Lead Generation 36:12:3

1. Lead Generation 36:12:3 Power Session 10: Lead Conversion

2. Power Session 10 In this Power Session … • What Is Lead Conversion? • Get to Know Them • Tips for Getting an Appointment • Getting the Most from Internet Inquiries • Consultation Prequalification • Classify Your Leads • Putting It All Together Page 1

3. Introduction Power Session 10 Ground Rules • Arrive on time. • Form groups quickly. • Limit side conversations. • Turn off cell phones and pagers. • Be comfortable. • Respect time. • Respect each other. • Help each other learn. • Respect confidentiality. • Have fun! Page3

4. Introduction Power Session 10 How You Will Learn Learning Methods • Manual • Models/Systems • Exercises/Discussion • Stories • Classroom • PowerPoint slides • KWConnect videos • Classmates/Instructor (Continued) Page4

5. 1. Set Goals 5. Make Adjustments 2. Do Key Activities Accountability Feedback Loop 4. Evaluate Process 3. Measure Results Introduction Power Session 10 How You Will Learn Accountability Methods • Lead Generation Action Plan • Accountability Partner/Program Page4

6. Introduction Power Session 10 EXERCISE Where You Are Today • Lead Generation Activities • My aha’s from these activities • The most difficult part of these activities • What I will do differently in the next 24 hours Time: 10 minutes Page5

7. You are here! Introduction Power Session 10 Why You Are Here To increase the number of appointments you get! Pages6-7

8. Introduction Power Session 10 What Will Make This a Great Training Experience Page8

9. What Is Lead Conversion? Power Session 10 Leads Ready, willing, and able to do business now • Top priority • Get your face-to-face time • Enter them in your database Everyone Else May do business with you sometime in the future • Enter them in your database • Follow up Page9

10. What Is Lead Conversion? Power Session 10 Conversions Inquiry Lead Appointment Agreement Contract Closing Page9

11. Get to Know Your Leads Power Session 10 Behavioral Styles Treat people the way they want to be treated. Page11

12. Get to Know Your Leads Power Session 10 Behavioral Styles Influence Dominance Steadiness Compliance Page12

13. Get to Know Your Leads Power Session 10 Build Rapport Communicate in a way that is meaningful to the person with whom you are talking. Page13

14. Tips for Getting an Appointment Power Session 10 10 Tips for Getting an Appointment • Ask for the appointment. • Be an expert in your market. • Be confident in your ability. • Have a list of questions and ask them. • Listen. Pages 15-17

15. Tips for Getting an Appointment Power Session 10 10 Tips for Getting an Appointment • Come from contribution. • Begin with the end in mind. • Seek agreement. • Respond quickly. • Communicate in person. Pages18-21

16. Consultation Prequalification Power Session 10 Gather pertinent information prior to your face-to-face consultation with sellers and buyers. Page27

17. Consultation Prequalification Power Session 10 Questions to Ask Sellers Pages28-31

18. Consultation Prequalification Power Session 10 Questions to Ask Buyers Pages32-42

19. Consultation Prequalification Power Session 10 Common Buyer Questions Pages 42-46

20. Consultation Prequalification Power Session 10 Answers for Objections and Barriers Pages47-51

21. Classify Your Leads Power Session 10 Reasons to Classify Potential Customers 1. Determine how quickly you need to hold a consultation. 2. Decide how much to cover in your consultation. 3. Determine what to do for follow-up. 4. Eliminate prospects who are not good business for you. Page52

22. Putting It All Together Power Session 10 Power Session Aha’s Your Lead Generation Action Plan Page55-56

23. Putting It All Together Power Session 10 The 3-Hour Habit • Time block 3 hours every workday before noon. • No skipping. If you must erase, then you must replace. • Allow no interruptions (unless they truly are emergencies). Page57-58

24. Thank Youfor Being Here! Don’t forget your evaluations!