Whole Real Estate Virtual Assistants & Cold Calling

Jon Campbell · 2024-05-19T10:47:09-07:00

Good day Everyone, I hired three virtual assistants in order to turn my wholesaling business that had picked up some momentum into a true business that allows me to work on the business instead of "in" the business. I've utilized one my virtual assistants to call two separate list, consisting of 6000 prospects. After reviewing the data, we were able to contact approximately 9% of the list on the first trial, but only .008% led to appointments. I understand this may not be enough data to go off of, however I am wondering is it the VA who needs more training or do I need to call the list personally to see if the results vary? I strongly do not believe the list is bad due to several deals earned from this list, primarily through direct mail, and I am noticing other investors close some of these properties. Any advice from someone who has had success with virtual assistants calling distressed properties?

Kerry Noble JrPro Member

Investor · Indianapolis, IN · Member since 2018 · 2k+ posts · 1k+ votes

2y

Have you listened to some of their calls?

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Jon Campbell

OP

Member since 2024 · 3 posts · 1 vote

2y

Quote from @Kerry Noble Jr:

Have you listened to some of their calls?

Mojo, the dialer system being used, only records calls dispositioned as contacts. Full transparency, not all, however the calls I have listened to, it can be robotic. Simply reads the script, schedules follow ups with sellers who are not always motivated (if they give a price that’s not $1 million, it’s given a follow up haha) and with motivated sellers she doesn’t ask questions that help gather more details to reveal the motivation or timeline.

0 Reply

Gustavo Munoz Castro

Specialist · Bothell, WA · Member since 2014 · 269 posts · 80 votes

2y

Hey there, I run a Real Estate Call Center I think I see some things that can help:

-First off, 9% contact rate is not bad at all. We love to see 5-10% contact rate on cold calling these kinds of lists. You always want to be making sure your caller's number doesn't show up as spam, Mojo has a whitelisting service, use it!

-So it sounds like your VA got 540 contacts from a list of 6K people. So the .008% is off of the 6000? that comes up as 0.48 appointments. My math could be off so let me know how many actual appointments were set, met and what was the outcome.

-From your description, it sounds like you've never done calling yourself, correct? This means you're probably both learning how to turn these leads into deals over the phone. Not the best situation, but not the worst. My recommended approach here: make the VA hand off anyone that is even REMOTELY interested in selling over to you. Their job is to make 300 dials, talk to 30 people and have over the 5-6 people that are at least curious about an offer on their home. That's it. You then take over and call them back and qualify them for realz. You're gonna get a lot of garbage for sure, but you'll also get some bites. Until you can teach your VA with recordings how to actually qualify a lead properly, do it yourself. Your VA's greatest value isn't in setting the appointment IMO, its to find you the most responsive and motivated people you can start a conversation with.

Let me know if this helps.

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Jon Campbell

OP

Member since 2024 · 3 posts · 1 vote

2y

Quote from @Gustavo Munoz Castro:

Hey there, I run a Real Estate Call Center I think I see some things that can help:

-First off, 9% contact rate is not bad at all. We love to see 5-10% contact rate on cold calling these kinds of lists. You always want to be making sure your caller's number doesn't show up as spam, Mojo has a whitelisting service, use it!

-So it sounds like your VA got 540 contacts from a list of 6K people. So the .008% is off of the 6000? that comes up as 0.48 appointments. My math could be off so let me know how many actual appointments were set, met and what was the outcome.

-From your description, it sounds like you've never done calling yourself, correct? This means you're probably both learning how to turn these leads into deals over the phone. Not the best situation, but not the worst. My recommended approach here: make the VA hand off anyone that is even REMOTELY interested in selling over to you. Their job is to make 300 dials, talk to 30 people and have over the 5-6 people that are at least curious about an offer on their home. That's it. You then take over and call them back and qualify them for realz. You're gonna get a lot of garbage for sure, but you'll also get some bites. Until you can teach your VA with recordings how to actually qualify a lead properly, do it yourself. Your VA's greatest value isn't in setting the appointment IMO, its to find you the most responsive and motivated people you can start a conversation with.

Let me know if this helps.

Gustavo this is very helpful.

In reference to the appointments, that was a typo, 38 appointments out of 529 contacts, so 7%, however as indicated in my initial post all of these are not actually qualified leads even though they were dispositioned as such.

When I first learned of wholesaling in 2019/2020, I started by cold calling using TTP’s cold calling script. So, I am familiar with cold calling, however I have not closed the majority of my transactions from cold calling as opposed to direct mail/bandit signs. I don’t want to limit my outreach because of this though because I think these systems work hand in hand.

Lastly my expectation is not for the VA to be an acquisition specialist and get the property under contract, however I would like for them to be able to gather as much information as possible (motivation, timeline, condition, asking price) and work on not being robotic on the phones. I am not sure if this is it expecting too much?

0 Reply

Gustavo Munoz Castro

Specialist · Bothell, WA · Member since 2014 · 269 posts · 80 votes

2y

Quote from @Jon Campbell:

Quote from @Gustavo Munoz Castro:

Hey there, I run a Real Estate Call Center I think I see some things that can help:

-First off, 9% contact rate is not bad at all. We love to see 5-10% contact rate on cold calling these kinds of lists. You always want to be making sure your caller's number doesn't show up as spam, Mojo has a whitelisting service, use it!

-So it sounds like your VA got 540 contacts from a list of 6K people. So the .008% is off of the 6000? that comes up as 0.48 appointments. My math could be off so let me know how many actual appointments were set, met and what was the outcome.

-From your description, it sounds like you've never done calling yourself, correct? This means you're probably both learning how to turn these leads into deals over the phone. Not the best situation, but not the worst. My recommended approach here: make the VA hand off anyone that is even REMOTELY interested in selling over to you. Their job is to make 300 dials, talk to 30 people and have over the 5-6 people that are at least curious about an offer on their home. That's it. You then take over and call them back and qualify them for realz. You're gonna get a lot of garbage for sure, but you'll also get some bites. Until you can teach your VA with recordings how to actually qualify a lead properly, do it yourself. Your VA's greatest value isn't in setting the appointment IMO, its to find you the most responsive and motivated people you can start a conversation with.

Let me know if this helps.

Gustavo this is very helpful.

In reference to the appointments, that was a typo, 38 appointments out of 529 contacts, so 7%, however as indicated in my initial post all of these are not actually qualified leads even though they were dispositioned as such.

When I first learned of wholesaling in 2019/2020, I started by cold calling using TTP’s cold calling script. So, I am familiar with cold calling, however I have not closed the majority of my transactions from cold calling as opposed to direct mail/bandit signs. I don’t want to limit my outreach because of this though because I think these systems work hand in hand.

Lastly my expectation is not for the VA to be an acquisition specialist and get the property under contract, however I would like for them to be able to gather as much information as possible (motivation, timeline, condition, asking price) and work on not being robotic on the phones. I am not sure if this is it expecting too much?

Got it, that number makes more sense. I would suggest the VA not set appointments, they should just stick to qualifying the lead and then tell them you're gonna call next (or maybe this is what you're already doing). Out of those 38 has anything interesting happened yet? At this point you just want quality conversations to happen, just like with direct mail, it's a follow-up game.

I don't think your expectations are unrealistic when it comes to having your VA sound less robotic, they conversion numbers aren't that bad, they need feedback to get better and sounds like you're providing that. Where are the VA's from? I've found that folks from Mexico and Latin America are better at cold calling overall than folks from the Philippines.

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Whole Real Estate Virtual Assistants & Cold Calling

Whole Real Estate Virtual Assistants & Cold Calling

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