Business Management You’re Never Too Busy to Return a Prospect’s Phone Call

Business Management

In a recent conversation with a top producer, he let me know how much he appreciated all those agents that don’t return phone calls until the following day, or even a couple of days later. He was appreciative because many of the really good buyers he had worked with this year had called several other agents before they called him. How much sense does that make? The other agents were likely spending a lot of money and time prospecting for new business. Then, when the prospecting worked and they received a phone call, they adopted a “Manaña” attitude.

The problem with waiting until later to call back is that prospects are impatient. If your prospect doesn’t hear back from you within minutes because you’re involved in other activities, more times than not, they will call the next agent. When that happens, your delayed response is likely to cost you thousands in commissions.

Don’t confuse your responses to buyers and sellers with other calls, texts and e-mails you get. The other contacts are usually not nearly as important a priority. A good rule to follow is: Responding to a prospective buyer or seller’s communication immediately isn’t an option. It’s Mandatory. They should be called back as soon as you get the message. These communications via phone, e-mail or text should always be considered top 20% activities, even when you’re overwhelmed with work. It only takes a minute to respond, gather information and let the buyer or seller know you’re with someone and will call them back as soon as you’re finished. The alternative is to wait and end up giving the clients and commission to your competitors.