The number one thing we do is closing. And closing is not sending contracts. Closing is physically presenting contracts. That means when you get an agreement, that means an agreement on a price, and then you physically walk them through in front of the Zoom, in front of the computer, and they sign the contract right there on the spot. If you send contracts, you’re going to get maybe one to 2% back. If you present contracts, you’re going to close 90%. Even if they say, “Okay, I’ll take 125.” Great. You’re getting a verbal agreement, and they’re staying on the phone. That’s why you have the … Because we gather information, build rapport, get the repairs, do the set. The set is where you’re going to get back on the phone in 15 to 20 minutes. Then, in that 15 to 20-minute gap, you’re going to gather all the information. You’re going to prepare your offer, get your paperwork, get your docs signed, get everything ready. Then you’re going to get them on the phone. And the only purpose of getting on the phone is to get the contract signed. So if we’re on and we get an agreement with them on the thing, we’re like a 90% close rate. If we send offers … Like we have one guy, and like, “Oh yeah, I did five offers this week and I didn’t get any contracts.” And then when we got down to it, what did you do? And he found out he was just sending contracts. Just sending, just sending, just sending, sending, sending like that was the guy I was telling you. Just sending contracts. And then once he figured out you had to present contracts, then it changed.
Present versus send. And then when presenting, what happens is now you’re forcing a commitment. And once you force a commitment, then it’s going to flush out objections. Because they’re going to be resistant, or they might just go for it right now. They’re going to flush out an objection, and if you don’t overcome that objection, or if you don’t pre-overcome the objection, then you’ll never get the deal. So you have to confront the objection. And now that’s why we box the objection. And there’s 16 common objections that everybody has. I want to think about it. I want to have a realtor friend look at it. I want to have an attorney look at it. If you know how to overcome those objections, then you can close any deal.
I say, “Listen, we have both had just agreed on 125,000. Where do you need to be to get this thing done? What would it take to get this thing done today? Why would you want to go talk to two other investors? Because I’m going to have to pull this offer because I got other deals I’ve got to do right now. So I can do it right now and we can get this done, but where do you need to be to feel comfortable to get this thing done today?” Right? And you’re confronting the issue of the price. And now you might have to haggle to 127 and you can get the deal done. Or it might be 132. Right. But you’re getting it done right there on the spot.
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