So let's talk about how to negotiate.

For us, we've done this multiple ways, right?

We used to go in person on everything we did.

So when we were in person, we had to be in a local market.

Now everything we do is virtual.

Now everything we do is virtual.

So it's gotten significantly easier to close virtual and only because of the lead type, right?

Somebody is more willing to trust you on an inbound lead virtually than if you just cold call them out of the blue, right? That's why cold calling takes more time to build trust and report because they don't really know you. And that's why also too going in person on appointments with cold calls and other things work really good. You know, I used to have the thought,

and this was us when we did TV commercials, that in person was always going to be better because

when you get belly to belly with somebody, you're just going to get a better deal. And I believe that

for many years. We did this for many, many years.

We would get leads, set an appointment, and go on in person to close the deal.

But I have since seen that things have really shifted as time has gone on.

Virtual is gaining more popularity because so many people are now used to it. All of these different companies like

Open Door and Zillow and Offerpad, they've kind of normalized getting an offer right here and now

on your property. And so way more people are willing to talk price out the gate on virtual.

They're more than willing to sign docu signs over the phone right than in there.

And in fact, I would say we close now 90% of our deals virtual over the phone. And in many cases,

you know, we're able to close it on the first call. Okay. And so negotiating has gotten significantly

easier virtual. And then it's allowed us to open up to multiple markets.

So now we close deals all across the country.

That's why LeadPacks work, because it doesn't matter where you are, you can just close virtually over the phone.

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