Persistence pays – why one call is rarely enough

How many times should you call a lead before deciding they're simply not interested?

Once? Twice? Three times?

For Liza Daniels, who leads The ValPal Network's managed calling service after more than 20 years running her own estate agency, the answer is simple: persistence pays off.

Speaking to ValPal Network Director Craig Vile in our latest video, Liza explains that she'll make at least three attempts to contact a lead and sometimes considerably more.

Why? Because not answering the phone doesn't necessarily mean somebody isn't interested. They could be working, driving, looking after the children or simply doing something else when you call.

Liza recalls prospective sellers finally answering on the sixth attempt and going on to book a valuation.

The conversation explores the importance of speed-to-lead, when to use SMS or WhatsApp, the value of asking open questions and how to discover what actually prompted somebody to request a valuation.

Craig and Liza also discuss something increasingly important for busy agencies: knowing when personal contact should give way to automated nurturing, ensuring an opportunity isn't forgotten simply because somebody isn't ready today.

As Craig puts it, leads are the heartbeat of an agency. Generating them is only the beginning. What you do with them next is what really counts.

Watch Craig and Liza's full conversation to discover their practical tips for nurturing leads and turning more enquiries into opportunities.