How do I get realtors to return my calls?

 

So, once I get those phone numbers, how do I make people answer a call when they don’t? They don’t know your phone number. Ashley. How do what do I do to make somebody answer their phone when I’m calling them and they don’t have my number?

 

You repeatedly call them. You repeat. That sounds illegal, immoral or unethical? We like to call it psycho con. I usually I text them with my name and who I am that way whenever I call, it shows up. May be Brady Wells. Oh wait, it doesn’t show up as unknown.

 

Yeah, with realtors, that’s a move, for sure. So. But, in zoom, we can’t do that. So because they make you opt in. So, but I think that, Yeah. All you got to do if you call somebody once, they don’t know the number, they don’t answer it. Most people don’t call it the second time they see the number and they get curious, and by the third time they wonder if it’s an emergency.

 

And so usually you get a higher answer rate on the second and third time than you do on the first. But it has to be closely back to back. It can’t be like I called them once. Three hours later, I called them again. Three hours later I called them again. It needs to be in the format that I have right here.

 

The home builder coach goes through five leads at a time. I call them no answer, no voicemail. Right? We don’t leave voicemails. Why don’t we leave voicemails? You guys?

 

Say nobody. Nobody ever checks them. But I leave a voicemail on the third round and it seems to work out well for me. But, with realtors, it’s slightly different. Usually other clients. But, I would make the phone call five times, you know, one two, three, four, five, leave number one two, one five, then go back through it again.

 

One, two, three, four and five. Then go through it one more time. 1234, five. If I don’t do it that way, you know it’s been several hours, I’m less likely to get them to answer. And usually then for me, after the third one, I text them. And then when they answer, then what do we do?

 

If the home builder coach is going to read the script, we read, what is the purpose of getting them on the phone? Is it to sell them on bringing us clients?

 

Is that a point that it’s to set the appointment? It’s not to convince them that we’re the best builder in our areas just to connect with you. Just it’s basically the builder. They’re wanting to make 2% not doing Jack. Yeah, that’s true. Kind of. But the purpose for calling them is not to convince them we are the best choice necessarily.

 

It’s not to tell them everything we offer. These are the mistakes I see people doing. They call them. They get them on the phone that you’re telling them everything we do. Let me tell you about all the communities we have. And let me tell you where this location is and that location, and tell you about this floor plan or this price point, or they start just vomiting information on the realtor.

 

That is not the purpose of the phone call. We have one purpose for the phone call. And that purpose is book an appointment. Can a home builder coach build a long lasting relationship with a realtor on the phone? Yeah, well, no, but sometimes you can build good rapport to build the relationship. Yeah, you certainly want to build a rapport on the phone, right?

 

To book an appointment every every sales experiences, rapport needs benefits close. Right. So you can do that in three minutes on a phone call and book an appointment. You can do rapport needs, benefits and close. But the purpose of the phone call is to get them standing in front of you. If you don’t meet with that realtor face to face, it is highly unlikely they’re going to bring you customers.

 

Why? Why are realtors apprehensive to bring buyers to us? Because builders still clients. Because builders still clients there, or they’ve had a bad experience with a builder. And if you have a connection with them, they don’t trust you. Yeah. I found mostly true because they don’t like John.

 

That’s fair. That is not fair. John is very likable. I’m not a cantankerous. I’m sorry. Cantankerous, but likable. John, that’s you become a lovable jerk. But it’s builders have stolen clients. They’ve had a bad experience in the past. But here’s, I think, one of the big ones. It’s ignorance of the process. They don’t know how you how you take them through the process of building.

 

Right. And ignorance of the process is they don’t want to bring somebody to you. Because they will look stupid. They want to drive the bus just like we talk about with the home builder coach. Right? You guys, we want to drive the bus. In the process, they do two, they want to drive the bus. Why do they want to drive the bus?

 

Well, they do get to go ahead and tell you. Oh well, they they do get commission and closing which is typically within 30 days. If it’s a resale property, what’s a build they think it’s going to take, you know, a year to get paid on. So they don’t really want to mess with that. Yep. That’s true. What were you going to say Brady?

 

I forgot actually I.

 

No it was that they just they want to be in charge. Like, they don’t want somebody else to to tell them how things goes. Especially when they don’t understand our contracts or the process. You know, they don’t want their client to feel like they’re not leading them. You know? And because down the line, they’re going to think, oh, they’re going to, do better job than me.

 

Well, then they’re going to use them as an agent down the road, you know, which that’s part of it. Yeah. A lot of realtors are also working for the referral right to family and friends sphere of influence. And they are also working for the future listing. They know that, according to the National Association of Realtors, that people buy every five years on average, and they plan on trying to get the listing on that home, you’re going to build them five years from now.

 

So they want to be the key person in this transaction so that they’ll be used again in the future, because that’s what they got trained on, right, is referrals and future sales. So for a home builder coach, you know, you want to be driving the bus for them. They want to be driving the bus. So why do we need to meet with them face to face?

 

Because we need to overcome all these objections. And that’s very hard to do on a phone call with them. You call them out of the blue you didn’t like. They weren’t expecting your call. You call them out of the blue. You can’t just sit there and work through all their key objections to doing business with you on that first phone call, right?

 

So that’s why you got to book an appointment and you got to get them in front of us. Why do we want them to come in to our location and meet with us?

 

Hopefully we’re on the hook. So we have we have all the materials. We have, you know, the finished product. We have the, supplies we’re putting in the home. We’ve got pretty much the map for what the whole thing is going to be right there in front of them. Yeah, we got the whole dog and pony show there because John’s more likable in person.

 

That’s a great answer. He’s a lot prettier in person to care if this is true, let’s pick on John. They like the I. No, it’s a comment. Ty, what you got? Well, how often do you run into realtors? Do you get an appointment booked and then they’re always. They’re so busy. Right. Like every one of them. So busy that like, constantly rescheduling whatever.

 

What the home builder coach always say is of the realtors that say yes to an appointment and schedule it, my expectation is that there will be a 50% no show rate, 50%. And that’s probably conservative. I mean, I’m saying like if you get, you know, there’s levels of how good you booked it, right? Like are they do they know that they’re coming to meet with you on that day?

 

Did they write it down while you’re on the phone? If they write, send them back to you. They repeat back to you. Okay, I’ve got that on my calendar. We’ve got that for the 14th at 2:00. Right now. And they’re asking, are you going to send me like a Google map pen so I can find my way there?

 

They’re like engaged in that booking as opposed to they’re just trying to get you off the phone. That is not is strong of a book. So if you do a good booking where they’re engaged in it and planning on meeting with you, 50% of those people will no show you