Unlock the Secret: How to Get Called Back Without the Stalker Vibe

Are you looking for more appointments with buyer and seller prospects?

Author

Tim and Julie Harris
August 27, 2024

In partnership with

HARRIS Real Estate Daily

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Are you looking for more appointments with buyer and seller prospects? Of course you are, but what if your leads aren’t answering and don’t call you back? Are they ghosting you on purpose, or are they just busy with life? And how do you know when you’re calling too much, becoming a creepy stalker versus being a salesperson?

The following 10 Proven Secrets will help you spend more time on appointments and less time chasing leads. It takes discipline and strategy to get your leads to respond. Follow these simple Secrets and get results starting today!

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PART ONE

10 Proven Secrets to Get Prospects to Respond

1. Answer Your Phone in the First Place!

  • Answer your phone whenever possible to cut down on follow-up calls. If you're not with a client, prospect, or at a family event, make it a priority to pick up. This immediate responsiveness can significantly improve your chances of connecting with prospects. Be there when they have questions, need your help, or want to schedule an appointment.

2. Practice Furiously Fast Lead Follow-Up

  • If you must call back, strive to do so within a few minutes. Furiously fast lead follow-up shows you're available, professional, and here to be of service. Answer questions at the time they're being asked, and you'll find you're setting more appointments and spending less time chasing down leads.

  • Stop being weird about ‘bothering them’! Jeb Blount, author of ‘Fanatical Prospecting,’ says: “Interrupting your prospect's day is a fundamental building block of robust sales pipelines. If you don't interrupt relentlessly, your pipeline will be anemic.”

3. Use Their Preferred Method of Communication, Not Yours

  • Everyone has a preferred method of communication, whether it’s text messaging, email, Facebook Messenger, or LinkedIn messaging. It's crucial to use the method that the prospect prefers. To get a response, communicate in a way that the prospect is comfortable with. According to a recent survey by Twilio, the preferences are as follows:

  • Personal Calls: 40% of people prefer phone calls for direct communication.

  • Email: 30% prefer email for professional and detailed communication.

  • Text Messaging: 20% prefer text messages for quick and convenient communication.

  • Facebook Messenger: 5% use Facebook Messenger for personal and business communication.

  • WhatsApp: 3% prefer WhatsApp for international and secure communication.

  • LinkedIn Messages: 2% use LinkedIn for professional networking and communication.

  • SMS or Chat Apps: 60% of people prefer SMS or chat apps for fast and efficient communication.

  • If you’re posting a lot of content on YouTube, check your comments and respond!

4. Switch Up Your Contact Attempt Times

  • Avoid the habit of reaching out at the same time every day. Change the time and day when you try to contact someone. According to industry research by HubSpot, the best times to reach someone are:

  • Best Days to Call: Wednesday and Thursday are the most effective days for making contact.

  • Best Times to Call: The best times to reach someone are between 4 PM and 6 PM, followed by 8 AM to 10 AM.

  • Best Times to Text: Text messages sent between 3 and 4 PM have the highest response rates.

  • Changing your routine to these optimal times can increase your chances of getting a response.

5. Offer Something of Value