1. Power Session 10: Lead Conversion
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 Ground Rules Arrive on time. Form groups quickly.
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!
Page 3

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

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

6. Introduction EXERCISE Where You Are Today Time: 10 minutes
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
Page 5

7. To increase the number of appointments you get!
Introduction
Power Session 10
Why You Are Here
To increase the number of appointments you get!
You are here!
Pages 6-7

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

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
Follow up
Page 9

10. What Is Lead Conversion?
Power Session 10
Conversions
Inquiry
Lead
Appointment
Agreement
Contract
Closing
Page 9

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

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

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

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.
Pages 18-21

16. Consultation Prequalification
Power Session 10
Gather pertinent information prior to your face-to-face consultation with sellers and buyers.
Page 27

17. Consultation Prequalification
Power Session 10
Questions to Ask Sellers
Pages 28-31

18. Consultation Prequalification
Power Session 10
Questions to Ask Buyers
Pages 32-42

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

20. Consultation Prequalification
Power Session 10
Answers for Objections and Barriers
Pages 47-51

21. Classify Your Leads Reasons to Classify Potential Customers
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.
Page 52

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

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).
Page 57-58

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