7 Touches to Success: The Art of Seller Communication
Hello again, Cam here on this lovely Friday morning!
Get ready because we’re going to dive into one of the most persistent — and often frustrating — aspects of real estate investing: reaching out to sellers who don’t seem to want to be reached. (Boo, hiss.)
So, if you’ve ever found yourself sending email after email, leaving voicemail after voicemail, or firing off text messages to the point your phone overheats — only to hear... well, nothing — this one’s for you.
See, I recently received a plea from a newer investor:
“Cam, I’ve left messages and sent emails to dozens of potential sellers... and not a single one has gotten back to me. Am I worthless at this? Am I doing it wrong?”
Let’s be honest: It sure can feel like no one’s on the other end.
But! Here’s the kicker — you’re just getting started. This business doesn’t happen in a single step. It’s not a sprint... it’s a marathon that begins with a slow jog and picks up speed once you find the right rhythm.
Numbers Game
Real estate is a numbers game, plain and simple. When you’re dealing with sellers, there’s a funnel effect at play. Just because you call a few dozen people doesn’t necessarily mean you’re going to line up the perfect deal next week.
The average investor quits after a couple of unanswered attempts. The investors who land deals are the ones who keep going — far beyond a 2nd, 3rd, or even 4th try.
So, I like to remind folks of the “Rule of 7 Touches — it takes, on average, 7 communication attempts before someone is truly ready to respond.
This means after your 3rd voicemail, 2nd text, and a couple of postcards... only then might you get closer to a response.
If you give up after your first or second attempt, you’ll never know. This is even more important in the current world of spam filters, call blocking, robo-text laws, and the ever-growing fatigue people have with unsolicited contact.
Why “Dozens” Isn’t Enough
When someone says, “I’ve reached out to dozens of sellers,” it sounds impressive at first. But “dozens” can be misleading because, in real estate, volume truly matters.
There’s a reason the largest volume wholesaler in any given market might make thousands of calls a month — because they realize it takes a massive net to catch those elusive opportunities.
The same principle holds whether you’re making calls, sending texts, or firing off letters (or all 3!).
If you only contact 50 or 60 sellers and expect a flood of replies, you’re setting yourself up for disappointment. Multiply that by 10 — or more — and then you’ll start to see real results.
Sure, it’s work, but no one said building your real estate empire would be a stroll in the park, right?
Mixing Up Your Methods
Calling is great, but it’s not your only resource. If you’re banking on phone calls alone, you’re likely missing big chunks of your audience.
Look, a lot of folks these days have that “silence unknown callers” function turned on, which sends calls straight to voicemail if your number isn’t in their contacts. I mean, I can’t really blame ‘em either.
So, you’ve definitely gotta leave a credible and inviting message, or they’ll never even know you exist.
Here’s a high-level breakdown of your messaging options:
• Text Messages: Quick, to the point, and less intrusive than calls. People are more likely to open a text than to listen to a voicemail from an unknown number.
• Emails: Yes, you might land in their spam folder, but if your subject line is compelling, you’ll occasionally break through the noise.
• Snail Mail Postcards or Letters: People do still respond to physical mail — especially if it’s personalized and uses a font that looks like it was handwritten. Some folks respond better to something in their hand versus the endless flood of digital ads.
• Voicemails: Keep your message short and show genuine interest in the property.
Here’s the thing... the key is to vary your approach. By using multiple touchpoints, one of your messages just might strike the right chord at the right time.
The Persistence Payoff
Ok, many investors I’ve heard from say, “But Cam, I reached out 3 times, and there was no response. They must not be interested...”
• Well, maybe they were busy.
• Maybe they were sick.
• Maybe they had a family emergency.
• Or maybe your message arrived on an unusually hectic day, and they forgot to circle back.
Because life, am I right?
Sellers don’t sit around waiting for you to call... they’re dealing with day-to-day stress just like the rest of us. That’s why the 5th, 6th, and 7th touches can often be the magic ones.
Remember, you never know which one of your attempts will be the catalyst. Sometimes, a message sent on the 7th contact can yield an enthusiastic callback with the seller saying, “Good thing you’re persistent — I’ve been meaning to get back to you!”
