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 gon na 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 gon na 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 gon na 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 got ta, 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 got ta and here's the key, hey, i'm gon na 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. You.