Handling Motivated Seller Calls
My mentors, including Brent Grove founder of 1-800-WeBuyHomes and 1-800-WeBuyHouses, taught me that I want to be on the right side of the desk. I want people calling me that are already pre-sold on doing business with me. I do not want to take calls from people that are just fishing for more information as it will just waste my time. You want systems in place that automatically pre-screen sellers so that only ones that are motivated and want to do business with you actually talk to you live.
To do that, we do not take incoming calls live until after they have pre-screened themselves by reading or hearing our full marketing message. We accomplish this by using tools like our 24-hour recorded information hotline. The 24-hour recorded information hotline will allow someone who has seen our marketing to call in and get more information without having to talk to someone live. On our phone system they call in and the system asks them to enter the extension they found with the number. We can then use these extensions to track which advertising they actually called in on, so that we know which advertising is working and which is not. Once they enter the extension, they hear a five minute message that tells them who we are, that we buy houses as investments and the benefits to them of having us buy their house versus their other options. If after listening to the message they want to talk to us live, they can press zero on their phone and be transferred to us so that we can talk to them live or they can go directly to our live answering service if I do not want to take the calls at that time or if I’m unavailable.
A large percentage of people that call your 24-hour recorded message will not transfer through to talk to you live. If you want, you can look at the caller id log of the people that called for more information and try to follow up with these people. I do not recommend it and do not do it myself, because you are looking for motivated sellers, and if they were motivated, they probably would have transferred through. If they do not transfer through, they’re pre-screening themselves out.
Until my next post,
James
P.S. If you want to hear what calls with motivated sellers sound like then why not download the Real Estate Investor Daily Training Volume #1 audio program where I am training my new staff member on how to handle these calls. The audio program is normally $25 plus S&H plus it is free for a limited time to my blog readers.
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