I hope by now I sound like a broken record. Time is money. Even more so when we are in the Field. As agents, we often have very slim windows to accomplish a lot of tasks on top of managing our personal lives, families and side hustles. Here’s 5 strategies I recommend to help you generate you more commissions and help maximize your field time.
1-Knock ’til Your Knuckles Bleed
This should be a given. However, many of us slack in this area. When managing a lead flow, it’s imperative that we make as many contacts as possible to increase our chances of getting more table time. Use missed appointment opportunities to show up at lead returns in the area your in. Plan your schedules accordingly. Active door knocking can pack your entire schedule never leaving you sitting in a Wendy’s parking lot wondering what to do other than smash down a couple of Jr Bacons that you’re only going to regret. Try door knock at least 5 homes a day before, after or during your appointments’ slots. Check out and app called Road Warrior to help you optimize your routes to be more time efficient.
2-Check Back with No Shows
A lot of times we get too frustrated with these situations and just blow off the lead. We might be super human, but we’re still human, so it’s going to happen no matter how good you are. Often times we just missed them by a few minutes or even passed them when leaving. Either way, going back in the same day the appointment was set will drastically increase your odds of getting your second chance at closing them for juicy premium. Don’t get frustrated with no shows. Just go back and try again. It’s a numbers game. Get to playin’.
3-Put Your Clients To Work
Whether you’re a networker, a LayUp Ninja, or a 5 Star Grass Roots Combat Networker, referrals are going to be your best supplemental lead at the greatest cost ($0) and provide the highest Return on Investment than any other lead source. Collect referrals from every sale you make and ask your client to get them on the phone to help you schedule their son or daughter to talk to you. Your setting ratio of referrals will drastically improve by setting the appointment in front of the person who recommended them. We call this “rolling referrals”. If you need help on how to do this, Follow Pete Fournier, Group Mentor of Tips, Tricks and Closers.
4-Smile and Dial (2s and 2s)
OK, it’s one of those days. Cold, rainy, maybe it’s snowing hard or maybe you’re simply hungover from Tuesday night’s wine and taco bender with your spouse who is already complaining they don’t see enough. Either way, sometimes your attitude is simply shit and you’re not going to be feeling up to start knocking on doors. I get it. But every agent in has enough time in-between every field appointment to make two calls before, and two calls after. The average agent can squeeze in an extra 50 calls a week just using this strategy. It’s just discipline. It’s a matter of actually doing. If you know your numbers, you can reverse engineer the effort to almost an exact mathematical formula of value. Check this example out.
50 Extra Calls
15 Contacts
5 Sets
3 Sales for 800 AP each
2,400 AP which is another $1,500-$2,000 for an average agent on a standard contract.
Do that every week and you could theoretically make yourself another of 100,000 by making one simple habit.
5-Create More Content
This is my personal favorite way to spend extra field time. Creating content for your social media during downtime in the field hours is a great allocation of time (if you are comfortable with your production for that time period) simply because you’re in the trenches. Everything is fresh and the content is raw. This is great to put your thoughts to paper and transform it into useful content that your social networks will appreciate. This is when your creative juices and ideas are flowing. When you’re in the action. It’s like making small deposits into your brand. Find time for this. The long term value will make your life a lot easier.
Needless to say, the time we spend in the field is valuable time. Every minute counts. Managing your time better will put you in the best position to succeed from your efforts. Some of these suggestions I made depend on other efforts as well. It’s about building a well oiled machine of habits. Field habits that feed your money machine.
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