How to Handle Calls from Direct Mail Campaigns

Question

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 · Answer

@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.

John Britt · Answer

@Stephen Nicholson I recently finished a course by John Cochran and he suggest that you should have a live person answer the call and you are unavailable let it go to voicemail and call them back later.  With Google voice you will be able to see all calls that call the number even if they don't leave a message.  So you could call them back and just ask them if they were calling about a postcard that you sent out about buying their home.

Jay Hinrichs · Answer

@Bryan Blancke  this will sound strange but go hire on to a used or new car lot and sell cars learn how to close if you do you will rock RE

Mike Watkins · Answer

I use cbsi.com. For $30 a month that take all my calls and live pick up and ask all the questions I need. Then they email them to me. 24/7

Account Closed · Answer

From what I have heard the phone won't be ringing off the hook.  So you'll probably get the most out of your money by answering.  You'll certainly get better at it, so that when a real deal does come across your desk it will sound more polished.

Devin Morgan · Answer

Like others have stated I'm sure starting out especially if you don't do a huge mailing your phone won't be ringing off the hook. I try to answer the phone. Always. As soon as I see it's from my google voice number I immediately start making my way to my laptop. Right now I think hiring a remote assistant is your last concern. When people say wholesaling is a funnel it truly is. Trust me you'll be dumping quite a bit of money into marketing. See how things go first then consider upgrading. You'll be putting a bunch in, and it trickles down.

Adam Bartomeo · Answer

I answer all calls if I can. If I am on the phone or occupied. I usually put everything to the side to answer the call as they are extremely important. I am surprised at the amount of people who will not leave a message when it has to go to voice mail. I would say one out of ten might leave a message. That is why I make such an effort to answer.

Also, do not think that your phone will be going crazy unless you do a very large mailer. I am seeing response rate of about 2%-3%. But, the calls come at any point of the day and you have to be ready.

Jeff Deutsch · Answer

Hey MIke,

I tried to find the website cdsi.com but I wasnt able to locate it.

Could this company be under another name?

Thanks,

Jeff

Stephen Nicholson · Answer

I have heard several people say let the calls go to voicemail and then call back at a convenient time. I feel like this is guarenteed to lose leads as some people simply will not leave a voicemail.

I just signed up for an account with an answering service, I hope this can give me the edge over some of my local competition.

How to Handle Calls from Direct Mail Campaigns

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