The REALTOR won't return my call!
It's one of the strangest phenomona in the universe. At a time when qualified buyers are in great demand, real estate agents aren't returning calls.
I'm not talking about you. It's those other agents out there, especially listing agents for short sales.
I'm seeing a shift in the business, and it has nothing to do with Gary Keller's book by that title.
Listing Agents seem to be hiding from the real world of communication and interaction, confident that if only they get enough listings and set up the right systems on the internet, they can avoid wasting time answering the phone.
The Value of Relationships
Relationships have both emotional and monetary value. When I get voicemail, and no return call, it chips away at the emotional value of the relationship to me. While you might be focused on the monetary value to you, that's not my focus. If I'm a buyer or borrower, it's not about you. It's about who can help ME.
Here's an illustration from my world. I'm a mortgage lender. Left to myself, I'd love to avoid all the time on the phone with people who ultimately cannot qualify for a loan, so I can understand an agent wanting to sift out looky-loos by screening all their calls.
As a lender, though, my pipeline will atrophy if I don't take those calls, listen to the problems, and offer assistance without expectation of an immediate monetary payoff.
The immediate payoff comes in the form of Emotional Value, and although you can't put a dollar value on it, emotional value is something you can take to the bank. People appreciate it when someone picks up the phone and says "Hi. How may I help you?"
I'm Mike in Tucson, your preferred Tucson Arizona Mortgage Lender.
SUNSTREET MORTGAGE LLC ~ Correspondent Mortgage Bank
Offices in Mesa, Tucson, Sierra Vista & Nogales