Convert More Leads: What To Say To Prospects So They All Convert Themselves

Good morning. Welcome back to Profit Activator week. We are in Profit Activator 3 and yesterday we talked about how to know which leads are the buyers and which leads are not the buyers. And we talked about fivestar prospects.

And part of it this whole thing is realizing that people will do what people want to do. people are going to do what they want to do when they want to do it on their own time frame even if they tell you otherwise. It's it's a very interesting thing. Um you know we always when I was uh talking about the conversation if you're going to have an outbound conversation with somebody making it just an exploratory serving sort of of conversation.

what are you thinking of doing? As opposed to trying to sell somebody on what they should be doing uh right now, just being there as a useful thing, helping make sure they got what it was that you asked for and then investigating what it is that their intention is. And you'll find that it's really disarming when you because they might be expecting a hard sell or somebody to try and get them to commit to something. But when you start out with just what are you thinking of doing or do you need something right away or have you got time to plan?

You give it room. You make it crystal clear that it's okay with us. whatever your your time frame is. And the thing that you want to focus on is if they were ready, like if you're thinking about your ideal prospect, they're going to have pretty predictable next desires.

And if you think that through, you think it ahead, you can engineer a path that lets them self- select themselves going down that uh that route. Um I'll give you an example. So, if we talk about the the how to sell your house for top dollar fast, somebody downloads that book and we know that if somebody is thinking about selling their house, there's a good likelihood that the next three things that might be on their mind would be primarily how much is my house going to sell for? How much can I get for my house?

So the money is an important thing to them because that's how they'll calculate whether they can afford to make the move or how much they're going to have left when they are doing all the calculations for wherever they're going to go next. Then there are other people who might be concerned with, oh my, what do we need to do to get the house ready to sell? We've got to, you know, we've got these repairs we need to do. Do we need to replace the carpets or should we redo the kitchen?

All those things where people are fretting about they got to do their homework before they put their house on the market, wondering what that process is. Or there may be still other people who they're ready to go. They're not quite ready to put their house on the market yet, but it maybe if somebody wanted to buy their house, they could move up their plans, but they're not in a hurry. and understanding that those are the things that are going on in people's minds, right?

And that could translate to anything. If somebody downloads a deck catalog that there's a good chance that the next three things that they might be thinking about would be, well, how much is this going to cost? Or what do we need to look what is the design uh going to look like? or how do we finance this or what you know whatever the next things are.

If you can just clearly illuminate remember we talked about the idea of shining the light over somebody's shoulder and doing the leading them in the way that they want to go knowing that all paths lead back to you. That's the exciting way to think about it. So whenever we are communicating with people in the very beginning, this first 100 hours, we want people to know what the next step is to recognize themselves in it and make it easy for them to take it and also feel completely comfortable that if they're not ready to take it, that's okay. They're still in the right place.

So we want to lead people by educating and motivating them. Now if you look at um thinking those uh those next steps for people now we get a chance to make it seem like the easiest lowest friction nonobligation way for them to get that. So, if somebody's thinking about u you know selling their house to offer them a CMA, all the realtors talk about a comparative market analysis or we'll come over or if they're building a deck, book an estimate. We'll come and and give you an estimate.

All those things sound very um they sound like you're committing yourself to something, right? It's not you're not maybe ready to take that level of a move or you're not ready to get preapproved for a mortgage yet. But if you make it seem like it's already done, just the next natural step, it'd be much easier and more compelling for people to play with a deck cost calculator than it would be to invite a trained salesperson to come over and sell them a deck. or to for a realtor to offer people a pinpoint price analysis where we're showing what's happening um in all of the market.

When you name something and make it uh easy next step for them, like if if we say to the the people who download that the seller book, you know, our our three offers that we have for them are addressing those three needs. Here's a pinpoint price analysis that's available for you. Or we have a room byroom review book and checklist to show you which things get the highest return when you sell your house. Or we may be able to sell your house in as little as 24 hours without even putting it on the market with our silent market.

When you start wrapping your ideas around something that sounds like it's already happening and they're just voyering in on it that they get to get this, it doesn't sound like they're imposing on you or they're putting you uh they're putting themselves in an obligation standpoint. And that's just human psychology, you know, that's all when when I talk about the understanding human behavior, behavioral psychology as the number one skill, if you think about persuasion engineering of what it is that uh people naturally do, if you can work with it, it's like going with the jetream and trying to work against it is resistance all the way. Um, so I look at those as I talk about it as hospitality that we want people to feel like they're welcome and to make offers to them that are u super easy for them to take place. An analogy that I often use is if I were to invite you into my house and sit you in the living room and I were to say to you, Hey, I'm really happy you're here.

If you're hungry or thirsty, there's lots of stuff in the fridge. Go ahead and and feel free to help yourself. Now, I don't know you, but I know that there's probably a very low likelihood that you would go and get something from my fridge. And that's just the way we are.

Nobody wants to impose on people. And we don't want people to go out of their way for us. That's why you see it in societal things. And that's all this is is an extension of our societal norms.

We don't want people to uh go out of their way for us. Would you like a cup of tea? Are you having one? Cuz if you're having one, I'll have one.

But don't boil the kettle for me. Cuz we don't want people We don't want to feel like they're putting people out. And yet most of the time, what we're doing with our prospects is that same kind of thing. If there's anything I can help you with, please feel free to reach out.

Just email us or call us. We're more than happy to help. Which is so obsequous and very like just putting the onus on them to take the initiative. But when you put these in a way that it already feels like it's prepared, it's the equivalent of me sitting you in the living room, going in the kitchen, coming out with a plate of freshly baked cookies and coming right up to you and saying, "Hey, I just baked some cookies.

Would you like a cookie?" Now, I don't know you, but I bet it would be very difficult for you not to take the cookie because we equally don't want to offend people. We don't want to reject people. So, we take the cookie and they it's clear that they've already gone out of their way and it would be rude to not accept this generosity that that is being offered.

So when you think about this, part of this being a uh really good at lead conversion is identifying who are the likely prospects and then making it so that they feel your hospitality, not your, you know, sales uh process. So more to say about that. Let's come back tomorrow and I'll continue with Profit Activator 3. I got a funny email the other day from Rick.

It says, "Dean, question. Are you saying you can teach me to make fat stacks by hanging out at a pub drinking coffee like you?" And I laughed to myself because I was thinking, you know, yes, I I can do that. That's what I do.

is the funny thing. What I really realized is that every idea that I've had, every dollar that I've made over the last 30 years has gone through my brain, through my pen onto a piece of paper in my journal before it went out into the real world. And if I can turn people on to that activity as a driver for what to do, what to think about, what to ask yourself to draw out, what the next most valuable action is for you, and how to find the most profitable things that you can install in your business. I'm all for it.

m. I'm going to do for the first time a 50inute profitfinder workshop and you're going to join me live on Zoom and we're going to go through a 50inute exercise. Bring your pen. Bring a notebook or piece of paper.

And I'm going to guide you through a thinking process that will help you identify where the lowest hanging fruit is in your business and maybe some fruit that you didn't even know was there. But I'm going to show you where to look for it. So, it's free. It's for you.

m. this Friday. Just watch. Go to What did we call the website, Josh?

>> 50inut profitfinder. m.