Hello again, Cam here.<\/p>\n
Get ready, because we\u2019re going to dive into one of the most persistent \u2014 and often frustrating \u2014 aspects of real estate investing: reaching out to sellers who don\u2019t seem to want to be reached. (Boo, hiss.)<\/p>\n
So, if you\u2019ve ever found yourself sending email after email, leaving voicemail after voicemail, or firing off text messages to the point your phone overheats \u2014 only to hear\u2026 well, nothing <\/em>\u2014 this one\u2019s for you.<\/p>\n See, I recently received a plea from a newer investor:<\/p>\n \u201cCam, I\u2019ve left messages and sent emails to dozens of potential sellers\u2026 and not a Let\u2019s be honest: It sure can feel<\/em> like no one\u2019s on the other end.<\/p>\n But! Here\u2019s the kicker \u2014 you\u2019re just getting started. This business doesn\u2019t happen in a single step. It\u2019s not a sprint\u2026 it\u2019s a marathon that begins with a slow jog and picks up speed once you find the right rhythm.<\/p>\n Real estate is a numbers game, plain and simple. When you\u2019re dealing with sellers, there\u2019s a funnel effect at play. Just because you call a few dozen people doesn\u2019t necessarily mean you\u2019re going to line up the perfect deal next week.<\/p>\n The average investor quits after a couple of unanswered attempts. The investors who land deals are the ones who keep going \u2014 far beyond a 2nd or 3rd or even 4th try.<\/p>\n So, I like to remind folks of the \u201cRule of 7 Touches \u2014 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\u2026 only then you might get closer to response.<\/p>\n If you give up after your first or second attempt, you\u2019ll 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.<\/p>\n When someone says, \u201cI\u2019ve reached out to dozens<\/em> of sellers,\u201d it sounds impressive at first. But \u201cdozens\u201d can be misleading because, in real estate, volume truly matters.<\/p>\n There\u2019s a reason the largest volume wholesaler in any given market might make thousands of calls a month \u2014 because they realize it takes a big <\/em>net to catch those elusive opportunities.<\/p>\n The same principle holds whether you\u2019re making calls, sending texts, or firing off letters (or all 3!).<\/p>\n If you only contact 50 or 60 sellers and expect a flood of replies, you\u2019re setting yourself up for disappointment. Multiply that by 10 or 20 \u2014 or more \u2014 and then you\u2019ll start to see real results.<\/p>\n Sure, it\u2019s work, but no one said building your real estate empire would be a stroll in the park, right? I\u2019m sure you know that nothing worthwhile is easy.<\/p>\n Calling is great, but it\u2019s not your only resource. If you\u2019re banking on phone calls alone, you\u2019re likely missing big chunks of your audience.<\/p>\n Look, a lot of folks these days have that \u201csilence unknown callers\u201d function turned on, which sends calls straight to voicemail if your number isn\u2019t in their contacts. I mean, I can\u2019t really blame \u2018em either.<\/p>\n So, you\u2019ve definitely gotta leave a credible and inviting message, or they\u2019ll never even know you exist.<\/p>\n Here\u2019s a high-level breakdown of your messaging options:<\/p>\n Here\u2019s the thing\u2026 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\u2026. 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!<\/a><\/p>\n Ok, many investors I\u2019ve heard from say, \u201cBut Cam, I reached out 3 times, and there was no response. They must not be interested\u2026\u201d<\/p>\n Because life, amIright?<\/p>\n Sellers don\u2019t sit around waiting for you to call\u2026 they\u2019re dealing with day-to-day stress just like the rest of us. That\u2019s why the 5th, 6th, and 7th touches can often be the magic ones.<\/p>\n 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, \u201cGood thing you\u2019re persistent \u2014 I\u2019ve been meaning to get back to you!\u201d<\/p>\n I\u2019d tuck this little mantra away if I were you: People buy\/sell when they\u2019re ready to buy\/sell \u2014 not when you\u2019re <\/em>ready to do a deal.<\/p>\n See, you might send the perfect letter or drop the ideal voicemail, but if it doesn\u2019t arrive in the seller\u2019s \u201cI\u2019m finally ready to sell this place\u201d moment, you won\u2019t get anywhere.<\/p>\n Think about your own life \u2014 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\u2026 \u201cgradually, then suddenly\u201d.<\/p>\n Sellers are no different. By staying consistent and present in their world, you increase the chance you\u2019ll be top of mind when they do<\/em> 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!<\/a><\/p>\n Now then, here\u2019s another important point: Never tell <\/em>sellers you know why they might be motivated\u2026<\/p>\n 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.<\/p>\n Leading with, \u201cSo, I see you\u2019re behind on payments\u201d or \u201cdivorce is tough\u201d can put people on the defensive, obviously.<\/p>\n Instead, focus on the property: \u201cHey, I\u2019m looking at a few houses in your area. Would you consider selling yours if the price is right?\u201d<\/p>\n That\u2019s all you really need to start... if they want to share more about their personal situation, they will. And here\u2019s how to nudge that along\u2026<\/p>\n See, there\u2019s an art to starting your conversations with property-related questions \u2014 rather than prying about personal circumstances\u2026<\/p>\n Ask about the number of bedrooms, bathrooms, whether they\u2019ve done any recent upgrades, or how old the roof is.<\/p>\n People love talking about their homes. Once they open up about that, you can segue into deeper questions \u2014 without sounding pushy.<\/p>\n Pro Tip:<\/strong> If you start hitting them with \u201cI heard you might be in foreclosure\u201d off the bat, you risk sounding predatory or opportunistic. That\u2019s a quick way to turn people off. Instead, let them reveal their story if they ever do at all. You\u2019ll find that once a seller feels comfortable \u2014 like they\u2019re talking to a real person, not a robot only focused on business and bottom lines \u2014 they\u2019ll tell you everything you need to know.<\/p>\n Yes, you want to be persistent. But you don\u2019t want to become an annoying presence in the seller\u2019s 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.<\/p>\n There\u2019s a line between consistent follow-up and harassment\u2026 and crossing that line can do more harm than good.<\/p>\n Also, consider using a friendly tone: \u201cHey there, I hope I\u2019m not catching you at a bad time. Just wanted to follow up on that property\u2026\u201d is a lot more inviting than, \u201cTHIS IS MY 5TH MESSAGE. CALL ME BACK ASAP.\u201d Cringe.<\/p>\n We\u2019ve all received those overly pushy calls, right? They\u2019re more likely to make us block the number than respond.<\/p>\n Look, the next time you think you\u2019ve exhausted your list because you called them once or twice or even 3 times\u2026 push on. Try different avenues of communication:<\/p>\n You never know which one will get a response.<\/p>\n The 7 Touches to Success approach can feel time-consuming, but ask yourself: What\u2019s the real cost of continuing?<\/em><\/p>\n Usually, it\u2019s just a matter of a few more minutes drafting a message or a few dollars printing postcards. Compare that to the potential profit you\u2019ll make on a successful deal \u2014 whether that\u2019s a quick flip or a long-term hold.<\/p>\n Regards,<\/p>\n Cam Dunlap<\/p>","protected":false},"excerpt":{"rendered":" Hello again, Cam here. Get ready, because we\u2019re going to dive into one of the most persistent \u2014 and often frustrating \u2014 aspects of real estate investing: reaching out to sellers who don\u2019t seem to want to be reached. (Boo, hiss.) So, if you\u2019ve ever found yourself sending email after email, leaving voicemail after voicemail, […]<\/p>\n
single one has gotten back to me. Am I worthless at this? Am I doing it wrong?\u201d<\/em><\/p>\n<\/a>Numbers Game<\/h2>\n
<\/a>Why \u201cDozens\u201d Isn\u2019t Enough<\/h2>\n
<\/a>Mixing Up Your Methods<\/h2>\n
\n
<\/a>The Persistence Payoff<\/h2>\n
\n
<\/a>Timing Matters More Than You Think<\/h2>\n
<\/a>Motivations Can Reveal Themselves<\/h2>\n
<\/a>Effortlessly Build Rapport<\/h2>\n
<\/a>Professional Yet Casual<\/h2>\n
<\/a>My Challenge to You<\/h2>\n
\n