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A New Sales Technique: Try Answering Your Phone!

By Jay Beckingham

Mortgage and Lending with Christensen Financial Mortgage 385907

September 15, 2009 01:18 AM

I've read a few blogs recently about returning phone calls. It made me think about the good olde days, you know, before voice mail.

Oh, how did we ever survive?

So what I'd like you to do right now is stop for a few minutes and think about how you feel when you're calling someone, it's an important phone call, there's 3 or 4 rings and then;

THE MESSAGE!

That's right, you never had a chance, right into voice mail.

Okay, how do you feel about that?

Is it safe to say that you wish a real live human being had answered the phone? Did you ever think about the fact that that's how others feel when they're trying to reach you, and it goes immediately into voice mail.

Is it every time?

Because, if it is, than your customers know this. That being, that you NEVER answer the phone.

How do you think that makes them feel? How would you feel if the shoe was on the other foot?

So maybe what we need is a national answer your phone week. No voice mail allowed.

Impossible! you may say.

Well we survived and prospered quite nicely before voicemail. It shouldn't be more than just a tool.

So maybe we could all make a resolution for the next 30 days to make a real effort to;

Try answering your phone!

ps; I guarentee your customers will love it!

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Edward Bachman

EXIT REALTY SOLUTIONS - Kingwood, TX

Your Kingwood TX Realtor

Like you, I have made a substantial amount of money by simply, "answering my phone" when others would not. The reply? Thank god someone actually answered the phone!!!

Sep 15, 2009 01:24 AM

Moshe Cohen

Valuation Solutions - Morristown, NJ

PhD

I agree. I often call the cell phone of an agent and they will not call me back for hours.barberry

Sep 15, 2009 01:31 AM

Tony Grego, 317-663-4173 #1 Trade Association for Alternative Inv

REISA - 317-663-4173 - Indianapolis, IN

So simple but great advise. While I try to answer every call I am also on the telephone a bunch. I often reply with text until I can call back.

No reason not to return calls. NEVER.

Thanks

Tony

Sep 15, 2009 01:32 AM

Jay Beckingham

Christensen Financial Mortgage - Port St Lucie, FL

Seniors ROCK!

Edward,

occasionally i have people trying to leave a message while i'm trying to talk with them. they're just not used to someone answering the phone.

Moshe,

how much time do you think that they'd save by not having to return phone calls?

jay

Sep 15, 2009 01:34 AM

Tony,

isn't it often the little things that make such a big difference?

Sep 15, 2009 01:35 AM

Sasha Miletic - Windsor Real Estate

RE/MAX Preferred Realty Ltd. - Windsor, ON

Hi Jay, Good post. Thanks for sharing.

Best - Sash

Sep 15, 2009 01:44 AM

Annette Lawrence , Palm Harbor, FL 727-420-4041

ReMax Realtec Group - Palm Harbor, FL

Making FLORIDA Real Estate EZ

Jay, this specific issue has been a golden standard for my business. I always answer the phone. Be aware I have two phones...one for internal, office and agent-to-agent, the second with my public, advertised number.

For those who can not utilize two telephones make sure your voice mail message states when they can expect a return call. As soon as possible is not the correct answer. If at a convention state, "I will begin returning all call at 1PM and 6PM" Messages to consider, "Within 15 minutes," 'within the hour'. Avoid leaving the caller in limbo, be concise and of course you need to fulfill your committment. If they know what to expect they will wait for your call. If left in limbo they move to the next telephone number.

Karen Kruschka

RE/MAX Executives - Woodbridge, VA

- "My Experience Isn't Expensive - It's PRICELESS"

Jay Live telephone answering is virtually non-existent these days - the telephone company leads the way in that trend :) Karen

Sep 15, 2009 02:16 AM

Sidney Kutchuk - Realty Works Temecula Kutchuk - Realty Works Temecula

Realty Works Temecula - Temecula, CA

Realty Works Temecula

Isn't it amazing! And people spend hundreds and thousands of dollars on stuff like Mike Ferry when all they need do do is answer their telephone! Mine is always with me and I do answer it every time it rings! If I don't it is because I am using it.

Sep 15, 2009 03:55 AM

thanks Sash

Leso,

i would agree that if it is needed, a very specific message with a time commitment would work.

Karen,

that may be true, but there is a market group out there that will do business with you because you are known for answering your phone.

Jane,

i'm sure that your clients love doing business with you.

Sep 15, 2009 05:34 AM

Sharon Kolb

Atlanta Decatur Homes - Atlanta, GA

Broker - Atlanta Decatur Homes

A simple thing like answering your own phone means so much to our prospective buyers and sellers!? It creates a great first impression and we all know about first impressions. I tell all my buyers and sellers when they call me, they will get me, not an assistant and not an answering machine. Of course, there are exceptions because we are busy people, but returning phone calls is one of my top priorities, along with answering e-mails and being courteous to all who contact me.

Sep 16, 2009 09:23 AM

Sharon,

i agree, as a realtor, don't you want to know that your client will be treated respectfully by a loan officer. well to me that means answering the phone, or when not possible returning the call in a timely manner.

Sep 17, 2009 02:03 AM

A New Sales Technique: Try Answering Your Phone!

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