Viewtop Media (2026)

29/01/2021

Let's talk about the good stuff - actually converting online leads. 💰

For starters, it's important to understand that online leads are NOT the same as referrals from your referral partners.

They don't know who you are yet, they aren't fully warmed up, and you don't know their level of intent.

That's the bad news.

The good news, is with online leads, you can have a predictable number of leads come in each and every day...

Without having to depend on your referral partners to get paid.

So, in order to convert these leads, it's important to have the following in place:

✅ Know that it's a numbers game:

It's going to take more than just 1 phone call to get your new lead before you can get them to commit to an application. It's important to contact your leads multiple times throughout the week; people get busy! Build rapport via text/email first, then get them on a phone call where you can share info about yourself, get to know them, then get back on track and discuss their goals with their new home.

✅ Lead nurturing:

If you do your marketing right, you can expect a ~70% response rate from your online leads. But, if you don't have lead nurturing in place, that number goes significantly lower. Make sure you have automatic SMS/email sequences that deliver to your leads for all situations; if they just became a lead, if they booked an appointment, no-showed an appointment, etc. Your day-to-day can get busy, so let automation do the heavy lifting to get your lead to respond via text message before asking them to jump on a call with you. A text response from them is a micro commitment, use it.

✅ Use Zoom for your meetings (if you can't meet in person):

With Covid, it's a lot more difficult to meet people in person. Which, we all know is going to hurt your conversion rate with leads. Why? Because people feel like they get to know you better when they can put a face to your voice. So since it's a lot more difficult to meet leads in person, Zoom video meetings are the next best thing. When people get to connect with you by seeing who you are, your facial expressions, etc. they will see you as a real person trying to help them vs. an unknown person texting and calling them.

14/12/2020

Impact > Income.. 💭

In life, we sometimes get too caught up in how much money we make because of one simple thing:

We feel if we aren't consistently making more money, we aren't progressing in our career.

However, when we focus too much on the financial aspect of business, we are unable to detach our emotions from selling.

When this happens, your sales process looks like this:

✅ You don't have the client's best interest at heart
✅ You may become pushy, which may push the client away
✅ You over promise and under deliver

Instead of this, try to switch your focus from the amount money you make to the amount of people you impact.

Build a real relationship with your client, fully understand what the desired outcome is for your client, and do your best to over deliver for them.

Just this switch in your mindset will not only result happier clients, but you'll now get more referrals from those happy clients.

When you strictly focus on the impact you have in, the income will follow.

05/12/2020

Short Form vs Long Form leads on Facebook.. 🤔

When doing lead generation on Facebook, there's typically two different types of leads to generate - short form or long form.

Let's talk about why Long Form leads should always be chosen over Short Form:

✅ Quality:

The more questions you ask your potential lead, the more friction there is. Meaning, the more questions, hoops, etc. someones goes through before becoming a lead means they have high intent and will overall be a more quality conversation.

✅ Custom questions:

It's important to ask more questions than just contact information to see where your prospect is on their journey; how soon they want to purchase/refi, their credit score, etc. to help you build rapport when speaking with your lead for the first time.

✅ Correct contact info:

With short form leads on Facebook, the information they submit auto-populates from when they originally signed up with Facebook. Lots of people signed up with
Facebook 10+ years ago! Most have changed their mobile phone number or email since then. With Long Form, we can ask them to manually type in their information.

✅ Save time:

With long form leads, your lead quality is much higher, and your volume is lower. Resulting in less garbage "leads" who were just clicking around and don't have real intent to speak to you. Quality > Quantity.

After generating thousands of Short Form and Long Form leads over the years, Long Form leads always came out on top. 🔥

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