Question 1

How often should you call your past clients?

Accepted Answer

Trent Mathis splits them. The A list, meaning the people with high potential or who already refer, get a personal phone call from him at least once every 30 days. The B list gets a call once a quarter. Everyone receives mailings at least quarterly regardless.

Question 2

Should you prospect at your normal desk?

Accepted Answer

Mathis keeps a separate prospecting room where nothing else is done. Ren Jones explains the reasoning: if the administrative work is even ninety degrees away, an agent will turn to it rather than prospect, because they would prefer it. Transactions are handled in another room entirely.

Question 3

How do you keep a prospecting team accountable?

Accepted Answer

Mathis has each agent work out their own numbers, the contacts, leads, listing appointments, listings taken and days they will work that month, and posts them on a board. The numbers are set together so each agent understands what their own goal requires of them.

Question 4

How do you celebrate a booked appointment without derailing the room?

Accepted Answer

Mathis rings a bell. It keeps the celebration to a few minutes rather than fifteen, and Ren Jones points out the second effect: everyone still on the phone hears it and is reminded that appointments can be set today, which sends them back into the calls.

Question 5

When should a new agent get coaching?

Accepted Answer

Mathis waited until the end of his first year, when he realised he knew how to do 24 transactions and would have done more if he had known how. He signed up the day he reached that conclusion, and his production roughly doubled the following year.