Today was a bit of a trick bag. I had a morning appointment that had to be attended that wouldn’t wrap up until 11am. From there I had to balance a big family day with making these calls.
It was already determined that family day would be broken down into two parts. The first is that I would be taking them to a meal and to see the new Start Wars movie. They’ve been chomping at the bit about that and it was time to make good on my promise. The second was that my wife had determined that New Year’s Eve would be family game night and maybe watch a movie till kids fell asleep or the New Year arrive.
These types of scheduling things create a bit of stress as what is essentially happening is the calendar is getting over loaded.
So we decided to go do the move/meal thing first and that pretty much had me sitting down to call at 5pm. Evening calling always has a high pickup rate and with more people being home for New Year’s Eve I expected that effect to be enhanced. And it was.
Unlocking the Power of the Phone
Contact rate was over 30% which resulted in me contacting the full 100 people in just 101 minutes. That’s pretty fast. The one lead I connected with said they are DEFINITELY moving in 2016 as soon as the school year wraps up as his wife is a high school teacher and she’s going to retire this year so they can move out of state to be closer to grandchildren. Told me to call him in April and send info in the mail and stuff. Nice. THOSE are the kinds of leads I want more of.
Here’s the stats:
I decided to keep at it today and go for a personal record of 200 contacts. Made it happen too. It felt like it took forever. I didn’t get done until just before 6:30pm though I started just after 9:30am. For all that effort I only got one 6-12mo lead too. Seems strange since I had a string of days before Christmas where I got 2 leads per day with just 100 contacts. I guess it’s time for it to balance out.
Here’s something I’ve learned while cold calling. You’re never on the phone as much as you think you are. Various types of “stuff” interjects in productivity. Mojo said that I had 214 minutes of dialing time and 243 minutes total. How I ended up with 30 minutes of “lost time” in there I don’t know but the timer doesn’t lie. You do have to switch lists and stuff but it doesn’t seem like I was “offline” for 25+ minutes doing that.
I think that the BIGGEST problem is lunch. Which takes way WAY too much time if you ask me. Here’s the final figures for the day – as you can see, I was a bad boy and didn’t do my follow up calls:
Rather uneventful day today. No leads. It happens. Which is why you focus on the process and not the results.
Received some good news today. Got an offer on one of my listings. One that I got from a cold call lead back in 2014 and followed up with. Now we have to see if we can make it stick.
Here’s the figures from today’s calling session:
So I went a little bit further today and contacted 125 people. Seven of those were follow up contacts. I was cold calling raw lists only today which pushes down the contact ratio which happened to end up just under 18% when all was said and done. I’m actually surprised it was that high. I’m guessing that there were more people home this week than normal.
Here’s the stats for today for the campaign:
Being that it’s the end of the year it seems as if it might make sense to kick off my 100 Days of Prospecting on the first of the year. My thoughts are that that’s a form of procrastination and procrastination is the enemy. Why not start now?
Besides, if January 1st is going to be the biggest calling day of the year (and it is) then why not hit that day with some momentum instead of trying to get the train rolling on the first of the year? So I started calling today as planned.
My plan is to post up each individual day’s calling stats side-by-side with the running tally of the entire 100 Days of Prospecting campaign. So here’s the results of Day #1. Obviously…today is the only day where the two are going to be exactly the same.