Getting OFf-Market Buyers to Sign the Contract

[Remington Lyman]

Hello BiggerPockets! I am a relatively new investor (2+ years) in the Columbus, Ohio market. I have trained two cold callers and am trying to go after more off-market leads for myself and fellow investors.

One issue that I am having is getting the buyers to sign after I send them the contract. In a lot of cases, it is with the price and terms they asked for. What are your tactics to get the seller to sign?