As we stand at the doorway of another new year, we’re wondering what new technology might pop up. Over the last few years we’ve seen a flood of new communication tools, toys and timesavers: I-phones, I-pads, texts, e-mails, Tweets, Facebook, the list is as long as the lines at any Apple store when it introduces a new product.

Don’t get us wrong. We’re not against any of these items. They all have a place in our personal and business lives. And yes, many can save us a lot of time and make our lives much easier. But we just want to make sure we don’t lose touch with, well, the human touch.

Call me old-fashioned, but to me, one of the most important tools for Realtors is – and always will be – the phone. Not the kind that you can take pictures with, surf the internet on or download apps for, but the regular old phone where you actually talk with a live human being. You know, a conversation. You say something then they say something.

There’s something uniquely special about a phone conversation. There’s an immediacy there you don’t get in e-mails. You can hear how the person emphasizes certain words and phrases. You actually get a real feel for the other person’s mood, how they feel, what they want and need. And it’s fast. You can get things done on the phone really quickly most times — especially with clients. With e-mails, I sometimes see threads that last for days and weeks and they’re as convoluted as any puzzle you can dream up.

I realize some of your clients might favor e-mails or texts over actual conversations, and I’m not suggesting you ignore or overrule their preferences. Go with what they like. But starting new relationships with potential clients or in the early phases of relationships with clients or others, I think the phone is your best bet because it helps build a good foundation for future work together.

Here are a few phone tips you might find useful:

Be persistent – Do you know what percentage of sales are made on the first contact? Just two percent. What about the second contact? Only three percent. A meager five percent of sales are made on the third contact. By the fourth contact, the number only rises to ten percent. It’s only between the fifth and twelfth contact that 80 percent of sales are made. Stay at it. Persist without exception.

Schedule a minimum of one hour a day on the phone – I suggest this because if you actually schedule time for the phone – put it on your calendar – you’ll be more likely to do it. I know many Realtors who say they use the phone, but when I press them about when they make their calls, they almost always hesitate. Set a time and stick to it.

Call on the right days and at the right times – We charted over 280,000 phone calls and found the best day of the week people are most receptive to calls about real estate. E-mail us at and we’ll send you the report – it’ll give you the best times of day to call along with a lot of other eye-opening data about when and how to use the phone.

Let me hear from you. Have you lost touch with the phone? Are there times in your daily work life that a simple phone call could help you connect better with others, especially clients? Do you set aside time regularly to make phone calls to either prospective, past or current clients? If not, why not? Please send any comments or questions you have to or post your thoughts on our Facebook page at

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