Dear Pam,

I am writing to thank you for the recent telephone techniques you taught me. I am a real estate broker and have been selling real estate since 1978. 1 have taken many motivational classes. and courses that dealt with telephone techniques, All the prior instructors stated that with the proper phone call to a property owner the odds are one phone call out of fifty, will result in a conversation with the property owner. And that is the standard that real estate brokers have been working with, After role playing with you the phone, and you showing me, and explaining to me, the reason why a property owner would not open up, and start talking to me on the phone.

I was surprised. When I started using your phone techniques, I felt a little strange, until I started realizing that after one hour on the phone, I had only talked to four property owners. When I say talked, we had an open productive conversation, The reason why I only talked to four property owners is because with my initial phone call to them using your phone techniques, the owners were willing to open up to me, and talk to me for an extended period of time. And that is the hardest part of selling real estate, the first phone conversation with a complete stranger, and asking the right questions. I did not get the usual “no thank you” response. Prior to talking with you, in a one‑hour period, I would have made twenty to thirty non‑productive phone calls.

Knowing that I had to make at least fifty calls to get to that one responsive property owner, with odds like that, it is hard to keep a positive attitude, and I am sure my phone conversation reflected my attitude. I have been using your phone techniques for about one month, and I am still surprised with the openness I receive with my first phone call to a property owner. I have included your course in my marketing and training program Thank you for the most productive course I have taken. My company is looking forward to an ongoing working relationship with you. I would like to close with the response I get from my first phone call to a property owner: “Yes, I can”.

Sincerely, — Baron E. Castillo / Broker