New agents need 100-250 contacts per listing. Experienced ones need 5-25. The difference is mindset: track your numbers, accept early failure, and treat rejections as steps forward, not stops.
Tell me real quick a newer agent that joins your team. What I'm sure you're tracking contacts to appointments set.
Yeah.
What do they start at and what does it look like? 6, 12, 18 months in, depending who they're calling.
If they're just calling around listings, like just listed or just sold calls, it could be 100 to 200 contacts per listing taken. Maybe 200 and something, depending on if they're on a team with a reputation or not. Right. If you're just an agent starting out with no rep, I don't know, I don't know what it would be. Right. But 250 contacts for listing taken might not be bad. That could be in line. But then as you track, you start to notice it goes to 180 contacts for listing and then 120 and last like two years ago, I think I was at about 25 contacts per listing taken. Now I'm at like five contacts, man.
So you, so you were starting out at 250 and it took you probably almost a straight line, I bet, to get down to. You said 25. And now you're probably able to really pick who you want to call.
Exactly right.
So you're, you're, you're 10 times more efficient on the phone 15 years in than you were when you first started, potentially.
And I think part of that, like you said, is people, you know, why aren't people great prospectors is because they're not willing to be bad prospectors first. And it takes, it takes a lot of humility to get that much rejection. But then when you're clear on your goals and it's not really a no, it's a next. What are you moving towards? And you just constantly have energy and enthusiasm, right? You're progressively moving towards your goal without a loss of enthusiasm. And you're like one step closer because you know, you know that it takes 120 contacts and whoop, there was 98. Now I just got to talk to another 30 something, 20 something people. Good to go. Right. Like you just knowing your numbers, your prospecting numbers takes a lot of the anxiety and rejection out of it, because it's not rejection. You're just, it takes 120 people.
