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.


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.

So assuming you are going to prospect for a period of time daily (and only the top performers will), they key is to figure out when each day is the best to call.  Here is how you do it.

7 Steps to Know When the Best Time to Call Your Database

  1. Create a system for scheduling your time.  This will not work if you aren’t intentional.  You can take a look at this post about time-blocking for one way to do this.
  2. Call at the same time every day for an entire week.  And when I say call, I mean for at least an hour.  What you are trying to do is collect enough data points to be statistically relevant.  Five calls a day isn’t going to be enough.  And if this seems like a lot to you, then you will have the added benefit of finding more opportunities than you have in a long time.
  3. Track your results.  You need to track everything.  How many dials did you make?  How many connections?  How many voicemail?  How many gatekeepers?  The numbers tell the story.
  4. Try this again the next week at a different time.  Now you are moving into something marketers call A/B split testing.  The idea is to compare 2 different time slots based on metrics, and choose which works the best.  Once you have data from two different weeks, you can start comparing.
  5. Repeat.  So a week at a time, try different blocks of time constantly comparing them to each other.  What you find is that each day will start to have certain times where you will get the best results.  But take the long view.  Run this experiment for 6 months.  Gather a tremendous amount of data.  Repeat the times that produce to best results to prove it wasn’t an anomaly.
  6. Build your week around those times.  At this point, you will know what time is the best time to call each day of the week – for your database.  Protect those times.  Prospecting is the most important activity for a sustainable and vibrant career.
  7. Continue to tweak your results.  Don’t just run this experiment for 6 months.  You should always be tracking your results.  You should also always be adding to your database.  Your results should change as a result.

Saved Rounds (Parting Thought)

There is an added benefit to this system.  You are going to be calling more.  I have been coaching CRE brokers for over 4 years now, and very few were making calls on average of 1 hour a day.  It is sad.  Don’t let the fear of the phone hold you back from your potential.  Don’t make excuses about the time of the day to justify calling. If you don’t put this system into effect in your own business, then just pick up the phone on a daily basis.

To help you apply this system, I’ve created a quick and dirty spreadsheet to help you plan and track your results.  You can download it below.

Grab Your Free Spreadsheet

There was an issue loading your timed LeadBox™. Please check plugin settings.

Please note: I reserve the right to delete comments that are offensive or off-topic.

  • It is amazing how much of sales is discipline. It is the most misunderstood point of all. No matter what people talk about when it comes to sales and getting the job done, you have to be so focused and believe that it really does work. I wonder if there is a magical point where you finally believe in it and begin to stick with it. Over and over I see the same message about sales and yet so many do not do it. Something must finally click and make people realize that it does in fact work. There seems to be no replacement for doing the hard work but we all want to find that magic bullet!! Great post Bo.

    • I agree with you Linda. It is hard work. Clients are asking me for scripts all the time. I am so not a fan of scripts. But you are so right – there is no magic bullet. It is work and implementing the best practices of the super successful.