Why am I not getting Deals with my VA?

Question

Hello BP,

I've been using a part time ( 4hrs per day 5 days a week) VA for 3 months now, my VA is doing Lead Gen, Cold Calling, SMS, Direct Mail, Email & RVM, my question is I am not getting much success with this strategy, should I be patient and continue to wait and trust the process? Should I create another strategy for my VA? Should I look at hiring a new VA? Is this just a really tough time finding deals? most leads I am getting the seller does not want to chat over the phone they only want to chat via text which is not working out to very well because most are not responding back to my questions, I'm sure someone else has experienced the same thing, my question is what did you do to find deals? What advice can you give me to be successful in this tough market? Is anyone out there getting deals and if so, what strategy are you using?

David Dey · Answer

@Murray Reginald

@Caleb Brown is absolutely correct in his question/assessment.

I was coaching a colleague who was also having an issue with his Va leads.  He was considering moving his market because he was getting no traction whatsoever.

Before he took such a drastic measure, I suggested that we audit his Va calls.  What we heard surprised him.

The Va was not following the script at all.  They did not come off as professional at all. (Not rude or unfriendly, just full of verbal pauses and stumbling over any semblance of what we were asking him to say)

When we heard this, my colleague realized that the problem wasn’t his market, but the lack of oversite on his employees.

Further, I am not a huge fan of 3rd party Va vendors.  Not because they are dishonest, but because one believes that their training is sufficient for your specific business.

Would you hire a third party employee to run your business without training of your own?

Vendors training should be the beginning, but this is YOUR BUSINESS and you have to take personal responsibility for making sure your employees are representing it to your satisfaction.

Honestly, Caleb pulled out the biggest problem in his short but succinct post.

You have admitted that you have not done any cold calling yourself.

If you haven’t done it yourself, how can you train someone to do it correctly?  which make no mistake, you have to train the Va on the specifics of your model.

You should do your own cold calling until you are good enough to train by example.  Then you can offload the responsibility to someone else.

And yes you may have a full time 9-5 job, but the best time to call an owner is 6-8pm.

I’m going to make a bold claim.  If you will make 2 hrs of consistent calling 8hrs a week, you will get 3-5 deals a month.

I’m going to even push it one step further. If you will actively work on your business for 40 hrs a MONTH, you will get 3-5 deals a month. (This is targeted proactive work. Setting up your cram and watching YouTube training is not part of the work. Lead gen and active calling/knocking/texting. This is the 40 hrs mo result generator.”

I blame the gurus for this, they present a rosey picture of hands off business dealing, but the truth is it’s as simple as they say, it’s definitely not as easy. It takes work!!

I hope this isn’t coming as beating up on you.  It certainly isn’t meant to.  Believe it or not, you are closer than you think.  All it will take is some adjustments on your part, with the biggest adjustment being make the commitment and follow through.

Looking forward to seeing you on the other side of success!!  I believe in you!!

Juan Monge · Answer

Hi @Murray ReginaldPay close attention to @Russell Brazil question above. I have found this to be more critical than the quality of the cold caller, scripts and follow ups. We've had instances where I hand picked the caller and was happy, optimistic going in however our lists were simply not very good. On the other hand, I've had cold callers which I would listen to the calls and felt they weren't great, yet they generated leads/deals. The quality of the list is critically important.

Jerryll Noorden · Answer

When your engine doesn't start, you don't check your tire pressure.

The reason why you don't have success is because you are targeting the wrong audience. You can't target motivated sellers. Not possible. So like Russel said.. who are you targeting?

If you are targeting foreclosures, absentee owners, probates tax liens etc. etc... ask yourself this question. How many mailers is every single investor in the US sending to people on these lists to get one deal?

THOUSANDS right?

This means that the success rate for these "tactics" is less than 0.1%.

What can you conclude? 99.9% of the people on these lists are NOT motivated.

Result?

You are targeting the wrong audience!

Eliott Elias · Answer

You are competing with hundreds of other investors and wholesalers who are doing the same thing as you. What makes you different?Deals take time to nurture and put under contract. Make sure you have a strong follow up process. Make sure that when these leads are talking to you or your cold caller, they know they are talking to the real deal.

Caleb Brown · Answer

I think it'll be hard for you to get deals with fully trusting a VA. As @Eliott Elias said there are a ton of others doing this. If I was you I would have the VA set up phone calls and then you convert. It's so vital to make sure the VA is asking the right questions and getting the conversation going. Once they do I would step in to get the deal done. Also make sure you are following up a bunch, the money is in the follow up

Josh Wagner · Answer

You have to have a clear cut sales process and collect metrics (KPI's) to understand where the issue is occurring. You also need to be listening to their calls, and reading their texts and emails to determine if quality conversations are happening and if they are correctly following your sales process. If you don't have a strong sales process, then that's likely your biggest issue.

Katlynn Teague · Answer

I recommend listening to your VA's calls and taking the time to sit down with them and train them your way. I would not rely on the place you got them to have trained them to their full potential, your VA is your teammate take the time to help your teammate succeed!

Russell Brazil · Answer

Who is the target they are calling? Is it random, or a tight list with specifics.

Caleb Brown · Answer

Have you listened to the VA's convos? How did you find this VA? Did you do the cold calls before hiring a VA? What is the follow up like? Do you use a CRM?

Hector Perez · Answer

it all boils down to what are you targeting, As you using Free sources to find leads or are you doing direct mail or PPC to create leads?

My VA's are rock stars, but I focus on good-quality leads and use weekly metrics to make sure all is working properly

Why am I not getting Deals with my VA?

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