The cost of leads is quite high and the conversion rate is quite low - I aim to change that.

We've sold property deals for a few years now and the amount of deals that 'fall over' is shocking. I couldn't put my finger on why, everyone had a valid reason, every reason genuine - and then it struck me what the problem was.

We might find out that the vendor won't pick up the phone or answer messages some weeks after the initial meeting and think the deal has fallen over when, in fact, in reality - the deal fell over in the house!

It's what we say and do and our actions that can make or break a deal. So this article is based on the vendor visit - the 'sit' I like to call it.

First, there's the preparation and planning stage
We need to know what the property is worth before we make the appointment, which sounds obvious but I've seen people call vendors and start talking. We can almost fall into a negotiation on the phone and that can lose us the deal - remember, we have competitors out there. Don't fall into the trap of 'talking numbers' before you have all of the information that you need to make an appointment.