What we are doing with this habit is getting into a routine of setting aside an hour, several times a week, where we focus on connecting with potential customers and setting up appointments.

Start with calling (or texting) five past clients or other centers of influence.

Then have five new conversations.

For this, you can follow up with online leads or leads from an open house that you didn’t have time to have an in-depth chat with. You can even talk to people you meet while out getting lunch or coffee and wearing your company name badge.
Your database is another good place to go for connections. You’ll probably find plenty of people whom you don’t know there. They will at least know of you from getting emails and mailers. Call them!

Tom Ferry - OnDemand Summit 2021