From Zoom Call to Signed Agreement: The Virtual Closing Playbook

Well, it's all a virtual appointment thing, right? So what's the challenge you guys are experiencing with virtual appointments?

Show rate.

Show rate, right, by far.

So what do you think the number one reason is people show rate? There's two main reasons.

Why do you think people don't show?

I don't know.

Number one is they forget about it.

Number two, they forget about the value when it happens.

So they have good intentions when I book it, but then things happen in the meantime.

What do you think happens between the time I book it and the time that the appointment is?

Forget.

They forget about it, and they forget about the value, and it's, "I got busy.

I don't even remember what this is about.

I'll get to that later.

I don't want to be sold." And so all of a sudden fear comes in of what that is.

And so I gotta really do two things: defend against them forgetting about it, and number two, make sure I reiterate the value on the front end and reiterate the value the entire time.

Does that make sense to you guys? And so there's four main pieces.

I broke it down the entire virtual appointment.

I've done this.

I've closed, I don't know, 100 plus on listing side doing this.

It's super simple.

I made the whole buyer presentation for you guys to be able to do on the buyer side.

It's very easy.

But you have to follow the process and check the boxes or it wasn't work.

It's a stack value type add because if you miss one of the check boxes, you're gonna miss the conversion.