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

2. Lead Generation 36:12:3 Slide 2 In this Power Session … 1)What Is Lead Conversion? 2)Get to Know Them 3)Tips for Getting an Appointment 4)Getting the Most from Internet Inquiries 5)Consultation Prequalification 6)Classify Your Leads 7)Putting It All Together Page 1 Power Session 10

3. Lead Generation 36:12:3 Slide 3 Ground Rules 1)Arrive on time. 2)Form groups quickly. 3)Limit side conversations. 4)Turn off cell phones and pagers. 5)Be comfortable. 6)Respect time. 7)Respect each other. 8)Help each other learn. 9)Respect confidentiality. 10)Have fun! Page 3 Introduction Power Session 10

4. Lead Generation 36:12:3 Slide 4 Page 4 Introduction How You Will Learn Learning Methods 1)Manual Models/Systems Exercises/Discussion Stories 2)Classroom PowerPoint slides KWConnect videos Classmates/Instructor Power Session 10 (Continued)

5. Lead Generation 36:12:3 Slide 5 Page 4 Introduction How You Will Learn Accountability Methods 1)Lead Generation Action Plan 2)Accountability Partner/Program Power Session 10 1. Set Goals 2. Do Key Activities 3. Measure Results 4. Evaluate Process 5. Make Adjustments Accountability Feedback Loop

6. Lead Generation 36:12:3 Slide 6 EXERCISE Where You Are Today 1)Lead Generation Activities 2)My aha’s from these activities 3)The most difficult part of these activities 4)What I will do differently in the next 24 hours Time: 10 minutes Page 5 Introduction Power Session 10

7. Lead Generation 36:12:3 Slide 7 Why You Are Here To increase the number of appointments you get! Pages 6-7 Introduction Power Session 10 You are here!

8. Lead Generation 36:12:3 Slide 8 Introduction What Will Make This a Great Training Experience Page 8 Power Session 10

9. Lead Generation 36:12:3 Slide 9 Page 9 What Is Lead Conversion? 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 Power Session 10

10. Lead Generation 36:12:3 Slide 10 Page 9 What Is Lead Conversion? Conversions Inquiry Lead Appointment Agreement Contract Closing Power Session 10

11. Lead Generation 36:12:3 Slide 11 Page 11 Get to Know Your Leads Behavioral Styles Treat people the way they want to be treated. Power Session 10

12. Lead Generation 36:12:3 Slide 12 Page 12 Behavioral Styles Influence Dominance Steadiness Compliance Power Session 10 Get to Know Your Leads

13. Lead Generation 36:12:3 Slide 13 Page 13 Build Rapport Communicate in a way that is meaningful to the person with whom you are talking. Power Session 10 Get to Know Your Leads

14. Lead Generation 36:12:3 Slide 14 Pages 15-17 Tips for Getting an Appointment 10 Tips for Getting an Appointment 1)Ask for the appointment. 2)Be an expert in your market. 3)Be confident in your ability. 4)Have a list of questions and ask them. 5)Listen. Power Session 10

15. Lead Generation 36:12:3 Slide 15 Pages 18-21 Tips for Getting an Appointment 10 Tips for Getting an Appointment 6)Come from contribution. 7)Begin with the end in mind. 8)Seek agreement. 9)Respond quickly. 10)Communicate in person. Power Session 10

16. Lead Generation 36:12:3 Slide 16 Page 27 Consultation Prequalification Gather pertinent information prior to your face-to-face consultation with sellers and buyers. Power Session 10

17. Lead Generation 36:12:3 Slide 17 Pages 28-31 Consultation Prequalification Questions to Ask Sellers Power Session 10

18. Lead Generation 36:12:3 Slide 18 Pages 32-42 Consultation Prequalification Questions to Ask Buyers Power Session 10

19. Lead Generation 36:12:3 Slide 19 Pages 42-46 Consultation Prequalification Common Buyer Questions Power Session 10

20. Lead Generation 36:12:3 Slide 20 Pages 47-51 Consultation Prequalification Answers for Objections and Barriers Power Session 10

21. Lead Generation 36:12:3 Slide 21 Page 52 Classify Your Leads 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. Power Session 10

22. Lead Generation 36:12:3 Slide 22 Power Session Aha’s Your Lead Generation Action Plan Putting It All Together Page 55-56 Power Session 10

23. Lead Generation 36:12:3 Slide 23 Putting It All Together Page 57-58 Power Session 10 The 3-Hour Habit 1)Time block 3 hours every workday before noon. 2)No skipping. If you must erase, then you must replace. 3)Allow no interruptions (unless they truly are emergencies).

24. Lead Generation 36:12:3 Slide 24 Thank You for Being Here! Don’t forget your evaluations!