Prospecting Success Tip: How to Make More Contacts per Hour - Kevin Ward

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To hear this on audio go to Kevin’s YESTalk Podcast: http://bit.ly/1z6Hx7L

In this video Kevin discusses one of the common questions from agents: how to talk to more people, so you can generate more leads, set more listing appointments, and take and sell more listings. Here are the seven steps to making more contacts and better quality contacts when prospecting.

1. Think speed between conversations. It's all about efficiency when you're not talking to someone. Walk faster. Dial faster. Get to the conversation faster. There are multiple ways to speed up your prospecting...such as Use an auto-dialer… (Use 2 phones with dual headsets and dial A while B is ringing.) Use office phone, not cell phone. Eliminate the gap between ending one call and dialing the next. EXAMPLE: Do not hang up between calls, just push the button to disconnect and get a new dial tone.
And keep dialing. Don’t read about the prospect before dialing their numbers. Look ahead to the next number during the last ring of the previous dial. When you're door knocking, knock only once…wait 10 seconds…knock again…leave card and go.

#2) Think quality on conversations…effectiveness. The goal is to always get something...an appointment, a lead, or at least someone to add to my personal circle. Expect quality conversations. Focus more on number of quality contacts per hour than on number of dials.

#3) Have enough prospects (numbers/doors) to fill the time.

#4) Stay on your scripts.

#5) Create a simple note taking system and take notes while in the conversation, not after you hang up. And use a headset so your hands are free to take notes.

#6) FOCUS on ONE THING...prospecting. Eliminate distractions or trying to multi-task (like checking email, texting, looking up property on MLS, etc)

#7) BEAT FEAR. Because it leads to procrastination and creative avoidance which means fewer contacts and less business.

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