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The standard

Have 50 conversations a week.

2 minutes or more each. 4 hours of prospecting a day, split your way. Counted every day.

Book a 20-minute callSee the program

A live person answers. Not a robot, not a phone tree. Updated September 2026.

The short answer

You do not need more leads. You need to talk to more people. The standard is 50 conversations of 2 minutes or more a week: 10 a day. Prospect 4 hours a day, minimum, until you hit it.

50Conversations of 2 min+ each week
4 hrsOn the phone, every working day
2 minA live call that counts as a conversation
3xCalls per lead beat one pass through a big list

How do I fit 4 hours of calls into a day?

  • Split it your way. Two 2-hour blocks, or half-hour chunks through the day. Calendar them like appointments.
  • 4 hours is the minimum. Keep it until you hit 50 conversations of 2 minutes or more a week.
  • Lists before you start. Build the call list the night before: HOT, WARM, Nurture, never reached.
  • Notes before you dial. Ten seconds of reading saves a wasted call.
  • Phone in hand, not email open. Close the inbox while you prospect.

Who counts?

  • A live call of 2 minutes or more. That is a conversation. Voicemails and texts do not count toward the 50.
  • Your people-contacted goal is your own. 50 รท the share of people you reach who talk 2 minutes or more. At 50%, reach 100 people a week. A live call of 30 seconds or more counts as contacted.
  • Past clients and sphere count. Every real conversation counts, not only new leads.
  • Your ratio decides your appointments. Know how many conversations it takes you to set one appointment. That makes 50 real.

Go deeper

Where to go next.

The daily scorecardScorecardReal estate scriptsScriptsSpeed to leadNew leadsThe 12 modulesProgram

Questions

About the standard.

How many calls should a realtor make a day?

Enough for 10 conversations of 2 minutes or more, with 4 hours of prospecting a day. Count conversations, not dials. Dials earn 0 points.

Why 50 conversations a week?

Closings come from conversations. 50 a week is 10 a day, 5 days a week. Prospect 4 hours a day, minimum, until you hit it.

Who should I call first?

HOT, WARM and Nurture leads, then leads never reached. A 200-person list called 3 times each beats 1,000 people called once.

Book a coaching call

Get help with reaching 50 conversations a week.

303-955-4220

A live person answers. Not a robot, not a phone tree.

  • 20 minutes. Your numbers, your calendar, one plan.
  • A real coach. A working team leader who still sells, not a call center.
  • No contract on the call. You leave with the plan whether you hire us or not.

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Elevate Sales Coaching is run by Brian Lee Burke, team leader of the Kenna Real Estate Group at Keller Williams DTC (KWDTC).