To Call or Not To Call, That is the Question

Mike Nastri, on Active Rain, Raised this question HERE


The quote below is from Realtor ®Mag and referenced by Mike. It is repeated below for clarity.


Best Practice #2: Don't Call Them

If you've somehow acquired a prospect's phone number and you're tempted to pick up the phone, stop yourself. It's generally a bad idea. Why? You risk driving that potential client away because in all probability, he or she just wanted information, not a salesperson trying to set up an appointment.

Most human beings feel vulnerable and defensive when they're on the phone with a salesperson with whom they don't have a relationship. That's one reason why Internet is such a popular place for prospects' to gather information before speaking to a real estate professional.

So, is it ever appropriate to call an online prospect in response to an online inquiry? Yes, there are a couple of exceptions.

•If the prospects explicitly ask you to call them and provide their phone number.
If it is clear that the lead has come directly from your highly targeted Web site, and the prospects offered their phone number voluntarily (in other words, they were not forced to reveal it in order to access information on your site or order a report). It's so important the lead comes from your highly targeted Web site because then it's more likely they've already learned about your business and have started trusting you. That's a contrast from most inquiries from third-party lead generation services or "one size fits all" sites are actually quite cold.

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Since this is such a hot topic, I asked the Trulia Audience the following:

There is a debate raging within the professional real estate ranks. The conundrum centers on this question: Should real estate professionals take the initiative to call people who register on their websites?

As a real estate consumer, your opinion is highly valued. What follows is a prominent dilemma we face as professionals in this very competitive field.

Scenario: You (the real estate consumer) arrive at a super real estate website. You have come to the site because you want to search home listings for a certain area. You click on FREE Search and arrive quickly at the search area. Here you input your search criteria, press search, and there you have it--a parade of listings that hold your interest. When you press for the next page-a registration page appears. You are asked for contact information. Please give us your name; telephone number, and email address are the basic questions. In order to proceed with your search, you have to input your information.

Question: Is this a fair trade off in your mind? You are trading your personal information for the opportunity to continue searching. You realize that the outfit asking for the information will probably contact you. Do you want to be contacted? If yes, in what way? Via email? Via Phone? Both?

Question: It is difficult to know what consumers want and or expect. When you leave your personal contact information are you leaving it so you are contacted? Leaving it as the price of admission and feel coerced? Angry that the website owner/sponsor requires you leave personal information.

As a legitimate consumer seeking real estate services, what approach should real estate professionals use to gain your business? This is the central issue.

Your responses are truly appreciated and will open up thousands of eyes in our field. Thanks for your help folks.

John Kavaller
Licensed NYS Agent & REALTOR®
845-482-3200 Ext. 13: Office
845-492-0261: John's Cell
john@catskillsales.com
http://www.catskillcountryrealestate.com/

Catskill Real Estate Market April-May 2009

So what’s going on here in Catskills of Sullivan County, NY? The short answer is—not much. Across the board, recent sales indicate buyers still favor the sidelines, not the playing field.

I believe there is still a relevant disconnect on the selling side of the equation. Sellers seem unwilling to make peace with the current bottom fishing aspect of today’s market. With that being said----

The home buying atmosphere should be robust and flush with exuberant activity. Lower than low interest rates, good inventory, and the first time homebuyer’s credit which may be used as a down payment are among factors that support and should buoy the market. Yet these favorable circumstances are not bringing buyers to the closing table.

Warren Blumenthal, Owner/Broker of Catskill Sales Associates, Inc located in Jeffersonville, NY, attributes the lethargic conditions to two primary elements.

The buying community believes the market still has not bottomed. Potential buyers are concerned their jobs may disappear.

What bothers me is the fact that savvy buyers, in general, know they cannot call the exact bottom of any market. The macro economic prevailing winds certainly indicate a buy now signal. Why aren’t they at the table in droves?

Perhaps it is the second point Broker Blumenthal makes that is more telling. All the conditions may be favorable to buy now, but if the buyer fears losing his or her job, buying doesn’t make sense.

My crystal ball in the attic predicts the buyer’s market will remain. I suspect that if the economic doldrums persist, sellers will have to get more realistic pricing points on their listings or they’ll be paying taxes for another year.

Even if we are close or at a pricing bottom, buyers will simply kick the tires if they fear for their jobs. Stay tuned for the next post when I bring the ball out of my Victorian attic.

Real Estate Is Cold Like the Weather Here in Sullivan County, NY

Real Estate Is Cold Like the Weather Here in Sullivan County, NY

Oh yes, we have sellers-- Sellers who own spectacular vistas, meadows, and mountaintops. But like the cold air temperatures, buyers have taken a chill and resisted the temptation to explore new territory here.

February was more electric with plenty of phone activity and inquiries. I actually was gaining confidence that Catskills Real Estate was warming up to a better market. Colleagues too were busy with the assorted details of our industry.

“Hey, can you tell me the taxes? “What’s going on with that Lake Front in Chapin Estates?” “How off is the Catskill's Property market really”? “Are the contractors buying parcels again? It was music to our ears in our Main Street Office.

We’ve got buyers, yes that is right. We’ve got plenty of sellers as well. Sounds good so far, but the reality of getting these two together has always been the meat of the matter. And—it’s getting more difficult to feed those coming to the table.

Some sellers here have an unrealistic idea of property value. Although this is somewhat typical of many sellers, times dictate serious re-evaluation for this group. Equally frustrating, some buyers have impractical pricing requirements even for today’s flat market. Many buyers are expecting implausible listing reductions.

Buyers and sellers are just too far apart right now. In some measure, both buyers and sellers are unwilling to make the required concessions or compromises to firm up a deal.

It’s my sense that the cold here may not just be in the air. It may also reside in unrealistic buyer and seller expectations.
John Kavaller