The Three Ps that Hold Real Estate Agents Back from Prospecting Activity

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Jeb: Well, I think that for most people we have to start thinking about, when can you contact your prospects? So when I’m dealing with people that are, for example, they’re calling manufacturing. You be calling at 6:00 AM in the morning. If you were calling into any kind of commercial B2B business, and you’re calling C level people, you should be calling early in the morning. If you’re calling into a bank, probably you’re not going to get people at 6AM you need to call at 9AM.

So I think that what you have to do is you have to make a conscious decision about when the people that you’re calling are most likely to answer the phone or to have a conversation with you and if you call, for example, C level people in the afternoons, it’s very unlikely they’re going to answer the phone. They’re in the middle of their day. They’re in meetings. They’re dealing with all of the issues that have come up during the day. So for me, it always starts in the morning.

Now I’m a B2B salesperson. That’s what my company does. We jordan telegram data sell into other businesses and because of that, we begin our prospecting blocks at seven, and we typically run until around 10:00 AM. And then after that, we focus on things like inbound leads. We even do voicemail blocks, where all we do is call for voicemail. We will do our social media hours and then we’ll go in and do email.

But our in-person reaching out, trying to connect with people, always begins in the morning. There are a couple of reasons for that. One is that’s when we’re at our highest level of confidence. That’s when we feel the best. That’s when we have the greatest level of enthusiasm and energy. And because we sell into B2B it’s typically when the people that we’re calling are sitting at a desk and most likely to pick up the phone.

So in your world, the people in your audience, you have to look at your world the same way. Figure out when is the most likely time where the people that I’m calling are going to pick up the phone.

EA: Great. Excellent. You talk, Jeb, in the book, chapter seven is one of my favorites, about the three P’s that are holding you back. You describe as procrastination, perfectionism, and paralysis from analysis and how you disrupt the three P’s. As I spoke earlier, it’s certainly in my office.