Studies show the more persistent you are with lead follow up, the more likely you are to convert your leads. For a lead that provides valid contact information, agents have a 93% chance of making contact after 6 attempts, versus only 39% with one attempt*. While this does not seem like rocket science, real estate agents get busy and don’t always make the time to call their leads 6 times.
One way many real estate agents make time for solid prospecting is by holding a call night. So, what’s a call night? It’s a night (Thursdays typically are best) where agents set aside a block of time (3 hours is normal) and they call a database of leads. It’s best to go into the night with a goal for the number of contacts you want to make and the number of appointments you want to set.
Call nights are a common best practice among many of BoomTown's most successful real estate teams and brokerages. In hopes that our clients would make this a regular event, we recently hosted our very first BoomTown Call Night. We invited all of our agents to sign up in a database where they could input their goals for the night. We also provided suggestions on how to make the most of their call night, which included providing pizza and beer and having a bell to ring anytime an appointment was set.
During BoomTown Call Night our team cheered on our clients through Twitter (#BTCallNight) and on our Facebook communities. We even gave away prizes for the most creative team photo and best tip/take-away from the night. One lucky participant won a Flip UltraHD Video Camera through a random drawing!
Once the event was over we asked participants to share their results in the sign up database. Out of the 50 agents that provided their results, there were 1,704 total calls made. From these calls the agents set a total of 78 appointments! That’s a 4.57% call-to-appointment conversion rate. For a three hour time period, that’s incredibly productive! Just imagine how much additional business agents could generate if they held these call nights once a month. This truly shows the power of scheduling solid prospecting time into your schedule.
We’re so proud of our BoomTown Call Night participants and congratulate them on a very successful event!
*From the Leads360 study Six Calls Equals Success