Calling allows the opportunity to contact the home owner and is less imposing as knocking on their door. You get to show the seller that you’re a real human being! Even polite voice mails show your prospect that you’re a caring person; this is one of the best ways to increase reply rates versus emails or letters.
For the first time in history, federal researchers report that a majority of U.S. homes rely on cellphones (50.8%) alone for a telephone connection (39.4%), without a landline. (Center for Disease Control). using the telephone is a more difficult way to contact potential home owners because it is more difficult to find cell phone numbers as opposed to landlines.
Note: This data was published in the Harvard Law Review based on the joint research of James Oldroyd, PHD, and David Elkington, CEO of insidesales.com. The data consists of 100K phone calls, over a 3 year period where sales representatives were responding to 1,000 unique web generated leads. While this study was published on Realestateu.com it seems some of the data would not apply because sellers would normally be on the way or at work during these time periods.
Wednesday and Thursdays are the best days to make contact especially on your first call.
The reasoning behind these these two days is that people are usually getting ready for the weekend on Friday than starting a relationship with a salesperson.
On Monday, buyers are transitioning into work mode and planning their upcoming week. By the middle of the week, people have had enough time to settle into their working week and take care of pressing matters, without your call feeling like an interruption.
The best times to make contact with a lead between 4pm and 6pm. The second best time is 8am-9am.
The chances that you are successful calling increases greatly from the early versus the late afternoon. There is a 164% difference between the worst time to call and the best time. Mainly beacause most people go to lunch between 12pm – 2pm.
If you follow up with web leads within 5 minutes, you’re 9 times more likely to convert them.
I believe the response time statistic to be the most valuable controllable variable of all the phone statistics. A quick follow-up or response time would apply to all contact types. The odds of successfully contacting a lead increases 10% if a follow-up call is made within 5 minutes versus 10 minutes.
Researches found that interest and need wane quickly. People surf the internet because the are looking for information right now. Moreover the want more detail, not the same information that you posted on your website or a previous letter you mailed. The study found that days later the client sometimes does not even remember that they requested information.
Immediacy of response hits the respondent at their highest point of interest or need.
The “Wow” Effect Our sales representatives often experience the “wow effect” when our web-form call back technology contacts a person who submitted a lead in less than 3 seconds. The respondent quite often reacts with, “wow, that was fast! You are impressive.” We have been told that they feel that the sales representative must be really on top of things, and that is the kind of person and company they want servicing their account
80% of sales require 5 follow-up calls after meeting. – Scripted
Do not be discouraged when you don’t get a return phone call or when you have to repeatedly leave voice mails. Distress clients need your help and they are looking for solutions to settle their debt or stay in their home longer.
You have to be relentless and goal yourself to max out on the variables you can control. There is a 90% success rate with at least 6 attempted calls. However, Sirius Decisions says “the average salesperson only makes 2 attempts to reach a prospect”.
Do additional call attempts after 20 hours actually turn people off to the point they actually hurt your chances of doing business? Can you warm them up again with different forms of media other than the phone?
Only 17 percent of buyers prefer to communicate w/agents by phone, while 29 percent said they prefer text messages.
Ask permission upfront: The most irritating 5 a.m. text message is the one that’s unsolicited. Sending unexpected text messages can quickly lead to unhappy clients and missed messages for those who don’t use text messaging often. Be sure to always ask the client for their preferences upfront.
2. Be wary of abbreviations: You may want to meet “L8TR” with clients to sign a contract or view a home “2MRW,” but you should save the abbreviations for texting with friends. While industry abbreviations such as “MLS” should be OK, be wary of using them in general, especially if you’re not 100 percent clear on their meaning.
Tone: With texting, you can be quick and to the point, but never overly informal. Tone can be lost or easily misinterpreted in text messages. Try to use the same tone of voice you would use in an email or face-to-face meeting with the client.
4. Length: Only send text messages with information that is important and concise. Sending a complete paragraph of information, which will be difficult to read and review on a phone, will only overwhelm and frustrate the client.
5. Response time: While it may seem obvious, how and when you answer text messages sets precedents with your clients. If you don’t mind a 5 a.m. wake-up text, jump up and respond immediately. If you prefer to communicate during business hours, only send and respond to messages during those times. Some real estate professionals are lenient in this area because they understand that buying or selling a home can be a dynamic process.
6. Avoid legal discussions: Need to give your client details on a new offer? Want to send over the details of a contingency? While you may want to alert clients that a new offer has come in via text message, always be sure to follow up with an email. Email is easier to maintain a paper trail and should be used for more formal discussions such as contract negotiations and details. You should also be wary of discussing financial information via text.