Walk Like a Giant, Sell Like a Madman

Chapter 8. Hosting Your Own Hour of Power

Every weekday, I spend one hour making 100 phone calls. I call it my Hour of Power. I select a group of people I want to contact. The group may consist of the people I work with on the Macomb County Voice (a community blog we created). It might be the top-selling real estate agents I know through Star Power. It might be talking with Power Team Leaders across the country, Macomb County Habitat for Humanity Board Members, community leaders, or coaching clients. It might be people I sold houses for or those I sold houses to. I tell everyone in the office that my Hour of Power is about to commence, and they know not to disturb me. Then, I shut myself in my office and start dialing.

If someone answers, I deliver my energetic greeting, ask them how they're doing, and perhaps mention one of the details I've recorded in my contact-management program; maybe it's their anniversary or one of their children's birthdays. If nobody answers, I move on to my next call. If I get the answering machine, I leave a message. I may even sing "Happy Birthday," wish the person a happy St. Patrick's Day, or say something goofy right off the top of my head that I think will make them smile.

(I learned the Happy Birthday Call from Stanley Mills of Crye-Leike Real Estate in Memphis Tennessee. When I shadowed Stanley, he would print off a sheet of everyone's birthdays and anniversaries for the month. He would keep the list above his visor in his car, making the calls ...