Details on My 15 Calls a Day

After my recent post on making 15 outbound phone calls a day, I received a few request for more information on how I track and what I say on these daily calls. So here you go.

I try to make these calls between 9:00 and 11:00 each morning. When I procrastinate (or have other obligations) my success rate goes WAYYY down. I'm a morning person.

If I don't complete 15 calls one day, I increase the next day’s calls to make up for the shortage. I have found that having specific rules and structure is critical to my success with this strategy.

Track each day. This is a link to the form I use, my Daily Call Sheet.  It's pretty simple, but tracking is a big part of making this all work. 

Have something to talk about.  Keep a tickler file of ideas.   Here are a few of the things I have mentioned (or will be mentioning) during a call to give you some ideas:

a.  "I'm updating my database and want to make sure I have your email and contact info correct.  I try to email market updates and info that will help you and your clients and I want to make sure you are getting my emails."

b.  We have 85% SFR Investment loans

c.   New lot loans up to 90% LTV on a 15 year term

d.  Promote an event:  WCR luncheon, CE class, Turkey shoot, Rappelling etc.

e.  Set lunch appointments

f.  Follow up on past leads

Here is a basic outline of the call:

Connect:  "Hi, this is Bliss Sawyer with Security Home Mortgage and I wanted to touch base and see how you are doing."

Offer information:  See No. 4 above

Ask for referrals:  "By the way, do you have any clients that need to get prequalified?"

Finish the call:  "Let me know if there is anything I can do for you or your clients.  I'm available evenings and weekends as well."

I highlight in pink if there is a lead from the phone call or an action to be taken.  My goal is at least one line highlighted each day.