Creating an AM/PM Prospecting Workflow

The AM/PM Method of prospecting is something we've used in our residential team to maximize the effectiveness of call attempts in specific.

The theory behind contacting leads in both the morning and evening is that there's no reason to be calling a lead at the same time every day if they're not picking up. The chances that they might be working a job or always busy at that time are high, so we need to get creative on what times we should contact them.

A contact attempt is simply 'dialing' a lead, regardless of whether they pick up or not. We do not count email/text as contact attempts in our books due to the lower response rate in comparison to a dial.

Real estate is a business that although can be streamlined and simplified with innovative technology, is ultimately a people business. You earn business by helping people face-to-face and a phone call/zoom is the closest thing we can do without meeting our clients in-person.

We follow the rule that the best-practice for attempting to establish contact with online leads is 8-12 contact attempts. Agents can choose whether they want to give up on a lead at 8-12 attempts. You could go beyond 12, though we highly recommend to not go less than 8 contact attempts. This is because 80% of sales are made on the 5th-12th contact.

If after 4 contact attempts in the AM, you are still not able to establish contact with a lead, we recommend you switch your time prospecting that lead to later in the day (PM) for a greater chance of getting a hold of them. This combined with 'Creative Prospecting', which we teach in our Skool Community, create the best odds of you establishing a connection with your leads.