Stop Booking Seller Appointments — Close Them On Call #1 Instead

What is your show rate on appointments with sellers? If you don't know that number, well, that's your first problem. But if you do know it and it's anything below 100%, here's what I need you to understand. Problem is not the seller. The problem is not the lead source. It's not even the time of day you book the appointment. It's that you even booked an appointment in the first place. These sellers are motivated. They filled out a form, they respond to a text, they talk to a cold caller. They already said that they want to work with you and they have enough pain to raise their hand and say, hey, I need help. And then what happens? You get them on the phone, you do some discovery, and then what? You book a call for tomorrow at 3. You hang up feeling good. You're about to close them tomorrow. And then tomorrow comes around and what, half of them answer? That's not a coincidence. That is the business model breaking. And I'm about to show you exactly why it happened and what the system looks like when you're closing the seller on the first call so that never happens again. Our business closes 1 out of every 4 leads we talk to with an average assignment fee of $29,788.60. And that number is possible because we don't run this appointment model like all these other businesses. We close on our first contact. And the architecture of how we do that is exactly what this video is about. Here's the belief almost every wholesaler is running: I need to get more appointments. My show rate is a scheduling problem. I need better follow-up sequence to confirm bookings. That belief is so expensive because you're treating the symptoms, not the cause. Think about what happens psychologically from the moment they get on the phone with you to 3 days later when you're finally ready to give them the offer. Day 1, they call, they're in pain. Something has happened to make them want to talk to you— financial pressure, inherited property, a timeline they can't manage— some pain that created enough urgency for them to take the time to talk to you in the first place. That urgency is real and it's at its peak right now. Get them on the phone, you qualify them, then you book the appointment for tomorrow. But by day 2, they get in touch with their family, they're feeling better, family starts to say they're making a mistake, their spouse pulls up Zillow and they start thinking they should list it on the market, and then they start talking themselves out of it. The urgency from the first day is completely gone, and then you're finally ready to call them. So if you're dialing them up, it's ringing, It's ringing, it's ringing, and no answer. What changed? Not the deal, not the offer, not you. The seller's emotional state changed. The gap that you created by setting an appointment let the urgency bleed out. The One Call Close system eliminates that gap and you close them before they ever have a chance to cool off. Let me show you what the appointment model actually costs you. Say you're spending $3,000 a month on Facebook. That's about 30 leads a month. Out of those 30 total leads, you book 20 appointments. 50% of them show up. That's 10 people that you have the ability to make an offer. You get to the offer with all 10 of them, you might close 1 or 2. Say you do close 2, that's $1,500 that you pay per deal. Now run those same numbers on a one-call close system. Same $3,000 in marketing spend, you get 30 leads, only 20 of them are qualified, and you offer all 20 on that first call. Of course you don't get them all, but let's just say you kept the same close rate and closed 4. Now, by simply being able to offer twice as many people, we close twice as many deals. Same marketing spend but double the output. Not because you're spending more, but because you stop bleeding these good leads that you set an appointment with and you just start closing them on the first call. And I get it, the appointment model, it feels more organized, it feels like you're going to be much more prepared for the second call. It feels systematic, and that's true, but systematically speaking as well, it shows that only 50% of the appointments even show up. And if only 50% of them show up, that means you're basically losing half of your paid marketing spend. It's not a closing system, it is a scheduling system that is obliterating your ability to generate more revenue. Here's what paid marketing gets you as compared to just cold calling sellers. It's intent. A seller who responds to your marketing is showing you they're already in pain. They've already made the decision that they need to sell. They've already taken an action to speak to you. That's fundamentally a different shift than just cold calling random sellers, because when you're cold calling a list, you're saying, hey, do you want a cash offer on your property? And that might make sense for a 2-call close because you haven't got them in pain yet. But the people you pay for, they've already said, yeah, I need your help. And your first question should be, hey, how can I best help? With these leads, the urgency exists already, and your job is not to create urgency. Your job is to amplify pain so that they want to move forward immediately. That 1-call close system takes them through their existing urgency, moves them through a complete process on the same call, understanding their real motivation. The real situation, pre-handle every objection before the offer, and present the offer inside of a professional frame. These sellers are excited that you're providing them a solution on the first call, not beating around the bush like these other companies and making them wait, and then giving them multiple offers with different trade-offs so that they can actually have a solution that makes the most sense for them. When you do that on the first call, you're actually helping them when their urgency is the highest. You're working with the seller when they need your help the most. When you book a callback, you're just hoping they still need your help 48 hours later while their family, their doubt, and Zillow work against you. Let me give you the 5 5 specific reasons that sellers don't show to appointments so that you understand exactly what you're fighting when you're running the appointment model. Reason 1 is the urgency cools. Every hour between the first contact and the scheduled appointment is an hour where the emotional state that even drove them to book the call in the first place deteriorates. Pain that was a 10 out of 10 on Monday is a 4 out of 10 on Thursday. Pain that feels unavoidable in the moment can feel rationalized within 2 days. Have you ever felt like your life is falling apart and then 3 days later you're like, damn, that wasn't actually that bad? It's the same thing with sellers. Chime allows them to get out of that pain. Reason 2: someone in their life intervenes— spouse, sibling, child. They say all these things. Have you talked to a realtor? You should get more quotes. Don't you think you're moving too fast? The seller came to you ready to get this moving forward. They had intent. But when they start asking other people for their opinion, they start to lose confidence in what their choice was. And we do this all the time. Have you ever wanted to do something but you ask your parents for their opinion or your friends and they tell you that you shouldn't do it, so you start second-guessing yourself and then you eventually not doing it anyway? It's the same thing for the seller. Reason 3, which is Zillow. Between your call and the appointment, they go to Zillow, they check the Zestimate, and now they have a number in their head that has nothing to do with what they actually need in general. And We know that number doesn't even dictate the value of the property anyway. The estimate on the house that is going to be fully fixed up or $300,000 is saying it's worth $285,000 and it needs $80,000 repairs. Zillow doesn't know that. You know your offer is always going to be lower than Zillow, but now they've had 48 hours to anchor themselves to that number and they know you're not going to offer that, so they don't even want to have the conversation. Reason 4, this happens all the time, they found another buyer. Your competitor called them or they had someone follow up from a long time ago and closed them before your scheduled callback ever happened. If you set an appointment with the seller and I get on the phone with them, they're closed because I work with speed and the sellers appreciate that. And then reason 5 is the appointment frame itself. When you book a callback, you are subconsciously telling the seller that they don't even need to move forward right now because you aren't even moving forward right now. You're giving them permission to wait and permission to potentially change their mind. That one-call close creates a different frame, one where the decision is made on this call because both parties have the information needed in order to be able to get the seller the desired solution. So here's what the system looks like in execution, and this is how we run it on every single call. Step 1 is we have to set the expectation for the call. The first thing we say after The opener of our script actually assumes the close. And at the end, once we find a solution to help you, we'll send you over a simple agreement for us to go through together so we don't keep you waiting, because I'm sure speed is important to you, right? You just flip the frame with the seller on the phone. You told the seller that, hey, on this first call, I am going to give you a solution that makes sense for you, and I'm not going to pressure you to do that. You're going to be wanting me to submit the offer because you know that speed is important to you, and I want to give you speed. That changes the energy of the entire call. Step 2 is you've got to go deep into the motivation. You have to ask a minimum of 7 probing questions. Especially when using our sales process, the Manipulation Matrix, you cannot rush the reveal stage. The reason that one-call closes don't work for most people is they try to rush getting to the offer. You need to get the real root reason for selling so that you can frame a solution to their problem instead of just offering cash. Here's a question we ask to really dive deep into pain. Just so I can understand the, the rationale here, besides getting down to Florida with your family, what really made you ready to move on to something new now? Now, it has to be executed with that exact tonality. But if you do a good job of that, the seller is going to open up about their pain. Then you're going to ask simple probing questions to get them open up even more until they put all of their cards out on the table. Go until you genuinely cannot go any deeper. The seller who feels truly understood before the offer is 3 times as likely to accept. And if you give them an offer that helps them achieve dream outcome, there's a 100% chance they will accept. Step 3 is you need to run the property through an assessment to gain credibility. You need to have them walk you through the property as detailed as possible— outside, inside. And my favorite question: if I was to give you, let's say, like a $50,000 Home Depot gift card. What would you do to the property in order to just make it HGTV-ready? This gives you two things. One, it gives you accurate repair data, and two, it makes the seller feel like you can actually buy their house over the phone because you ask so many detailed questions. It feels tangible. And step four, it's the one thing that separates closers from master closers: the ability to pre-handle all objections before you ever say the price. This is by far the most important step and the one that's most skipped as well. Before you put them on their first hold to comp the property, ask them this question: if we can get you close to that $30,000 $100,000 like you said you need in your pocket at closing, and of course help you get down to Florida within the next 3 weeks, and that way you don't have to worry about this house that's dilapidating anymore. Would you have any concerns at that point? Stay on that question until they have zero concern. They might address specific concerns here, but it's not an objection because you brought it up. They just have a little bit confusion they need help with. An example of this could be like, well, I just want to make sure I'm making the right decision. Deflect with a question. Right decision? What would help you feel confident that you're making the right decision? They might say something along the lines of, oh, I don't know, I just want to make sure you guys aren't a scam. Of Of course, Mr. Seller, I would want to do the same thing if I were you. I would help you feel confident that we're not a scam. I don't know, do you guys have like proof of funds or something? They might say they want to see proof of funds. Perfect, no worries at all, Mr. Seller. So just so I understand, as long as we, yeah, get you close to that $30,000 in your pocket at closing, get you to Florida within the next 3 weeks so you can leave this house, it's just been killing you behind, and also attach proof of funds with the offer just so you can feel confident that will actually close, would you have any concerns at that point? They'll probably say no. And you say, okay, and Mr. Seller, if we can do all of that, what would you want the steps to be from here. Then they're going to say, will you give me an offer? Now they're asking you to move forward, which is step 5. We're going to present the offer now in a professional frame. Come back from the first hold, you're going to build some tension by saying, look, I don't have good or bad news quite yet. I just had a few specific questions about the property to make sure we can get you an offer we can firmly stand behind. This makes it seem like they're going to be more confident in our ability to close because we're asking even more questions to make sure that we can firmly stand behind it. Then we're going to say, before I go back to the underwriting department to get you this final approval, do you mind if I share with you how our process works first? This is going to be pre-handling more objections before you get to price. They're going to say yes. You're going to walk them through the exact process from signing the contract to getting to the closing table. And then you'll say, do you have any questions or concerns about the process before I take this back to the underwriting department? And then again, stay there until there's no concerns left. And then boom, you come back with an offer. And if it is enough money for them to achieve dream outcome, you will say, congratulations, it looks like you were approved for X amount of dollars. So next step from here, I'm going to send you over a simple agreement. I'm literally just going to go straight and assume the close. But if it is lower than what they were hoping for— hey, ma'am, can you hear me? Hey, So unfortunately, it came in right around where I was thinking it would. You got approved at $80,000, which will only put $10,000 in your pocket at closing to still help you get down to Florida with your family. Now, I know that's not what you and I were hoping for, but will that at least put you in a better position than you are right now? And if they say yes, it will put them in a better position. You say, okay, then what I'm going to do, I'm going to send you over this simple agreement and you're just going to assume the close. If they say no, I can't do that. They're like, no, I totally understand. And then you use the give and take method to increase price. The offer is not something you're just throwing out there. It's an approval that's attached to a solution to their problem. That framing alone changes completely how the seller hears the price. And then step 6, which is running the ladder program using the give and take method. You want to give them multiple offers with different trade-offs. The first offer could be the $80,000 with like a 2-week close. But if you know that they need a minimum of $15,000 in your pocket, you say, ma'am, if I could get you the $15,000 in your pocket instead? Would it really matter if it took us an extra 15 days? Or if you know they need even more money, you just keep increasing and say, ma'am, if $30,000 in your pocket is like super important to you, if I had a way we could get you approved to that, would it really matter if it took us an extra 30 days? No, right? Because you're doing a give and take, and the seller feels like it's fair when you're giving them more, but you also need something in return. And the sellers just want what is fair. This does something really critical though. It prevents the close from feeling binary. It's not take my offer or leave it. It's, hey, I genuinely want to help you, so let's figure out what we need to do in order to help you achieve your outcome. That's a completely different conversation. You have to internalize the seller is at their highest point in pain only one time. So when they give you the opportunity to provide a solution to them, take advantage of— because by the time you get to the appointment, the family is going to have weighed in, they're going to have checked Zillow, and they're not going to be having the urgency that they did on the first call. Because whatever pain that was creating the urgency on the first call will be rationalized 48 hours later. The appointment model is not a sales system, it's a handoff. From the moment the seller has their most motivation and has decided they needed help to a situation where they may or may not even show up. The One Call Close system meets the seller where their urgency actually lives— on the first call— and it runs a complete process that answers all their questions and gets them primed to close so that they can make a decision without ever hanging up. It's not faster because we rush it, it's faster because we don't create the gap in the first place. 1 out of 4 sellers, $29,788.60 per deal, and 6-figure months. That's what happens when you genuinely care about helping the seller and helping them get to their desired outcome fast as possible. If you're running this business and it's not as successful as you want it to be, I will break down your entire business for free. I'll audit exactly what leads you're using, exactly what your sales process looks like, and then we'll break down the exact numbers that you need to implement into your business in order to get more profit. And that call will be personally with me for completely free. So if that interests you, that's the first link in the description below. Again, it's a one-on-one call with me breaking down your complete business for free. Just remember, the sellers only in their deepest point of pain once, so help them when they need it the most.