S t r a t e g i c   T i p :

Increase your ability to make your highest priority follow-up calls by using the next call Reason field and then cherry-picking your hottest leads.

R e a l   T i m e   B e n e f i t s :

Once you begin to track your contacts -- for example, by setting logical next call dates for all of them -- you'll soon find that your daily call list in Today's business fills up. So if you're really busy, you could actually find that you have too many people to call!

Obviously, if you have to have a problem this is a good one to have, especially considering that we're talking about warm-calls, which are always much more productive than cold-calls (not to mention much more enjoyable). Still, it's not uncommon for top agents to have 100-200 of these follow-up calls in their list.

Typically, top agents make their calls whenever they have some spare time between appointments. However, when viewing such a long call list, with limited time to do it, it can be a challenging task to review all of the leads to decide their priority. Putting them all in a rolodex and flipping through them may take the entire 15 minutes you have until your next appointment!

Solution? When setting a next call date for a contact, ask yourself if the prospect is likely to make an appointment on the next call. If so, make a note to yourself in the Reason field explaining the purpose of the call. Then, next time you have only fifteen minutes until your next appointment you can really make the most of it. Simply go to your calls list and scan the Reason field for the most important calls and select only those calls for dialing.

R e a l   W o r l d   S c e n a r i o :

You call one of your listing prospects, a past client, to see how things are going. They mention they might be transferred. You ask if they'll sell if the transfer comes through. They say yes, but they also mention they won't know for sure until July, which is when they'll make the decision.

You tell them you'd be happy to help and will get back to them in late June to see if there is any early news. Naturally you set the Next call date for late June, but MAKE SURE you fill in the Reason field just below it, with a short comment like Transferred?.

Now when you come to your next call list, you can instantly zero in on your hottest leads, as opposed to your warm call follow-ups, simply by scanning the Reason column. There-sticking out as plain as day -- will be the notation Transferred?. Scan down a little further and maybe you'll see another notation like, How was trip? This will tweak your memory that these next prospects were going to visit their children in a distant state to decide whether to move close to them, thereby creating a need to sell.

Once you've prioritized your prospects in advance by associating a Reason with them, you'll being able to do what experienced TOP PRODUCER users call "cherry-picking": calling your hottest leads. And if you think making warm-calls is more fun than making cold-calls, well, you'll like cherry-picking even more.

In fact, when you're short on time, what better way to spend it then by dialing those people who are the most likely to put profits in your pockets? Create a hot lead rolodex, call these leads during your spare moments, and you'll find yourself in the right place at the right time, more of the time.

P r a c t i c a l   T e c h n i q u e:

• Click on Next call in Detailed Contact Entry or Quick Contact Entry
• When you set a next call date, be sure to enter an appropriate comment in Reason.
• Click on OK
• Click on OK in Contact Entry
• When the next call date comes, highlight Calls in Today's business and click on OK
• Scan the Reasons and highlight your hot prospects by holding down the control key (CNTL) and clicking.
• Once you have an appropriate number of hot prospects to fill the time you have, click on View. The selected prospects are immediately put into a rolodex so you can quickly review your notes and auto-dial your hot calls.

N e t w o r t h y:

For details on how to get even more out of TOP PRODUCER System 6, please refer to the TOP PRODUCER System 6 video training series

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