Smart Words: “…when you don’t close a sale, open a relationship.” – Patrica Fripp

Smart Tactics: 

One of our Inner Circle members…let’s call him Bob, was really struggling with his leads.

He was getting frustrated that many of the leads his website generates, as well as many of the leads he buys from sources like OJO, were “blowing him off.

He was complaining in our weekly Inner Circle mastermind sessions that the leads weren’t serious and he wanted the “magic scripting” to convert them into appointments. Or at least get them to give him more of their story.

I get it…it can be very frustrating to FINALLY spend the time to call and text and email your big pile of leads. To wait for several leads to NOT answer, and then when you FINALLY get someone on the phone…they say “I’m not looking,” or “We’re just checking the market”.

If you don’t have the techniques, strategy, and mindset for this kind of lead (which is most of them), when they say things like that…it feels like a dead end and a waste of your time.

That’s exactly what Bob was struggling with. He would give up on that lead, stick them on a property search, and then just not follow up with them again. As a result, he was allowing a lot of his leads to fall into the black hole of his CRM…never to be heard from again.

We tried to help him understand that any lead that doesn’t convert immediately is an opportunity for a relationship. While that’s the idea…he was frustrated because he didn’t know HOW to turn the corner in the conversation. He couldn’t understand how to get from the “sales” conversation to the “relationship” conversation.

Once we were finally able to help him grasp the relationship concept AND get him to practice our strategies…his lead conversations exploded! He was able to break the shell of almost any lead and get inside their guard. He was able to have great conversations and create 3 to 4 times the number of good nurtures compared to what he was able to do before.

I attribute it to him sticking with us in the Inner Circle program. Having the weekly focus on helping him set more appointments, over and over again, revealed where he was actually struggling, and gave him the time to work through the process of growth. Congrats Bob!

Smart Offer: There are probably a few specific reasons you aren’t closing more deals or collecting more paychecks. Our Inner Circle Mastermind is designed to help support you, in a small group of your peers, week to week, as you all strive toward clearing bottlenecks in your business and moving the needle on hitting your financial goals. If you’re ready to get the support you need to help your business explode…let’s chat about our Inner Circle Mastermind. Grab a time on my calendar here:  https://calendly.com/sis-sales/30-min-dale

-Dale