Power Dialing for Business Communication: More than a Sales Dialer 

• Orlando Cash Home Buyer Saved a $47,000 Deal that had been marked dead 

• CRM Tasks that previously took 30 minutes now take 5 minutes 

• Support saves time with live response under 3 minutes 

Robert Glover of Orlando Cash Home Buyer shares how smrtPhone and smrtDialer helped his team reach more people, streamline communication with vendors, and hone in on agent performance. 

It’s no secret that a power dialer will help any sales-based business contact people quickly. It’s what they’re built to do! But all power dialers are not made equal, and Robert illustrates the importance of a well-integrated power dialer to his preferred CRM, as well as the features and settings his team need most. 

Orlando Cash Home Buyer is a group that doesn’t just buy and sell homes in Florida. They also have offices in Ohio, Virginia, and are opening soon in the Carolina areas. Coordinating the sales and marketing of homes you can’t easily visit, with people you can’t always see face-to-face, means your phone system has to be on point. Robert and his team chose smrtPhone because of the seamless integration with Podio, their CRM system. But once they started using the product, they found other reasons to love the phone system. 

Robert and his team don’t just buy– they also rent, fix and flip, and engage in wholesaling. 

That means they’re constantly coordinating between different offices, about different types of real estate investment, via many types of marketing campaigns and channels. That’s a lot to organize! Keeping clean and fast communication data is crucial to keeping his business streamlined. It’s not just about calling people – it’s about keeping a clear record of communication so his team can stay on top of leads, deals, and their entire pipeline. 

Different Communication for Different Needs 

Orlando Cash Home Buyer markets in multiple ways to reach the maximum amount of motivated sellers. Web, direct mail, cold calling and social media are the touchpoints they need to hit to find people who are looking to sell their homes. This means tons of outbound and inbound communication, with phone numbers that can handle bi-directional communication, even for text. They use a power dialer for high volume, outbound sales calls. But Robert also loves to use it to contact vendors, around 15 at a time, in fast succession. 

“Something that used to take half an hour in Podio now takes me five minutes with smrtDialer. I have it set up where I just need to contact these people quickly: I don’t need to be typing up notes, I don’t need to be logging anything. I’m just burning through the task and it’s done.”

The beauty of having an all-in-one phone system connected to your CRM means you always have different options to contact people in a convenient way. There are four dialers, one inside the smrtPhone App, a Google Chrome Extension for when you’re in any browser tab, a Mobile App for on-the-go, and a CTI dialer inside the CRM. All communication from every dialer is synced. As Robert puts it, “between Click to dial with the Google extension, CTI in Podio, that’s so much more user interface.” The point is to always have the right means of communication, at the right time. 

Lead Sourcing a Real Estate Investment Deal with Good Tech

Robert’s team has a multi-pronged approach to marketing, and that means a lot of inbound communication from different sources. The more leads any business deals with, the more important efficiency and organization becomes. His team uses a 24/7 call answering service that is fielding initial calls on recorded lines. They also receive calls to voicemail that are transcribed instantly. All that communication – call logs, recorded calls, voicemail transcriptions – are synced to Podio. 

“The communication that comes in is like a live feed within Podio. As the communications are coming in, everybody’s seeing what’s going on, live. We’re able, as a sales organization, to hop on that info and quickly determine: what category folder is this going to fit into? We can address it as expeditiously as possible. And that really helps to provide service for our customers. We are so on top of what’s going on, we already have context of conversations via transcript.” 

Robert and his sales team are able to keep a close watch of incoming communication without wasting valuable time on being the first contact. They receive warm leads from their answering service, but they can also identify missed opportunities. 

“We can go back into recorded files and listen again, because sometimes the person they’re talking with is missing nuances that a third party who’s listening would be able to pick up on. That has been a huge, huge help. It’s already been logged with smrtPhone.” 

A $47,000 Deal from a Dead Lead

Robert explains how they use a 24/7 answering service to handle inbound calls from their direct mail campaigns. “Those calls reroute through smrtPhone, so I’m able to keep recordings.” He’s quick to say he loves this vendor – “they’re great, I’ll say nothing bad about them,” but everyone makes mistakes. If they make mistakes, he has his sales team inside the feed, listening to calls, and reviewing voicemail transcriptions. 

He recounts multiple times where he or a sales agent found something in a lead that had been marked dead or uninterested, only for it to turn into a deal. 

“We were able to jump in on a deal because an outside vendor we relied upon, which is a good vendor, had made a mistake. That deal was a $47,000 profit for the business, which would have been zero, what actually would have been a negative number, because we have a cost per lead.” 

A great CRM, coupled with a great phone system, can provide the checks and balances that humans often need. By using communication data, Robert’s team not only made an unexpected profit, they also helped a customer in need. 

“In that situation a woman had recently lost her husband, and she was of the mindset that she could do nothing with the house. She was going to walk away from it. She wasn’t even near it, she couldn’t afford it. Her husband took care of all the financial needs for her, she was traditional and the situation scared her stiff. She was just going to leave town and let the house go. But we were able to greatly help her, and it was also a huge win for our business.”
As everyone always says, the fortune is in the follow-up. But sometimes that follow-up can be internal: checking in, even periodically, on cold leads can yield positive results. 

“It’s not only beneficial for the company, beneficial for the team, but it’s beneficial for the customer because it’s a problem that wouldn’t have been solved.” 

The $47,000 deal isn’t an isolated legend for Robert’s team: it happens consistently with smrtPhone. 

“The team was excited to be involved – you always hear sales teams say ‘oh I need more leads.’ But maybe they don’t need more leads, it’s the leads that already exist. Now my sales team wants to listen and dig through the communication that comes through smrtPhone. That’s awesome. I don’t know exactly how to quantify how often it happens, that smrtPhone saves me X amount of money per year, but that happens time and time again.” 

Power Dialer Settings: Drilling Down on Success 

Choosing the right power dialer is an important decision for a sales-based business. But then you also have to use it to your advantage. 

“I’ve experimented with pretty much all the dialers. I remember starting back with Mojo, when that was really the only dialer for anybody in REI. I don’t want to list names, but smrtDialer has been the best by far. It’s what we use. And I always refer people to smrtDialer.”

What makes smrtDialer great? Robert’s first answer is the auto-resume functionality. Sometimes with dialing multiple lines, there’s potential for lag. “With Batch Dialer for example, anytime it hits that lag, it goes onto an auto pause and the user has to undo that manually.” Robert wants his system to be streamlined, and set up so all his users have to do is talk. “You’re relying on them, and it can become an arduous task. That auto dial pause gives the user an opportunity to not pay attention while the clock is still running.” 

Unlike Batch Dialer and Mojo, smrtDialer has an auto-resume setting at the Campaign level. This saves the user from having to continuously interact and select ‘start resume’ over and over. On the flip side, Robert appreciates that auto-resume can also be turned off. “If I’m not cold calling, I don’t want auto-resume on because I need that time in between. But for cold calling, you want it on.” 

He goes on to share that changing his power dialer settings can improve his agent’s success metrics, possibly more than one would expect. Turning on auto-resume can increase the volume and speed of calls a user can make, even if they’re not intentionally trying to waste time on pauses. smrtDialer also allows for multi-line dialing on 2, 3 or 4 lines. Increasing the number of lines can mean the difference between one of his employees missing and hitting their targets. Customizing campaign settings depending on the intended use case, quality of a lead list, or agent’s needs can greatly improve success rates. 

Time is Money, and Fast Support Saves Time 

smrtPhone customer support boasts an impressive 3 minute average response time, with most chats happening far faster. Robert sees the value in saving time in an industry where fast speed-to-lead is the standard. “smrtPhone Support actively looks for and finds solutions within minutes, or if not, points me in the right direction.” He goes on to call the support “beyond stellar,” and shares that others often can’t match the quality or speed. 

“With other vendors, if I say something, I won’t ever hear back. It’s almost like I have to haras them to get an answer. If it’s not in the help articles, which are also a super useful archive, then they’ll walk you through it and make sure it’s fixed for you.” 

Fast, quality customer service should be a given for any software, but it’s especially important to clients whose sales-based businesses move quickly and can’t afford downtime. Robert sums it up simply:

“The standard I have with the smrtPhone support has set the bar for what I want.”