The 7 Steps to Knowing the Best Time to Prospect

Last week I received an email from one of my coaching clients.  He asked a question that we receive on a regular basis.  He asked when is the best day and time of day to call.

Great question.

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The answer is there is nothing that says a certain day at a certain time is the best time to call.  To be sure, you can google this topic and find information that will tell you many different answers.  But the truth is, there isn’t a magic bullet.

There is, however, optimal times for you to call your database of prospects.  You simply have to figure out when those times are.

Before I get into how that is done, I want to address a fallacy.  Many who are in sales try to time their prospecting like someone would try to time the stock market.  This is a bad idea.  Your results will always be better – over time – if you consistently prospect on a daily basis.  You just need to keep doing it.

I’m excited to be preaching this weekend at my home church, Owensboro Christian Church.  I’ve gone to this church since my family began going when I was 10 years old.  I even met my wife there in children’s choir (if you are wondering, I don’t really sing but she sings like an angel.)

We are going through a series called Draw Near, Stand Out:  Holiness in the Book of Leviticus.  Understanding that Christians live under grace and not law, we can still learn so much about the character of God by taking a look at His law.

This weekend I will be preaching on ‘Does How I Conduct Business Matter to God?”  Work is good.  God works in creation, in His provision to all of us, and by enabling us to carry on His work.  However, His redemptive work was completed on the cross.  So if we are not on a performance based acceptance with Him, how are we to go about our work in a way that honors Him and serves others?  Tune it to hear how!

Service times are Sat. night (Feb 28) at 5:30 pm Central, and Sunday morning (March 1) at 8:30 am, 9:45 am, and 11:00 am Central time.  You can watch live by clicking on the link below at those times.  My best!

Date: March 1, 2015
Time: 8:30 am - Noon Central
Event: Preaching - Owensboro Christian Church
Topic: Does How I Conduct Business Matter to God
Venue: Owensboro Christian Church
270-683-2706
Location: 2818 New Hartford Road
Owensboro, KY 42303
US
Public: Public

Why You Should Time-Block to Maximize Your Productivity

This post is about WHY you should time block. I’ve attached a worksheet at the bottom you can download for free. The worksheet is all about HOW to time-block. It is my gift to you because you rock and I’m thankful for you.

At the beginning of 2014, I posted a reader’s survey which hundreds of you took part in (thank you, by the way.)  One question I asked was which topic that I write about do you enjoy the most.  The clear winner was productivity.

productivity, time blocking, time management

This is me with no margin in my life.

I asked another question about the biggest problem you are facing right now.  The overwhelming winner here was ‘not enough time.’

For all of you who can relate, this post is for you.  Frankly, I often find myself in the same boat.  What I wouldn’t give for 30 hours in a day or 8 days in a week.  Time-blocking is the single most impactful tool I use to maximize my productivity.

Time blocking is the practice of scheduling appointments with yourself, on your actual calendar (whether a digital camera of a DayTimer if you are my mom), and then honor your appointments with yourself.

I believe everyone should maximize their productivity by time-blocking for these 5 reasons.

The 3 Ways to Build Your Prospecting Database

I coach new to the business (N2B) commercial real estate brokers with the Massimo Group.  In my web-call with my newest group today, I was asked the question that I get asked most often.  How do I find the numbers for the prospects I need to be calling?  That is a key question, is it not?

For those of you who have never seen one of these - it is a Rolodex.  Ask your boss about it.

For those of you who have never seen one of these – it is a Rolodex. Ask your boss about it.

Do you remember the second half of 2008 – when the economy completely tanked?  You may recall how the sky was falling.  Everything changed.  Many in the CRE industry didn’t make it.

For the number of years before that time, a monkey could have made six figures.  Transactional velocity was everywhere.  Cap rates were compressing.  Capital was cheap and readily available.  Deals would just walk in your door.  But when the market turned, top producers kept succeeding while others fell away.  How did they do it?

How to Win More Business with the Jehoshaphat Close

My family and I started going to church when I was 10.  That year, 1987 or ’88, I was in my first youth musical. It was called Fat Fat Jehoshaphat. I still go to that church.  In fact, I met my wife in that youth choir.

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Many of you may not know this about me, but I am a Sunday School teacher.  It may be the most fun and rewarding thing I get to do every week.  I’m going to share with you my favorite closing technique, and it is straight from the Old Testament.

Now I understand some of you aren’t the bible-believing type.  That is fine.  I challenge you to hang with me for the next couple minutes.  I promise you there is something for you in this post.

How to Thrive as a New to the Business (N2B) CRE Webinar

CRE brokerage does not come with a playbook or a manual.  It is super easy to get into CRE, but very difficult to survive – let alone thrive.  In this webinar, we discuss:

  • How the N2B broker should spend their time to rapidly ramp up their career
  • How to implement a targeted prospecting system to generate consistent deal flow
  • How to track your metrics and analyze your pipeline

For more information on the N2B Program through the Massimo Group, CLICK HERE.

Win More Meetings with the New AIDA Technique

“Put that coffee down.  Coffee is for closers.” ~ Blake

In 1992, a movie came out titled Glengarry Glen Ross based on a play of the same name.  It is a classic sales movie – more for the cast than the ethics for sure.  You get to see Al Pacino, Alec Baldwin, Jack Lemmon, Kevin Spacey, Ed Harris, and Alan Arkin.

putthatcoffeedown

In one scene, Blake, played by a young Alec Baldwin, holds a meeting with the sales staff.  In that meeting, he introduces to the team the AIDA method of prospecting.  (If it weren’t so R rated, I would provide a youtube link to this scene.)

  • Attention – “Do I have your attention?”
  • Interest – “Are you interested?  I know you are ‘cuz it is…”
  • Decision – “Have you made your decision for Christ?”
  • Action – “And action.”

You can trace the first iterations of this method all the way to the 1900’s.  At the Massimo Group, we believe this method is outdated.  So we’ve come up with our own version.  Our version allows anyone in sales to secure more meetings through their prospecting.

Free Webinar - How to Thrive as a New to the Business Broker

Join Rod Santomassimo, founder and president of the Massimo Group, and I as we share how to thrive as a N2B broker.  We are also going to announce two exciting offers during the webinar.

If you are a CRE broker with 2 years of experience or less, you should be on this webinar.  If you employ new brokers, or are trying to recruit them, you should be on this webinar.

The session referenced in this video filled up so quickly we had to open up a 2nd session.  The second session is at 3pm Eastern today.

You can REGISTER HERE.

Join us for an engaging, educational and fun roundtable with the CRE Social Media Breakfast Club!

We will be discussing the power of social media with true stories of success and failure.  Learn about all aspects of social media with real-life examples, discussion and debate.  Come learn how these CRE joe’s have used social media to expand their network and grow their business brands…and how you can too!

With special guests:

Hosted and Sponsored by Matthew Smith and RealNex!

Date: January 21, 2015
Time: 12:00 p.m. Eastern
Event: CRE Social Media Breakfast Club - Free Webinar
Topic: CRE Social Media Breakfast Club - Free Webinar
Sponsor: RealNex
Public: Public
Registration: Click here to register.