GETTING QUALIFIED APPOINTMENTS

[Jason Malabute]

Based on my experience and talking to other investors, right now is the most difficult time to get a qualified appointment.

For our team, a qualified appointment is property that fits our criteria, there is a problem to solve with the decision maker, AND within  $30-50k per unit price range. By problem for DM, this includes but not limited to occupancy below 90% for a steady amount of time or the DM is getting too old and wants to retire.

I pay my team $8 per each qualified appointment. Normally , all 3 things (problem to solve with the decision maker, AND within $30-50k per unit price range) must be met before they set appointments with me.

However, I told my team that starting June 1st I want them to start setting appointments even though we are not within price range as long as the property meets our criteria and the DM has a pain point or motivation to sell (other than price).

The reason why I'm doing this is because I just want my team to feel what an appointment feels like. I understand that cold calling is a hard job because you hear so many no's. Therefore in the long run it is better to let your team feel a W to boost their spirits even though you're probably not going to close due to price.

When the market turns around my team will be better trained than others and will clean house.