Convert online leads for NPOs

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[Music] hey welcome back to the confidence conversion show you may notice that i put this little thing down here so people don't hear my clickity click jeff mays you have a client that's converting online leads at 30 percent breakdown for for the listener today audio or video however they're consuming this i want to convert all my leads online at 30 what is the formula you know tom lp mama is dead okay the idea is we're not going to ask a bunch of questions we're going to they're calling you to set an appointment give them what they want so hey tom you called about one two three banana street yup i can show you the house today at four o'clock or tomorrow one work what works best for you yeah one o'clock you're gonna get the appointment then hey there's a couple other houses nearby do you want to take a look at those houses while we've got an extra 10 or 15 minutes absolutely yes and then you know you um has anybody sat down with you and explained the process of buying a house well i mean you know we bought a few houses before so we're pretty comfortable okay so why don't we get together we'll take a look at this house and one or two other houses but you know to look at houses in this market we're gonna have to be pre-qualified have you got a pre-qualification letter from a lender uh yeah i mean i got a i got a basic pre-call from my bank okay um so what uh what the reason she's getting such a conversion ratio she's gonna connect them with their lender of choice like hey let me put you on a little three-way text thread with the loan officer you know hey hey i just want to introduce you to tom he's looking at buying a house we're going to need to get him pre-qualified by four o'clock today if you could reach out to him that would be great well she's gotten together with her loan officer and they're kind of tag teaming them like the next thing was like oh my gosh you're so lucky to be working with jeff right why would you why would you want to do that i i mean first of all it's third-party validation that's going to hopefully make the customer feel a little more comfortable a little more trust pump them up about working with you absolutely so then the really the key is getting together with the loan officer and getting them qualified and having someone else help them out through this transaction you know i i somebody told me way back when in this business we've got to lead people uh they gave this analogy of like you got to pull people you don't need to push them but you gotta hey tom let's go take a look at this house hey tom let's talk to this loan officer yeah people i find are just they're kind of weak they're not asking a lot of questions they're not well you're not taking charge they're not taking charge exactly and so what we've got to do is take charge uh ask the right questions and lead people not really push them as much but lead people so breaking down the 30 percent it's obviously it's answer the phone as quickly as possible it's give the customer what they want which i'm calling about one two three four bananas tree i'd like to see that is that home still available is it on the market blah blah blah blah yes let's schedule an appointment right depending upon where you at because some you know some it's like you know one appointment at a time depending on where you are in the world so you give them what they want and then you try and you know say hey if there's something else do you want to see it yep right especially if it's a pocket listing so watch it you're not surprised at how many people will say hey can you get me in this one and this one you know 50 of zillow leads go unanswered right so they are actually oh my god can you get us in this now you're showing service right and also at that point maybe they're going to say i'm working with an agent or do you have those listings as well you're going to have that dialogue around that as well but the reason she is getting 30 is she's connecting with the loan officer and taking charge that's the key yeah i think that's the real hook is like it's that it's that integration between you and your lo and obviously it's a partnership right your loan officer saying oh my goodness you're working with jeff mays he is the bomb like whatever whatever that script is appropriate for you and your marketplace so so 30 conversion like that's the hack super simple tweak right imagine if you just i think the idea is when when you say hey you need to talk to most agents say you need to talk to my loan officer they won't do that that the thought of that tom is like talking to the irs or doing your taxes seriously i mean we have like did you talk to a loan the biggest i haven't talked to loan officers so should i show them or they're not really yeah you've gotta and here's the key hey i'm gonna go and just do a quick three-way text get you connected right and even if they say hey i've already been pre-qualified hey if my loan officer could get you a better rate right or you know savings and points would that be of interest to you would that be worth like five minutes talking to him or her right so it's the same kind of thing right i love it man so hey if we can take every one of our online leads and convert it 30 there's a formula here he just outlined it let's do it confidence and conversion works [Music] you