We have tried several times during the days and evenings calling our leads to figure out the best time. We definitely talk to more people between 4pm and 7pm at night. The key of course is the contact.
I have seen so many Agents, mine included, who will call a lead once and then never call again. What a waste of a potential sale. One Agent said to me once, "if they don't call me back, they must not be really interested". Another said, "I'm not going to chase anyone to work with me, they should be happy that I'm going to work for them". I said, "REALLY?!"
The key to success in Real Estate, or any sales industry, is prospecting. This means picking up the phone and calling your leads. For those of us who have chosen the Internet path, this makes life very easy. You have a database, you have leads in your database, you are sending them listings, then call them...it's a warm call and they will be happy you called! What a concept!
If you call someone during the day and it is a home number, then you need to call back at night. If you call and it's a cell phone during the day, you might need to call at night. Most people aren't Realtors and don't have access to their phones all day like we do. If you call at night and it's a work number, you need to call during the day. This isn't rocket science (I say that too much these days), but if you look at yourself in the mirror, are you doing it? Are you calling your leads more than once. I believe you should call and leave a message at least 3-4 times before you stop trying. Then, after a week or so if they are active in the system, call them again. Do we like to chase leads? Of course not, nobody does, but those who prospect (chase) sell more homes.
To see the report, go to: http://www.leadresponsemanagement.org/lrm_study
Have a great day!
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