FACE IN IT EVERYDAY. SUCCESS IS YOURS...

I've said this before....what would you rather have...a list of 50,000 numbers to call or a PIPELINE OF 500 MUST SELL LEADS??

Now....As Mike Ferry Says....Pay ME!!!!!

Not Him! LOL!!!!!!


Thanks Lucky!
From your response I am assuming you do take a lead committed to other agent and follow up on it.

Top
#464013 - 03/30/19 12:47 PM Re: I MAKE 100 COLD CALLS EVERY DAY & LOVE IT! [Re: Lucky Leonardo]
CathCoy Offline
Member

Registered: 04/04/14
Posts: 276
Loc: California
Originally Posted By: Lucky Leonardo
But I find it disturbing that you even listen to a man who is lying to you by pretending to be a University. That alone is scummy and bothersome and should disqualify him. [...] Let's not pollute this thread with political discussion.


With all due respect for your remarkable contributions to this topic thread--indeed, I sent you a private fan note--you don't get to have the last word when the topic occasionally detours into politics, especially when you demean someone else's choices.

I think you're being legalistic when you object to anyone using the word "university" to describe their enterprise. Many enterprises use the word euphemistically. For example, Steve Jobs established Apple University in 2008 as a way to inculcate employees into Apple's business culture and educate them about its history, particularly as the company grew. Are you going to call Mr. Jobs a "liar?"

Back on topic: here's a recorded talk from SalesScripter about how to create an effective telemarketing script. Use a throw-away email address to access.

https://salesscripter.com/how-to-create-a-good-telemarketing-script/


Edited by CathCoy (03/31/19 05:55 PM)

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#464014 - 03/30/19 12:54 PM Re: I MAKE 100 COLD CALLS EVERY DAY & LOVE IT! [Re: Lucky Leonardo]
CathCoy Offline
Member

Registered: 04/04/14
Posts: 276
Loc: California
BTW, I've meaning to alert this group to a terrific Chrome add-on that ensures that your written communications are always intelligently written. I use this free tool dozens of times per day.

https://tinyurl.com/yxct2c3n


Edited by CathCoy (03/30/19 12:56 PM)

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#464015 - 03/30/19 05:07 PM Re: I MAKE 100 COLD CALLS EVERY DAY & LOVE IT! [Re: Lucky Leonardo]
NewAgent2019 Offline
Junior Member

Registered: 03/25/19
Posts: 5
Loc: New Jersey
How is mojo neighborhood data quality? Anyone using?

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#464016 - 03/30/19 09:33 PM Re: I MAKE 100 COLD CALLS EVERY DAY & LOVE IT! [Re: Lucky Leonardo]
CTC Offline
Member

Registered: 01/19/19
Posts: 11
Loc: CA
WOW this is gold.

Top
#464017 - 03/30/19 09:40 PM Re: I MAKE 100 COLD CALLS EVERY DAY & LOVE IT! [Re: Lucky Leonardo]
CTC Offline
Member

Registered: 01/19/19
Posts: 11
Loc: CA
Lucky if I remember correctly you list 100 houses a year. Are you getting about 1,000 leads a year more or less ? Assuming you have a 10% conversion..
This is so valuable thank you for sharing

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#464018 - 03/31/19 07:18 AM Re: I MAKE 100 COLD CALLS EVERY DAY & LOVE IT! [Re: CTC]
Lucky Leonardo Offline
Major Contributor

Registered: 12/26/09
Posts: 2144
Loc: CA
Originally Posted By: CTC
Lucky if I remember correctly you list 100 houses a year. Are you getting about 1,000 leads a year more or less ? Assuming you have a 10% conversion..
This is so valuable thank you for sharing


I have never listed 100 houses a year!

The most I have listed was around 60 when the prices were much lower.

I have never generated more than 250 leads in a year.

My 10 % conversion rate is a forecast based on the intensity of the lead follow up I intend to do, what I think & hop to prove is possible, and actually forcasts that Mike Ferry used to promote. Time will tell.

Top
#464019 - 03/31/19 08:15 AM Re: I MAKE 100 COLD CALLS EVERY DAY & LOVE IT! [Re: Lucky Leonardo]
leaf fan Offline
Member

Registered: 10/01/16
Posts: 114
Loc: Ontario
Originally Posted By: Lucky Leonardo
Originally Posted By: Daniel1234
Originally Posted By: Lucky Leonardo

Hey Leaf fan:

As per Mojo reports....14% contact ratio for March so far (I call the same community 3 times consecutively, each time thru i picked up 2-3 leads)....about 40 leads this month....1 for 150 contacts.


I've talked to 14,000 contacts this year so far and made 19 leads in total. Embarrassing!
My definition of a lead is a lead who has a strong reason to move in the next 6 months but not longer and has not committed to another realtor yet.
Since January, I monitored myself and I do find 1-2-3 sellers daily (I do 200-300 contacts a day) but they either are committed to an agent (so committed they often hang up on me) or they have a relative who will hire.

Pretty much everywhere in GTA turn over is 3-5%, that means 3-5 homes in 100 sell per year therefore only 2 in 100 sell in 6 months.
So I do discover the sellers kind of but they're not leads for me.

On another hand,lots of people hang up on me when they hear the word real estate, they say no even before I finish my script. Lol I once made an experiment and instead of asking them if they want to sell I asked them if they want to keep their house. Majority said automatically no.
So I bet there are some sellers among these folks somehow.

If you generate 1 lead in 150 contacts with a 15 seconds script that can hardly give you any chance of rapport so prospect will be honest and open to you, and also these leads are clean with no attachment to another realtor, in this market here in GTA, you are a maestro Lucky.



Obviously, when I get a potential lead, I spend more than 15 seconds on the line qualifying them.

This time of year, your definition of a lead is WAY OFF by being too rigid. Stop listening to Mike Ferry. His rigidness with leads is unrealistic in most markets. And it's just Marketing. Its NOT what most agents are doing!!!! That is a fact!!!! It's just like the Marketing of Teams he parades on stage to sell his Coaching. Its not what's profitable for most markets and agents. It gets everyone excited & sells his coaching. That is not what the most profitable agents are really doing!!!!!

Right now, you should take anyone who says they are are going to sell this year. You keep those leads forever as long as they say they still need to sell, or until they actually do sell, or when they definitively say they have changed their mind and not selling anymore., or when you've called them to death and they just don't answer the phone. You want to cultivate a PIPELINE OF MUST SELL LEADS that is as large as you can handle. I mean, wouldn't you rather be following up on a huge pipeline of MUST SELL LEADS than prospecting for leads all the time??????

Look at it this way. When you have no business, or you have no pipeline of leads, you need to prospect your brains out and fill your schedule with 5-10 hours a day, 6 days a week, of lead generation, to build a big book of potential business to follow up on. Your book of potential business must be HUGE because most will change their mind, many won't answer the phone anymore once you have generate them, some will list with someone else, some won't pay a decent commission, some will sell themselves etc. etc. There is a magic number for every agent which will be their conversion rate for a saleable listing. it should be around 5-10%. So in other words, if you generate 100 Must SELL leads is a 12 month period of time, you will only have a pipeline of 70-80 leads at a given time because of attrition.
At a 5% conversion rate you will only take 4 listings in a year. That sucks. Its April now!!! Peak month for people to descide if they going to sell this year. If they are going to do it, they will have decided by now. WHY IN THE WORLD WOULD YOU BE SO RIGID IN YOUR DEFINITION OF A LEAD IN APRIL????? ANYONE WHO SAYS THEY ARE GOING TO MOVE THIS YEAR KNOWS BY NOW. KEEP THEM!

THIS IS NOT ROCKET SCIENCE.
BUILD THAT PIPELINE AND KEEP YOUR FACE IN IT EVERYDAY. SUCCESS IS YOURS...

I've said this before....what would you rather have...a list of 50,000 numbers to call or a PIPELINE OF 500 MUST SELL LEADS??

Now....As Mike Ferry Says....Pay ME!!!!!

Not Him! LOL!!!!!!


Right on brother!!!

I may have missed this? Re: your current leads...are you strictly calling them back or are you adding in email/mail etc?

Top
#464032 - 03/31/19 03:02 PM Re: I MAKE 100 COLD CALLS EVERY DAY & LOVE IT! [Re: leaf fan]
Lucky Leonardo Offline
Major Contributor

Registered: 12/26/09
Posts: 2144
Loc: CA
Originally Posted By: leaf fan
Originally Posted By: Lucky Leonardo
Originally Posted By: Daniel1234
Originally Posted By: Lucky Leonardo

Hey Leaf fan:

As per Mojo reports....14% contact ratio for March so far (I call the same community 3 times consecutively, each time thru i picked up 2-3 leads)....about 40 leads this month....1 for 150 contacts.


I've talked to 14,000 contacts this year so far and made 19 leads in total. Embarrassing!
My definition of a lead is a lead who has a strong reason to move in the next 6 months but not longer and has not committed to another realtor yet.
Since January, I monitored myself and I do find 1-2-3 sellers daily (I do 200-300 contacts a day) but they either are committed to an agent (so committed they often hang up on me) or they have a relative who will hire.

Pretty much everywhere in GTA turn over is 3-5%, that means 3-5 homes in 100 sell per year therefore only 2 in 100 sell in 6 months.
So I do discover the sellers kind of but they're not leads for me.

On another hand,lots of people hang up on me when they hear the word real estate, they say no even before I finish my script. Lol I once made an experiment and instead of asking them if they want to sell I asked them if they want to keep their house. Majority said automatically no.
So I bet there are some sellers among these folks somehow.

If you generate 1 lead in 150 contacts with a 15 seconds script that can hardly give you any chance of rapport so prospect will be honest and open to you, and also these leads are clean with no attachment to another realtor, in this market here in GTA, you are a maestro Lucky.



Obviously, when I get a potential lead, I spend more than 15 seconds on the line qualifying them.

This time of year, your definition of a lead is WAY OFF by being too rigid. Stop listening to Mike Ferry. His rigidness with leads is unrealistic in most markets. And it's just Marketing. Its NOT what most agents are doing!!!! That is a fact!!!! It's just like the Marketing of Teams he parades on stage to sell his Coaching. Its not what's profitable for most markets and agents. It gets everyone excited & sells his coaching. That is not what the most profitable agents are really doing!!!!!

Right now, you should take anyone who says they are are going to sell this year. You keep those leads forever as long as they say they still need to sell, or until they actually do sell, or when they definitively say they have changed their mind and not selling anymore., or when you've called them to death and they just don't answer the phone. You want to cultivate a PIPELINE OF MUST SELL LEADS that is as large as you can handle. I mean, wouldn't you rather be following up on a huge pipeline of MUST SELL LEADS than prospecting for leads all the time??????

Look at it this way. When you have no business, or you have no pipeline of leads, you need to prospect your brains out and fill your schedule with 5-10 hours a day, 6 days a week, of lead generation, to build a big book of potential business to follow up on. Your book of potential business must be HUGE because most will change their mind, many won't answer the phone anymore once you have generate them, some will list with someone else, some won't pay a decent commission, some will sell themselves etc. etc. There is a magic number for every agent which will be their conversion rate for a saleable listing. it should be around 5-10%. So in other words, if you generate 100 Must SELL leads is a 12 month period of time, you will only have a pipeline of 70-80 leads at a given time because of attrition.
At a 5% conversion rate you will only take 4 listings in a year. That sucks. Its April now!!! Peak month for people to descide if they going to sell this year. If they are going to do it, they will have decided by now. WHY IN THE WORLD WOULD YOU BE SO RIGID IN YOUR DEFINITION OF A LEAD IN APRIL????? ANYONE WHO SAYS THEY ARE GOING TO MOVE THIS YEAR KNOWS BY NOW. KEEP THEM!

THIS IS NOT ROCKET SCIENCE.
BUILD THAT PIPELINE AND KEEP YOUR FACE IN IT EVERYDAY. SUCCESS IS YOURS...

I've said this before....what would you rather have...a list of 50,000 numbers to call or a PIPELINE OF 500 MUST SELL LEADS??

Now....As Mike Ferry Says....Pay ME!!!!!

Not Him! LOL!!!!!!


Right on brother!!!

I may have missed this? Re: your current leads...are you strictly calling them back or are you adding in email/mail etc?


Hey Leaf fan...I’ve contracted a newsletter company to mail their newsletter every other month. On key months, I mail postcards I’m there monthly.

Top
#464033 - 03/31/19 03:06 PM Re: I MAKE 100 COLD CALLS EVERY DAY & LOVE IT! [Re: Daniel1234]
Lucky Leonardo Offline
Major Contributor

Registered: 12/26/09
Posts: 2144
Loc: CA
Originally Posted By: Daniel1234
Originally Posted By: Lucky Leonardo

Obviously, when I get a potential lead, I spend more than 15 seconds on the line qualifying them.

This time of year, your definition of a lead is WAY OFF by being too rigid. Stop listening to Mike Ferry. His rigidness with leads is unrealistic in most markets. And it's just Marketing. Its NOT what most agents are doing!!!! That is a fact!!!! It's just like the Marketing of Teams he parades on stage to sell his Coaching. Its not what's profitable for most markets and agents. It gets everyone excited & sells his coaching. That is not what the most profitable agents are really doing!!!!!

Right now, you should take anyone who says they are are going to sell this year. You keep those leads forever as long as they say they still need to sell, or until they actually do sell, or when they definitively say they have changed their mind and not selling anymore., or when you've called them to death and they just don't answer the phone. You want to cultivate a PIPELINE OF MUST SELL LEADS that is as large as you can handle. I mean, wouldn't you rather be following up on a huge pipeline of MUST SELL LEADS than prospecting for leads all the time??????

Look at it this way. When you have no business, or you have no pipeline of leads, you need to prospect your brains out and fill your schedule with 5-10 hours a day, 6 days a week, of lead generation, to build a big book of potential business to follow up on. Your book of potential business must be HUGE because most will change their mind, many won't answer the phone anymore once you have generate them, some will list with someone else, some won't pay a decent commission, some will sell themselves etc. etc. There is a magic number for every agent which will be their conversion rate for a saleable listing. it should be around 5-10%. So in other words, if you generate 100 Must SELL leads is a 12 month period of time, you will only have a pipeline of 70-80 leads at a given time because of attrition.
At a 5% conversion rate you will only take 4 listings in a year. That sucks. Its April now!!! Peak month for people to descide if they going to sell this year. If they are going to do it, they will have decided by now. WHY IN THE WORLD WOULD YOU BE SO RIGID IN YOUR DEFINITION OF A LEAD IN APRIL????? ANYONE WHO SAYS THEY ARE GOING TO MOVE THIS YEAR KNOWS BY NOW. KEEP THEM!

THIS IS NOT ROCKET SCIENCE.
BUILD THAT PIPELINE AND KEEP YOUR FACE IN IT EVERYDAY. SUCCESS IS YOURS...

I've said this before....what would you rather have...a list of 50,000 numbers to call or a PIPELINE OF 500 MUST SELL LEADS??

Now....As Mike Ferry Says....Pay ME!!!!!

Not Him! LOL!!!!!!


Thanks Lucky!
From your response I am assuming you do take a lead committed to other agent and follow up on it.


I always ask if they are committed to this agent or are they open to interviewing another top agent to make sure they’ve chosen the right person for the job.

If they’re committed I don’t take the lead.

Top
#464036 - 03/31/19 06:40 PM Re: I MAKE 100 COLD CALLS EVERY DAY & LOVE IT! [Re: Lucky Leonardo]
Daniel1234 Offline
Veteran Member

Registered: 01/09/16
Posts: 534
Loc: Canada
Originally Posted By: Lucky Leonardo

I always ask if they are committed to this agent or are they open to interviewing another top agent to make sure they’ve chosen the right person for the job.

If they’re committed I don’t take the lead.


Got it, thanks!

Top
#464037 - 04/01/19 07:04 AM Re: I MAKE 100 COLD CALLS EVERY DAY & LOVE IT! [Re: Lucky Leonardo]
Z06Fanatic Offline
Member

Registered: 08/06/16
Posts: 454
Loc: US
Q2 let's go!!!! I was watching something from Jeff Glover - he has a huge team in NJ and is a big proponent of phone prospecting. He says we should "own the morning" - be very consistent with prospecting from 8-12 and treat it as something you must do. For me the morning is when I have the most energy, the highest pickup rate, etc - OWN THE MORNING.

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