Inbound Calls: Answered Call vs Voicemails

[James Danchus]

BP peeps,

Lately I have been hearing a lot about wholesalers letting inbound leads go to VM and I've allways been curious as to what the process is with this. Like many of you, I'm going to be launching this venture with a full time job so me pulling aside to answer my phone right in front of a client isn't going to be possible. So VM are definitely going to be apart of the deal. 

Also, in my sales career I've learned that when you let a lead off the phone, or go into VM, that leads chances of closing fall exponentially. Is is not the same deal here? How often do you get deals off VMs?        

[Levi T.]

I do this full-time, and I let them go to voice mail. Tire kickers don't normally leave voice messages. Tire kickers are just calling to see if your the sucker who is going to buy their house for more than it's worth, they waste your time, or get pissed and cuss you out for making an offer that's lower than what they feel it's worth. Every deal I have made the person was comfortable leaving a voice message with the house address, and their phone number to call them back, or they emailed me which is even better. Tire kickers play a lot of childish games. I have had them call and refuse to tell you their name, or house address, but expect you to make an offer as if they where they only house I sent a letter to that week or month. People get them letters and call you the same day, or months later.

Unless your fast on your feet, you will need time to lookup the person, address (something), to see what house it was, get the value, and then talk on the phone. I have a lot of data systems to do that, but it's much nicer to have them details before calling. That way we can talk condition of the property and cost of repairs, and when they ask for your offer you can just give it to them on the spot.

Most calls they just want to know what you will give them, the key is to get into the condition of the house. Have them tell you about the current renters (if any), current rents, when was the roof, floors, cabinets, siding, or HVAC replaced. Before giving them a offer, your going to be pitching them that you don't have agent fee, they wont be having to deal with listing the property and getting offers lower than their asking price, your offering to close in x number of days, and your going to have to do x number of repairs that is going to cost big bucks. When all said and done, you drop a ball park on them and see if they end the chat, or find wiggle room to make a deal.

Most deals I find happen within 1 call, or 3 emails. It normally goes with a wide price offer, then they counter and your adjust accordingly to close the gap, or tell them it's to far apart, and we can't make a deal at that price, but your offer stands if they change their mind anytime in the future. They call back sometimes after thinking it over, or life changes in a year and they really want to sell, they will remember you and call back.

Good luck!