Don't *star 67* yourself into oblivion

By
Real Estate Services with ReachFactor - automated client surveys & social sharing

I was interviewing a sales person last week and she made a comment I found very interesting. She said she commonly calls prospects by first dialing *67 so that it masks her caller ID. She said it helps her phone calls get through. I wondered why no one wants to pick up the phone when they know it’s her?

Crazy? No, I’m sure lots of sales people do this. Will she get the job? Never.

Here’s why.

Great sales people don’t have to use *67 because they’re great at adding value. In the first connection or meeting with a prospect they ask questions and listen. They are really good at understanding people’s problems and needs. Then they think night and day about how they can solve those problems. Then they follow up.

Good sales people get past the caller ID filter because their reputation is not that of a ‘salesperson’ it’s that of a ‘consultant.’

There are several sales people I love hearing from because they come with information and advice to help me solve my problems. When I recognize their phone number I pick up the phone. Sure, most of the time they’re selling something, but I know that good advice does not come free and usually they pitch something that’s directly related to the problems I’ve got.

Do you know how many times I pick up the phone when the call comes from ‘anonymous’? None.
anon

I’ve noticed while reading real estate agent reviews that good real estate agents all seem to listen and solve problems. They’re perceived as consultants not ‘sales people.’ If you’ve gone on a listing presentation and you’re not getting called back, and you find yourself constantly using *67 I say stop wasting your time re-think how you approach your business.

In this transparent world we live in the tactics that drive you to use *67 will eventually make you obsolete.

 

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Topic:
Real Estate Sales and Marketing
Tags:
sales tips
realtor marketing

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Rainmaker
315,664
Karen Feltman
Relocation Specialist
Cedar Rapids/Iowa City, IA Skogman Realty

I agree that the unknown numbers/anonymous ones get filtered to voicemail.  If it is a local number that I do not recognize, however, I will answer it whenever possible, i.e. when I am not with a client at that time.  I think that it is important to remember that we are bombarded by charitable organizations, political campaigning, telemarketers.....*67 is just not fooling anyone!  Great perspective and advice...I hope that she took it to heart!

March 17, 2011 04:37 PM
Rainer
15,369
Melanie Dawn Molina Wood
Coldwell Banker Residential Real Estate

Interesting article Suresh. I am exactly the opposite. I will not answer calls when their number is blocked. I find it very odd that the agent you spoke with felt it was a better approach.

March 17, 2011 05:46 PM
Rainer
93,201
Toni Hogan
ToniHogan.com

Her "logic" (used loosely) is baffling to me for the reasons that many have already stated. Using *67 is no more effective than sending emails using BCC: or from info@blahblah.com. I just realized my emails FROM my "info" address go to spam regardles of whom I am sending to. I have to remember to change it when I am sending. I wonder if she tells that story in all of her interviews.

March 17, 2011 06:41 PM
Ambassador
1,200,789
Erica Ramus
MRE, Schuylkill County PA Real Estate
Erica Ramus - Ramus Realty Group - Pottsville, PA

I never pick up if it is caller UNKNOWN. Period. 

March 17, 2011 06:53 PM
Ambassador
1,449,341
Renée Burrows
Las Vegas Real Estate Broker - www.urLVhome.com
Savvy Home Strategies Realty, LLC-REALTOR®-Estate-Probate

Either people want to talk to me or they don't - not tricking them into it!

April 26, 2011 08:48 PM
Anonymous
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Rainer
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Suresh Srinivasan

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