People Don’t Return Phone Calls!

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People don’t return phone calls, they don’t return texts, they don’t return emails. This is how it is, folks. This is life. Like it or not, that is the way the consumers act. Too often, the realtors get frustrated by it, get aggravated, get offended, say they’re too busy, say, “I only want to work with serious people,” and they don’t continue to follow up with leads.

I just lead a discussion here in Denver. We had three different tables talking about online leads and people were asking how we’ve had so much success with online leads. That’s because our training goes very deep into how to get in touch with people. Guess what, 75% of how to get in touch with people is just work, make an effort, pick the phone up, call multiple times, text multiple times, email multiple times, and reach people.

You can see, I’m in this really cool hotel. Anyway, back to what I was talking about. Guys, get over it. People don’t return calls. People don’t return emails. I had these discussions and then people started coming up to me after the discussion saying, “Anthony, you are so right about talking about how agents need to keep following up.” This was relocation directors from all over the country. They said, “Our agents, they call once, sometimes they email once, and then they say they never got back to me.” Really? They never got back to you? You’re surprised?

This is sales, folks. Whether you like it or not, you are in the sales business and you have to make repeated efforts to get in touch with people. That’s just the way it goes. If you don’t like it, then maybe get in a different business. I’ll tell you, most businesses, you’re going to deal with people who don’t like to return phone calls. It’s just the way it is. No one’s being offensive in doing it, it’s just people worry about themself, what’s in it for me, and they worry about right now. They don’t need what you’re calling for right now, for something right now. It’s not a high priority for them to call back.

Don’t be fooled into thinking that they’re not serious when they filled out a form and said they wanted to look at a home or they reached out and referenced they’re relocating to Boston or Cincinnati or Denver or Montana or wherever, and then be fooled into thinking, “They’re not serious.” Just because they didn’t return your call once, just because they didn’t email back.

Come on, guys. You’ve got to get in touch. It’s a hustle, folks. Don’t be snobby, don’t be lazy. Work it, work it, get in touch with people. I’ve talked before about the double dial, the triple dial. Dial in people multiple times to get them on the phone, it works like a charm. Thanks, everybody.