Importance of Answering Every Call vs. Letting It Go To Voicemail

[Eric O'Brian]

Hello everyone,

I am in the process or revamping my yellow letter system, and was thinking of the importance of picking up the phone each time a prospect calls you.

I work a 9-5, sometimes more, and used to walk out to take calls, but most were tire-kickers and it was not time-effective.

Now I just let it go to voicemail (using Google Voice). I'll listen to the message right away, and if its important I will call them back within a few minutes- Sometimes longer, if I'm in a meeting or in the middle of a big project.

My questions are:

1. How important is it have a live person pick up the phone each and every time? Is letting it go to voicemail and calling back during my lunchbreak, and in the evening (5pm) a bad idea?

2. How important are negotiation techniques vs. being at the right place at the right time for a motivated seller?

I've recently heard a podcast where the presenter was talking about how he would walk away during negotiating to take a call, come back and restate the price, if the seller said no keep justifying the low price, etc... In the past I've stated the number I could work with, if they said no I would say I'd think about it, and called back a day or two later to negotiate some more.

Just wondering if being there at the right place and right time, and just being straightforward and fair is a good tactic. Are negotiation strategies/tricks very important?

Many thanks!

Eric

[Joe Butcher]

I answer every call to the best of my ability. I've only missed a couple.

I think as a beginner it can only help to strengthen your phone skills, i.e. building a quick rapport with potential sellers.

It's great practice and I love when the phone rings....every call is an opportunity to learn.