Hey Dylan! We are in the same market I don’t recall if we are Facebook friends, but I know I am with your dad.
Man, I would be super pumped to have an intern like you! Dedicated and willing to learn and grow, and take the endless amounts of “F**k off’s” LOL.
Ive been wholesaling/flipping for 10 years here, 400(ish) deals closed, and I can honestly tell you this is the “hardest” market we’ve had in at least the last decade. Even motivated sellers know they have multiple options and are much more educated in the market than they were even just a few years ago. But even with that, discounted deals are still happening everyday here.
Without knowing much, if you are making calls everyday, setting appointments on a regular basis, and contracts are still not getting signed, a few issues come to my mind as the possibilities.
- Sales skills may need to be improved. By sales skills, I’m talking true relationship/rapport building where you can sit with a seller for 1-2 hours talking about life (more listening than talking actually) and walk out of the appointment with a new best friend and a signed contract.
- How is your follow up? Most people will probably need to be followed up with 8-12+ times before they sign a contract. Several times a year I will get a deal where I spent 2-3 years following up with a seller before their circumstance warranted selling at my price.
- the same follow up principles apply to direct mail as well. Don’t jump from list to list, stick to one list and consistently mail them every 4-6 weeks.
- how is the quality of your list? Is it a “shotgun” approach where there is a vast array of owners or are you deep diving into a motivated “niche” list. Niche lists may require more time to build, but there’s a much higher likelihood of getting a deal. I personally choose to stay nimble and “cheap” to run my business, so I strictly follow the small, highly targeted lists and exhaust every method of reaching the owners to keep my costs down.
- What options are you giving sellers? Going back to the educated sellers, if you are licensed, you could build a greater sense of trust by giving sellers multiple options to selling. I often give owners 3 options to sell with me: 1.) As-is cash sale. No commission, 10-14 day close. 2.) As-is list on the market (will likely mean minor repairs for appraisal conditions). 3.) Fix and list where I bring in my contractors to spruce up the property and we list at top of the market.
Even though I am giving sellers the ability to pocket more money, they still often go with the as-is cash sale because they trust me and they’d rather get their money in a week or 2.
I don’t really know what else to say haha.
If you ever want to connect or have questions man, feel free to reach out to me anytime. I’m always willing to help where I can.
