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I hope all of you have had a wonderful Thanksgiving. I caught the YouTube recoding of a real-estate agent training on converting Internet leads into sales. A couple of things stood out to me, the average contact per lead is 1.3 times. It takes seven times for someone to encounter your business feeling positive about it before they do business with you.
This "Pyramid of Persuasion" is remarkably close to the process we need to adopt for my WFG business. The frequency of our Zoom presentations, 7 Step, workshops, and trainings are tools which always direct the attendees back to the person who told them about these Zoom meetings. By simultaneously entering prospects from the counter into the Campaign Manager, which enters them into Sales Force at the same time, you have means to collect data on these prospects, each time you interact with them. By already having communication with them via phone, you have them 3/4 of the way up this Pyramid of Persuasion. Each time they attend a Zoom training, workshops and events, they get closer to decerning that they can reach their financial goals utilizing WFG strategies.
Something that came to me while watching this podcast video was that once real-estate agents close on a sales, their clients evolve, their focus changes from trying to get into a house, to focusing on, "How soon can I pay off this mortgage"? In our workbook which goes with the "Saving Your Future Book" has 26 different strategies to pay down debt and increase cash flow. Then our financial products, with the tax advantages and protection they provide adds gas to the fire with growing their assets, accelerating their abilities to eliminating their debt and mortgage balance and building their nest egg for retirement.
Understanding that the time must be right, Maslow’s hierarchy of needs, demonstrates that depending on where people are on its scale will determine where their focus is directed. If someone is single, attracting a partner supersedes their need for self-actualization, if they do not have a secure, sustainable means to survive, it is difficult for them to commit to a saving plan. If someone has health challenges, it is almost impossible for them to learn something new or make their employment or business a priority. None of this is impossible, but the information they need to solve their challenges is difficult for them to implement, even when they are exposed to this information, until the stress of their crisis is lifted, they can't retain this valuable information, even when it is exactly what they need to hear. Once that stress is lifted, their mind will begin to process this information they have been exposed to, even though they weren't able to process it, now is accessible and they have enlightened epiphanies with the solutions they struggled to figure out while they were in their crisis.
The process of contacting whom you already know and offering to share the Saving Your Future Book via PDF in an email, adding them into the counter, the campaign manager and Sales Force, entering information in the fields which can be utilized in the process of determining the proper financial strategy they need to get them to their desired outcome. The more you understand the more accurately you can strategize their solutions.
By having more contacts in the counter/campaign manager & Sales Force, your ability to move them along their process, which they all desire to move towards is increased. You only must recognize where they are along that process. This will help you direct your solutions to the areas they need for where they are along this process. This way you are not too far ahead of where they are focused, and completely lose them.
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