Say 'Hello' to success

Education & Training with REAZO

telephone cartoon clip artMike Phillips and John Burger have at least two things in common that Active Rain readers might find interesting. First, they are arguably the two most successful real estate broker/agents in the United States. Second, when they receive a telephone call, both are quick to answer it.

In a recently released report from Real Trends, a Wall Street Journal publication, is information on the most successful real estate professionals in 2010 (the last complete reporting year at the time of publication). Phillips was number one in the number of transaction sides completed during the year with 1,268 sales. Burger was number one on total value of transactions completed with $279,841,487.

As a new blogger for Active Rain, I thought it might be interesting to chat with them and to share with readers what they had to say. So I picked up the telephone and gave them a call.

I called Burger first. It was 6:30 p.m. on a Friday evening (his time) when I dialed the main number for his Manhattan office. He answered the call after the first ring. On a later day, I called Phillips on his cell number. Again it was a Friday afternoon. He too answered the call on the first ring.

I intend to blog more later on what was said. But what struck me most was not anything either of them said, rather it was just how accessible both of these men are. If I can dial their numbers and easily reach them, then so can others – including current and potential clients.

After both of the calls, that may be the most valuable tip either has to offer. Perhaps the most important lesson to learn from these two is to make ourselves as accessible as possible. We need to make it easy for the larger world to contact us, then when it does, we need to pick up the telephone - preferably after the first ring.

It’s a trait exhibited by both of these remarkable men – and a trait easily adopted by the rest of us. Is it a lesson worth learning? That question is left for each of us to answer.

Grant Sasek works for Real Estate Pipeline, an Internet-based lead generation service.

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Comments (6)

Mike Schneider
10 YRS with Active Rain ! - Lake in the Hills, IL

excellant point,....and its convenient to answer calls today more than ever...thanks to technology all calls to your office phone can be forwarded to your cell. On the other side of this topic..i called an agent who showed my property a few hours earlier..on a sunday i wasnt 6 30pm..but he was out showing my property just 2 hrs prior....he chewed me out for calling him on his own personal time ! I had some nerve he stated.....long story short:

I said..thanks for the feedback......and hungup!

I applaud anyone exhibiting professionalism....courtesy....and a nice message if they cannot answer.

best wishes in 2012.....

Mike in Chicago.

Jan 02, 2012 01:43 AM
Steve, Joel & Steve A. Chain
Chain Real Estate Investments & Mortgage, Steve & Joel Chain - Cottonwood, CA


Great topic of conversation. We are in a service business and those who provide extraordinary service shine brightest. SC

Jan 02, 2012 01:51 AM
Kathy Sheehan
Bay Equity, LLC 770-634-4021 - Atlanta, GA
Senior Loan Officer

Mike, if that agent had ended his business day, he simply should have let your call go to voice mail.  That is unprofessional to say the least.

Jan 02, 2012 01:54 AM
Angela Lyons
REAZO - Missoula, MT for home buyers and sellers.


I have to agree. A courtious message is better than a cranky answer. Still, I beleive a friendly cordial hello is the best way to address a call. 


Jan 02, 2012 03:35 AM
Gayle Rich-Boxman Fishhawk Lake Real Estate
John L Scott Market Center - Birkenfeld, OR
"Your Local Expert!" 503-755-2905

Mike~I can hear who's calling on my phone as of the 2nd ring. Since I work out of my home, I like to know FIRST before I pick it up, because I am not necessarily sitting right at a desk with pen-in-hand. I don't like to seem disorganized, so I would rather be "prepared". Sometimes, I will wait, hear the message and then grab what I need and call them RIGHT BACK.

I've been told over and over again how quickly I respond either by phone or after an e-mail inquiry. That makes me feel terrific!

Jan 30, 2012 06:57 PM
Fernando Herboso - Broker for Maxus Realty Group
Maxus Realty Group - Broker 301-246-0001 - Gaithersburg, MD
301-246-0001 Serving Maryland, DC and Northern VA

Grant, that is probably a chance he answered his phone at the first ring. .I know from another one of your posts that he closes 3 transactions everyday. .that is impossible to do and answer your phone at the first ring.

I only carry 25 listing in average and I can tell you from experience that I can not answer my phone at first ring every time it rings and maintain my 25 listing average for next month.

I have one layer to screen my calls right now. .with that many transactions and over 1000 listings in one year, his phone is probably ringing 300 times per day . .based on my own numbers.. .


Feb 20, 2012 01:46 AM

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