Conversion Rates SUCK... seeking help from experienced investors

[Duncan Hayes]

Hello all, thanks in advance for reading and responding.

My partner and I joined forces at the beginning of the year to run a wholesale operation. he handles implementing systems for our VA, our CRM, all the integration etc, and also handles dispo. I handle all acquisition as well as our network of investors, agents, title companies, etc. Once a lead expresses interest in selling, the VA inputs the lead into our Podio. Then I get the comps, contact for follow up, and begin doing the work to get the contract signed.

My partner keeps the VA with fresh leads, and I'm sure that we also recycle leads so no lead goes to waste and we get the maximum life we can out each one. Since January we've had 81 leads input into Podio from the VA's 1000's of calls. Of those 81 leads, we closed one deal, quick summary of that:

Condo in San Diego; PP of $410,000 and assigned for $430,000. Took 2.5 weeks to get done, just because of delays from the seller during escrow. 

Now we're kinda just stuck. Leads have been coming in still, and obviously in my own opinion I am having great calls with a lot of the folks I speak with. I recently started recording the calls so that I can review for training purposes, but does anyone else have any suggestions? We aren't able to distinguish where the disconnect is. Rapport building has been great, at least in my opinion. I'm frequently having longer than expected phone calls with sellers, because I grabbed their attention by asking a question they probably don't get asked 9x out of 10 when they're getting called nonstop about their property. I would say that we're really getting a lot of info out of these sellers, not just about the property, but their lives and what selling would do to enhance their life. 

Anyone have any suggestions? LOL thanks in advance everyone who reads and/or responds!