Friday is for VIP calls—but only after handling Monday through Thursday priorities. If you haven’t finished your weekly call list, go back and complete those first.
Who to Call on Fridays?
1. VIPs (Very Influential People)
These are NOT necessarily people sending you business today—but they can influence others who do.
🔹 Broker/Owners & Sales Managers of real estate offices
🔹 Builder Sales Managers & CFOs
🔹 Corporate contacts who can introduce you to multiple referral partners
🔹 Influential people in your market (community leaders, local business owners, etc.)
🔹 Past clients in powerful positions (CEOs, executives, etc.)
📞 What to Say:
“Hey [Name], just checking in! How’s everything going? Anything exciting happening on your end? I just wanted to touch base and see if there’s anything I can do for you or your network right now.”
2. The “Forever List”
These are high-value contacts you’ll never stop nurturing, even if they aren’t sending you business now.
🔹 Realtors who aren’t using you yet but you want to convert
🔹 Builders who have a JV lender but you want in their pipeline
🔹 High-net-worth individuals who could refer high-end deals
🔹 Strategic business partners (CPAs, financial planners, attorneys)
📞 What to Say:
“Hey [Name], just checking in! I know you already have [current lender], but I wanted to see how things are going. Anything I can do to help? If anything ever shifts, I’d love to be your Plan B.”
✅ Keep these calls light and relationship-focused—they don’t need frequent check-ins, but staying top-of-mind is key.
The Golden Rule: Always Ask for a Referral
Every single conversation—VIPs, Forever List, or otherwise—should end with a direct ask.
📌 Key Question:
“Before I let you go, quick question—who do you know that’s buying, selling, or refinancing in the next 12 months?”
🔹 Variations to fit the person:
✔️ “Who do you know at work that might be moving soon?”
✔️ “Anyone in your church, school, or neighborhood thinking about buying or selling?”
✔️ “Who do you know that’s talking about refinancing?”
🔥 Pro Tip: Never say “Keep me in mind.” Instead, ask for a name. People will remember when you ask directly.
Final Thoughts: Prioritize Your Weekly Calls
1️⃣ Complete Monday – Thursday first.
2️⃣ Call VIPs & Forever List contacts who can influence future business.
3️⃣ Always ask for referrals—end every call with a direct ask.
4️⃣ Keep it light, conversational, and strategic.
🎯 Friday’s goal: Strengthen high-value relationships & plant seeds for future deals.
TGIF—let’s go crush it! 🚀