If all the "hard" numbers are working..and you're getting leads in an acceptable range, for an acceptable amount of money, it's time to look at the "soft" numbers.
What percentage of the leads are you CONNECTING with.
If you go through the entire 7-Step Connection Process, you're probably going to connect with 60 - 70% of them. IF you're doing all 7 steps in the first 7 days after a lead comes in.
If you're connecting with them...you'll find that HALF of them are probably going to be 5-Star Prospects.
From talking to people on our Academy Calls, and at The Main Event, sometimes people are unsure what to do with people they are on the fence about.
My advice is to always lean on the side of giving them the benefit of the doubt. It's not suprising to see people who said they weren't going to buy for a year...show up on your doorstep in 3 months.
The purpose of the CONNECTION process is to make a DECISION about a prospect, and either let them go...or commit to helping them.
From THIS point on...it's all about BONDING...and that will be part 3!