How to Handle Calls from Direct Mail Campaigns

[Bryan Blancke]

I am interested in starting a direct mail campaign. I am not sure how to handle the calls. How are the successful wholesalers managing this part of the business? After listening to more than a third of the podcasts, I recall people mentioning google voice to get people to leave voice mail. Is this a good way to do it? Review voice mails and call back the good ones? I don't think planning to answer all the calls myself is feasible. I work a 9-5 job. I also have heard about hiring remote assistants for handling calls. Any insight or direction on where to look into more details would be much appreciated. 

[Michael Quarles]

@Bryan Blancke

You wrote: Review voice mails and call back the good ones?  

If I may... Don't prejudge the outcome... This is a major mistake a lot of people make.

You'll want to call all of the callers, not just the ones who left voicemails. And you'll want to call them back within 30 minutes of their call.  Remember they are going thru the PIZZA ordering process so you have to solve their need or they will find someone who will.

Once you have connected be ready to have a scripted conversation and not just ask questions. Negotiation techniques are paramount so practice closing.

Build the meaning of this statement into your script "I Buy Houses". Examples:

• When I come out to buy your house
• What time tomorrow would be good for me to buy your house 2pm or 4pm?
• Its important that all of the decisions makers are there so we can come to an agreement to buy your house, will all of the decisions makers be there tomorrow when I come out to buy your house.
• The nice thing about my program is that when I buy your house you can have your money on the day of your choice.
• When I buy your house I will buy it in AS IS condition.

This list goes on and on however when you build into your script the idea that you're buying the house eight times magic starts happening.

Also remember that negotiation only happens when two people listen and it is much easier for you to agree to a price set by the seller then it is for the seller to agree to your price.

Thus don't make an offer, instead present solutions that enable the seller to be able to justify and present to you an offer you're willing to accept.