How much time should I invest in working my leads?
Quick answer
Set aside regular time daily or weekly to contact prospects, follow up, and review your results.
Enough to be consistent, which matters far more than being heroic. A focused thirty to sixty minutes a day, contacting new leads, running follow-ups, and glancing at your numbers, beats a five-hour binge once a month by a mile. Prospecting is like fitness: frequency beats intensity. Put the time on your calendar like a paying appointment, because that is exactly what it becomes. Protect it, repeat it, and let the compounding do what compounding does.
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