3-Day Rule

Mortgage and Lending with Ditech Mortgage NMLS #70388

The 3-Day Rule!  

There is a standard that sales people use in sales that if we all followed, our business would be soaring.  It's called the 3-day rule and here is how it works.  When you talk to a prospect, always take the time to get to know them and give them some information.  Then, try to schedule some time to build rapport and get to know them better and if all goes well, continue to work with them and keep working on finding them their dream house, etc.

Always ask for their contact numbers and email addresses and follow this rule if you have not heard from them in 3 days, call them and have some news for them to keep them excited!  In case you get their voice mail, here's a way to do this to really increase your chances...  

"Hey John, I have some great news!  Call me as soon as you get this message so I can tell you what I found out today!"  

This sparks their curiosity and should get you a call and when they do, have some news to tell them about like a new house you found them, the lower interest rates, etc.

If you are in the Carolinas, you can mention about our "Purchase Power" program that that we are promoting for paying most of the closing costs! (Let me know if you want a flyer on this!)  

Many will not or might not call back with a message like this...  

"Hey John, I hadn't heard from you and wondered if you were still interested in the house on Green Street..."  

Also, I've heard that 60% of sales occurs on or after the 6th call so don't give up too easily.  Get creative with your prospects so you can show them how good you are.

Hope these ideas helps your business soon.

Posted by Sam Thompson

Senior Loan Officer

Southern Trust Mortgage - 910-852-9415

Senior Advisor - Helping you GROW your business!

www.activerain.com./luckydog1 - SC

www.activerain.com/luckydog2 - NC




Re-Blogged 1 time:

Re-Blogged By Re-Blogged At
  1. Brian England 12/02/2011 02:41 PM
ActiveRain Community
North Carolina Real Estate
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3 day rule

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Ben Blonder
Broker/Owner, Keller Williams - Fort Collins, CO
Buyers, Sellers, Investors!

I'm not sure I follow this, but it is definitely a great rule to have!

Dec 02, 2011 01:17 PM #1
Malinda Montgomery RSPS AHWD-Realtor
Adams Cameron & Company - Port Orange, FL

Hi Sam, I have heard of this rule but can't say I always followed it but will try it again. Thanks for the good post. 

Dec 02, 2011 01:28 PM #2
David Spencer
Keller Williams Northland - Kansas City, MO
Show Me real estate in Kansas City

If it works for you, its a good system.

Dec 02, 2011 02:31 PM #3
Fred Griffin
Fred Griffin Real Estate - Tallahassee, FL
Licensed Florida Real Estate Broker

Sam, you make great points about communicating with people.

       I learned to "have a reason for the call", and never to say or leave a negative message like your 2nd example above.

Dec 02, 2011 02:36 PM #4
John Pusa
Berkshire Hathaway Home Services Crest - Glendale, CA
Your All Time Realtor With Exceptional Service

Sam - Thank you for sharing detailed quality information on three day rule.

Dec 02, 2011 03:33 PM #5
Mary Macy
Top Agents Atlanta Metro - Roswell, GA
Top Agents Atlanta Metro

Sam, Good post, 3 day rule is a great one, I bookmarked to put this in my phone strategies list.  Thanks for the post.

Dec 02, 2011 03:43 PM #6
Jeff Ragan
Ming Tree, Realtors Real Living - Eureka, CA
Luxury Agent, Northern California

Always have positive news!  The glass must be half full.  Optimism sells!  Great post.

Dec 02, 2011 06:01 PM #7
Sam Thompson
Ditech Mortgage - Southern Pines, NC
Ditech Mortgage

Persistence is an absolute necessity in sales and especially in this economy!  Wear them down with your enthusiasm and charm and help them accomplish their goals. 

Thanks for the comments!

Dec 03, 2011 06:53 AM #8
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Sam Thompson

Ditech Mortgage
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