Hello again, Cam here.
Get ready, because we’re going to dive into one of the most persistent — and often frustrating — aspects of real estate investing: reaching out to sellers who don’t seem to want to be reached. (Boo, hiss.)
So, if you’ve ever found yourself sending email after email, leaving voicemail after voicemail, or firing off text messages to the point your phone overheats — only to hear… well, nothing — this one’s for you.
See, I recently received a plea from a newer investor:
“Cam, I’ve left messages and sent emails to dozens of potential sellers… and not a
single one has gotten back to me. Am I worthless at this? Am I doing it wrong?”
Let’s be honest: It sure can feel like no one’s on the other end.
But! Here’s the kicker — you’re just getting started. This business doesn’t happen in a single step. It’s not a sprint… it’s a marathon that begins with a slow jog and picks up speed once you find the right rhythm.
Numbers Game
Real estate is a numbers game, plain and simple. When you’re dealing with sellers, there’s a funnel effect at play. Just because you call a few dozen people doesn’t necessarily mean you’re going to line up the perfect deal next week.
The average investor quits after a couple of unanswered attempts. The investors who land deals are the ones who keep going — far beyond a 2nd or 3rd or even 4th try.
So, I like to remind folks of the “Rule of 7 Touches — it takes, on average, 7 communication attempts before someone may be willing or is truly ready to respond. This means after your 3rd voicemail and 2nd text and a couple postcards… only then you might get closer to response.
If you give up after your first or second attempt, you’ll never know. This is even more important in the current world of spam filters, call blocking, robo text laws, and the ever-growing fatigue people have from unsolicited contact.
Why “Dozens” Isn’t Enough
When someone says, “I’ve reached out to dozens of sellers,” it sounds impressive at first. But “dozens” can be misleading because, in real estate, volume truly matters.
There’s a reason the largest volume wholesaler in any given market might make thousands of calls a month — because they realize it takes a big net to catch those elusive opportunities.
The same principle holds whether you’re making calls, sending texts, or firing off letters (or all 3!).
If you only contact 50 or 60 sellers and expect a flood of replies, you’re setting yourself up for disappointment. Multiply that by 10 or 20 — or more — and then you’ll start to see real results.
Sure, it’s work, but no one said building your real estate empire would be a stroll in the park, right? I’m sure you know that nothing worthwhile is easy.
Mixing Up Your Methods
Calling is great, but it’s not your only resource. If you’re banking on phone calls alone, you’re likely missing big chunks of your audience.
Look, a lot of folks these days have that “silence unknown callers” function turned on, which sends calls straight to voicemail if your number isn’t in their contacts. I mean, I can’t really blame ‘em either.
So, you’ve definitely gotta leave a credible and inviting message, or they’ll never even know you exist.
Here’s a high-level breakdown of your messaging options:
- Text Messages: Quick, to the point, and less intrusive than calls. People are more likely to open a text than to take a call from an unknown number.
- Emails: Yes, you might land in their spam folder, but if your subject line is compelling, you’ll occasionally break through the noise.
- Snail Mail Postcards or Letters: People do still respond to physical mail — especially if it’s personalized and uses a font that looks like it was handwritten. Some folks respond better to something in their hand versus the endless flood of digital ads. It’s expensive though, so proceed carefully.
- Voicemails: Keep your message short and show genuine interest in the property.
Here’s the thing… the key is to vary your approach. By using multiple touchpoints, one of your messages just might strike the right chord at the right time. And…. Whenever possible mention the property specifically by address so that your message is less likely to be perceived as mass marketing. Join me at my next 3-day masterclass FREE ad learn how to get your next deal closed in 30 days!
The Persistence Payoff
Ok, many investors I’ve heard from say, “But Cam, I reached out 3 times, and there was no response. They must not be interested…”
- Well, maybe they were busy.
- Maybe they were sick.
- Maybe they had a family emergency.
- Or maybe your message arrived on an unusually hectic day, and they forgot to circle back.
Because life, amIright?
Sellers don’t sit around waiting for you to call… they’re dealing with day-to-day stress just like the rest of us. That’s why the 5th, 6th, and 7th touches can often be the magic ones.
Remember, you never know which one of your attempts will be the catalyst. Sometimes, a message sent on the 7th contact can yield an enthusiastic callback with the seller saying, “Good thing you’re persistent — I’ve been meaning to get back to you!”
Timing Matters More Than You Think
I’d tuck this little mantra away if I were you: People buy/sell when they’re ready to buy/sell — not when you’re ready to do a deal.
See, you might send the perfect letter or drop the ideal voicemail, but if it doesn’t arrive in the seller’s “I’m finally ready to sell this place” moment, you won’t get anywhere.
Think about your own life — you may have pressing tasks, emergencies, or other priorities that overshadow everything else. Real estate might be the last thing on your mind until it suddenly becomes urgent. As is the case with many things… “gradually, then suddenly”.
Sellers are no different. By staying consistent and present in their world, you increase the chance you’ll be top of mind when they do decide to move forward. Join me at my next 3-day masterclass FREE ad learn how to get your next deal closed in 30 days!
Motivations Can Reveal Themselves
Now then, here’s another important point: Never tell sellers you know why they might be motivated…
Even if your list filter set specifically targets pre-foreclosures, vacant homes, or out-of-state owners, let what you know is likely motivating them that come out naturally in the conversation.
Leading with, “So, I see you’re behind on payments” or “divorce is tough” can put people on the defensive, obviously.
Instead, focus on the property: “Hey, I’m looking at a few houses in your area. Would you consider selling yours if the price is right?”
That’s all you really need to start… if they want to share more about their personal situation, they will. And here’s how to nudge that along…
Effortlessly Build Rapport
See, there’s an art to starting your conversations with property-related questions — rather than prying about personal circumstances…
Ask about the number of bedrooms, bathrooms, whether they’ve done any recent upgrades, or how old the roof is.
People love talking about their homes. Once they open up about that, you can segue into deeper questions — without sounding pushy.
Pro Tip: If you start hitting them with “I heard you might be in foreclosure” off the bat, you risk sounding predatory or opportunistic. That’s a quick way to turn people off. Instead, let them reveal their story if they ever do at all. You’ll find that once a seller feels comfortable — like they’re talking to a real person, not a robot only focused on business and bottom lines — they’ll tell you everything you need to know.
Professional Yet Casual
Yes, you want to be persistent. But you don’t want to become an annoying presence in the seller’s life, either. Pace your contacts out over a few weeks. Avoid sending repeated messages on the same day or even in the same week. Put yourself in their shoes.
There’s a line between consistent follow-up and harassment… and crossing that line can do more harm than good.
Also, consider using a friendly tone: “Hey there, I hope I’m not catching you at a bad time. Just wanted to follow up on that property…” is a lot more inviting than, “THIS IS MY 5TH MESSAGE. CALL ME BACK ASAP.” Cringe.
We’ve all received those overly pushy calls, right? They’re more likely to make us block the number than respond.
My Challenge to You
Look, the next time you think you’ve exhausted your list because you called them once or twice or even 3 times… push on. Try different avenues of communication:
- Put in a polite but persistent voicemail.
- Follow up a week or 2 later with a text message that references your earlier call.
- Drop a concise email — one that’s not riddled with real estate jargon — just a simple “Interested in talking about your property at 123 Any Street?” type of message.
You never know which one will get a response.
The 7 Touches to Success approach can feel time-consuming, but ask yourself: What’s the real cost of continuing?
Usually, it’s just a matter of a few more minutes drafting a message or a few dollars printing postcards. Compare that to the potential profit you’ll make on a successful deal — whether that’s a quick flip or a long-term hold.
Regards,
Cam Dunlap