My main business is to help salespeople set up lead generating tools that help them get leads. Because of this, the #1 complaint I hear is “the leads are hard to get a hold of” To me, that’s complete udder bullshit. While some folks complain about leads, the folks in my Tribe set appointments with 1 out of every 5 leads.
When I went to work for a mortgage bank that sent us inbound leads back in 2008, I could often over hear the other salesmen complaining about weak leads. At the same time, I was earning 20-30k a month from those same exact leads. The only difference was our perception.
My perception was that every single one of those leads needed my help and I had to get in contact with them and close them. Their perception was that the leads were a bunch of dead beats who never called back. Guess who closed the most loans in that place? You’re right. ME!
The leads are weak? No, you’re weak! The famous line from Glengarry Glen Ross. But is it the leads or is it the salesman’s follow up that suck? There’s only a few reasons a lead is bad. There’s only a few reasons your follow up isn’t working. In this video I’ll go over all of that in great detail.
