The Importance Of Answering The Phone And Calling People Back

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Hello! I just started my first direct mail campaign in Phoenix! I know it's tough competition out here...but is it really? I sent out 1,800 pieces of mail and most of them hit on Monday. So far I have received 8 calls. Most of them aren't too motivated but I said I would give a few of them a call back later on because they may be great buy and holds and you never know what mind frame they may be in later. 

My last call was from a property owner that is ready to sell a property because she can't visit the property as often as she'd like.

She told me that I am the only one out of all the letters she's received that called her back or even answered the phone. I tried to answer the phone when she called but I was dealing with a family emergency and I knew it wasn't the best environment to answer the phone. I just can't believe that people would waste their money mailing to property owners and not following up. 

I guess it's good for me in the end, but I find it odd that some people spend the money and time to mail their letters/postcards and not follow through.

[Matt M.]

#1 Rule in Real Estate: Answer your Damn phone!!! 

You'd be surprised at how many don't answer their phones in this business.  8 out of 10 times I call another agent, they don't answer. 4 out of 10, they don't call back... 

For example: I had an investor client call me in the evening. She was out in front of this fixer upper, and called me for access. Thirty minutes later we were in looking at the property. Two hours later we were under contract. That phone call turned into over $12k in GCI 10 days later. If I don't answer that phone, the next guy gets it...