Vitaliy

Get 5 No’s before you give up. There is a study I read years ago that said something like the following: 90% of salespeople will make the 1st call 70% will make the 2nd 40% will make the 3rd 20% will make the 4th 3% will make the 5th call And get this…. MOST buyers will say YES after the 5th call! So many of my acquisitions have taken WAY more than 5 “asks”! I just consummated a new partnership in a deal/ the first time I called to see if the owner would sell was 14 years ago. Many of my BIG leases came from canvassing them and reaching out to them 5 or more times. Many ask “isn’t this being annoying ?” It’s not if you are adding value each time you reach out. Giving them an update of your property. What was last lease you signed, or new market updates. You are growing their trust with you. It is said that buyers won’t buy until they like and trust you. Consistency of follow up BUILDS their trust in you! When you call, if they don’t immediately know who you are and why you are calling - you have not called enough for them to recognize you! That’s the clue - until they say “Hi, Beth no I don’t want to sell yet!” You haven’t done enough! This recent deal will be the biggest one of my career. It was 1000% worth the 14 year investment. By the way, the investment was 4-6 calls per year for maybe 5 min each. Let’s say 6 calls x 5min x 14 years = 420 min or 6 hours 6 hours for an increase of my families wealth for generations! Easy. At what # call do you stop? Are you in the 90% or 3%? Be in the 3%!