My definition for Live Contact: Live Contact is a meaningful conversation regarding the real estate buying or selling process. Leaving a voicemail doesn't count…sending an email doesn't count…them saying, "I'm eating dinner, can you call me back?" doesn't count either. OK, so you have a new lead. You need to make your first attempt at calling them within 15 minutes, unless of course it's before 8 am or after 8 pm. For me, Saturday and Sunday are fair game.

There are 3 reasons for this.

First, there is a good chance they are just beginning their home search and you could be the first agent they speak to. If this is the case, you have just increased your chance of becoming their agent of choice by 80% (or more!).

Second, if you wait, you risk the chance of not being able to reach them on the phone, and even if you do, they won't remember that they even gave you their information.

Finally, there's a good chance they could still be on your site searching for homes when you call. Imagine the impact that makes on your potential client when you call them to offer your undying loyalty and support and they're still looking at the home of their dreams.

Here is the phone script I use. Don't change it. It works like crazy!

When they answer the phone you say "Hi, this is ___________. You were on my site searching for homes. If you're like the other clients I'm working with you're probably just starting your home search. What type of home are you searching for?" and then be quiet.

This is all about them, not you. They don't need to know what team you're with or what brokerage you work out of. It's not important. Your only goal is to ask open-ended questions so you can learn all about them, their family, their plans, and their dream home.

If you get voicemail, here is the script to use. "Hi, this is ________. Give me a call back on my cell phone at 111-222-3333." This does several things. It peaks their interest as to who you are because you don't say why you're calling or who you work for. It breaks down their defenses by leaving your cell phone instead of an office number and an extension. The most important thing it does is get A LOT of returned calls!