Episode 003: In-Person vs Virtual – How to Run Appointments That Close More Deals

Are you wasting time on no-show appointments, struggling to close deals, or wondering if virtual appointments are the secret to scaling your real estate business? In this power-packed episode, Josh High and Aaron Leddy break down the pros and cons of virtual vs. in-person appointments—and share the exact strategies successful real estate entrepreneurs need to close more deals no matter where or how they meet sellers.

Aaron brings nearly a decade of sales leadership experience to the table, including managing multi-million-dollar sales teams and training over 700 real estate investors on advanced acquisitions and negotiation tactics. He shares proven techniques to build trust, pinpoint seller motivations, and negotiate deeper discounts—whether you’re in the same room or on a Zoom call.

From rapport-building strategies and targeted sales questions to streamlining your process for maximum efficiency, this episode is packed with actionable insights to help you choose the right approach for your business and close more deals faster.

What You’ll Learn in This Episode

• How to decide if virtual or in-person appointments are better for your market and team.
• Why real estate is a marketing and sales business, not just construction or transactions.
• Advanced rapport-building techniques that create trust and credibility.
• How to use tools like credibility packets, reviews, and websites to win seller trust.
• The hidden advantages of virtual calls, including real-time coaching and process audits.
• Best practices to close more deals with targeted questions and problem-solving solutions.

Key Takeaways

• (01:10) Meet Aaron: Sales expert with a decade of experience and 700+ trained investors.
• (02:26) Why real estate is a sales and marketing business, not construction.
• (05:36) Rapport-building: Trust and credibility matter more than small talk.
• (08:00) How tonality replaces body language on phone-based sales calls.
• (10:00) How to leverage tools like credibility packets and client reviews to instantly increase seller trust.
• (16:00) Targeted questions to evaluate property conditions over the phone.
• (19:02) In-person hurdles: No-shows, wasted time, and inefficiency.
• (23:00) Virtual advantages: Audit sales processes and coach teams in real-time.
• (25:40) Negotiating deals by solving problems and offering unique solutions.
• (29:00) Best practices for choosing virtual vs. in-person sales models.