When you call a recruiting prospect, what do you often hear on the other end?
I’m with a client right now and can’t talk…
I’m just walking into a meeting. Can I call you back later?
Can’t talk right now–I’ve got an urgent deadline on a transaction I’m working on…
Sometimes these responses are just brush-offs because they don’t really want to talk to you.
But often the prospect is truly busy, and you did just catch them at the wrong time.
How do you minimize these misconnects?
According to a high-performing leader I coach, you reach out to a prospect when they’re less likely to be distracted and more willing to talk.
Sounds simple, but I ask every one of my prospects: ‘Are you more of a morning person or a night owl?’
Then I remember their response when I’m scheduling reach outs.
If the individual is a morning person, I try to reach out from 8-9am.
If the individual is a night owl, I try to reach out between 5pm-6pm.
In both cases, I’m more likely to catch them when they’re still working but not tied with clients or other distractions.
And as a result, I connect more frequently and have more engaged conversations.
Attention to detail is a powerful weapon in the battle to recruit high-performing agents.
And yet it can be leveraged by anyone who cares enough to pay attention.
