Question of the Month: How do I use my Call List?

by Shannon F.

How do I build a Call List, and what should it include?

Building a daily or weekly call list is an important step to sales success (remember: 80% of sales are made after the 5th through 12th attempt, which means keeping track of your calls is critical).

What is the Call List?

The Call List is a task list of the calls you wish to make today. Each time you complete a call in the Call List and set a Followup date for that company, the record is removed automatically from your Call List. Your goal at the end of the day should be to have an empty Call List (and hopefully an appointment or two.)

So what should you put in your Call List?

Your goal is to keep track of new opportunities as well as leads you are in the process of nurturing.

1. First, take a look at your Followups for the day, and put them all into your Call List. If you are using InsightPRM, simply do a search for the day’s Followups, mark all the results, and add them to your Call List using the Action Menu at the bottom of your screen.  (If you don’t have any Followups scheduled yet, move on to Step 2.)

2.Next, search your List/PRM for any companies you haven’t reached out to yet. A good bet is to search leads that have an upcoming move date or lease expiration date. You can add leads to your Call List individually by clicking the blue plus sign next to each record. Or, you can do it in bulk using the Action Menu.

By building a Call List at the beginning of each workday, you can ensure that no Followup or promising new lead slips through the cracks. You can also reach your goals for lead nurturing and customer engagement.


Have a question related to prospecting, sales, or marketing? Email [email protected]. We may address your question in a future blog post.

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