Australia’s number one agent conducts prospecting calls for eight hours a day, three days a month.
According to James Tostevin of Marshall White & Co. in Melbourne, prospecting is the key to his success and a major source of neglect in the industry.
“Anyone could do what I’m doing, but a vast majority of salespeople, sales managers and principals simply choose not to,” Mr Tostevin, who was ranked number one agent in Real Estate Business Top 100 agents ranking, said.
For three days every month, Mr Tostevin clears his diary for eight hours of prospecting.
“I prospect for eight hours between 8.30am and 4.30pm, with a 10-minute lunch break only,” he said.
“Maintaining my concentration level is crucial, as is having intensity, focus, energy and sounding happy to speak to every single person.
“Jane, my admin personal assistance, answers my mobile when I’m prospecting. I accept some of these calls if I’m just finishing a call or I’m between prospecting calls.”
According to Mr Tostevin, the one-year anniversary contact call is a prospecting call every agent should be having with their clients, regardless of how few follow through.
“Once-a-year anniversary calls are one of the greatest areas of neglect in real estate – it’s much easier to retain a previous client than it is to find a new client,” he said.
“It is not a hard conversation to have - something like, ‘When we last spoke you were enjoying the property and were firmly entrenched and not looking to move in the immediate future. I assume nothing has changed at this point, that you intend to be there for some time?’”
The best time to make these once-a-year contact calls is around the Christmas period or the middle of the year, Mr Tostevin said.
“It is the ideal time to contact some of your previous clients,” he said.
“It’s easier to make conversation around a forthcoming holiday period.”