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Apointment Conversion Rate - http://www.dealmakerscafe.com Forums

Original message

Al Jordan

"Apointment Conversion Rate" , Thu 11 Jan 15:53

This has to be one of my biggest problems and I think with input from then board everyone can benefit.
I'll make and follow-up on around 20 offers before I buy ONE house! This is making me crazy. I buy houses only because I make appointments. Prescreening techniques? I don't think that's it. Any input? Give me something to judge myself against. How many appointments do you make per house bought and sold? I'm spinning my wheels fast, what I'm looking for is efficiency! I'm open to any comments/suggestions. Let me have it.
Thanks in advance,
Al

Replies:

Dealmaker
Moderator

"Re(1):Apointment Conversion Rate" , Thu 11 Jan 16:45

Out of my last 5 I bought 4. The one I missed was a deal contigent upon his neighbor's mom buying it.

Tell us what you're doing.. Do the sellers have a reason to be motivated? Why are they refusing? Are you making the offer while you're at the house? Are you listening to them and solving their problem?

Dealmaker

RBryanEllis

"Re(2):Apointment Conversion Rate" , Fri 12 Jan 06:26

4/5? Wow! Matt, would you consider tape recording a few of your phone calls and posting the script here so we can get a feel for how THE MASTER does it? I'll be glad to do the transcribing if you send me a tape or audio file with the recordings. I think this might be very instructional for all of us.

Al Jordan

"Re(2):Apointment Conversion Rate" , Thu 11 Jan 21:57

Whata rate! I don't go out to see anyone until I've prescreened him/her a bit. I try to go see as many as possible that seem to have a reason to be motivated. I like to get in front of them, make the offer(s), and leave them with a written copy if they aren't ready to go right then. I've watched Megan in action many of times b/c her conversion rate is extremely high. She is a pitbull! What am I doing differently? I can't put my finger on it.
Al

wgreau

"Re(3):Apointment Conversion Rate" , Fri 12 Jan 10:20

Al: It is difficult for anyone to be of assistance without seeing/hearing you with the seller. We can only offer "maybe"
suggestions. Maybe you are appearing too anxious or too easy to put off; maybe you are saying something that doesn't come across well; maybe you need to act like you have more houses than you need right now..and tho' you're being polite..you don't really care whether you buy their house or not; maybe your frustration with your closing ratio is coming across in your meetings.
I don't leave a seller with any paperwork. Either they do the deal now or they can call me later, but they don't get anything to show their attorney, etc. Yes, I am a problem solver and to that end I try to help with my offers, but I let them know that I am busy and in this to make a profit.
I may be off target with my offerings to you, however, the problem is very likely in the way you are coming across or with your prescreening process. Ask Megan to role play with you to see if she can spot what it might be. Probably just a simple thing that, when learned, can be altered by you. Best wishes!

William Columbus OH

Dealmaker
Moderator

"Great Advice" , Fri 12 Jan 10:50

Great advice Bill!

Dealmaker

Terry (Houston)

"Re(3):Apointment Conversion Rate" , Thu 11 Jan 22:18

Replay each visit in your mind and see what you do different.
maybe she does better with one personality and you do better with the other.

I try to pre-screen but I move like heck when I see the motivation.

One visit today was a bust. She wanted too much and I thought we had come to the right understanding. I left her with a "If you don't sell to me how long will you make payments on a vacant house?" What are You going to do? She said she would get back to me.

It's a funny game just keep kickin. I got one yesterday that needs to get rid of the house NOW! Big motivation. Going through the big "D" and I don't mean Dallas.

Keep hunting my friend it will come.

...There is no chance no destiny no fate
that can circumvent or hinder or control
the firm resolve of a determined soul...

Ella Wheeler Wilcox

Terry (Houston)