In this week's episode, Shane Kidwell is joined by special guest Luke Shankula, a master of converting online leads. Luke shares his proven strategies for online lead conversion without holding anything back. Tune in to learn from Luke's insights and elevate your success in closing online leads. 

3:01 – Luke's Background 

16:20 – Long Play vs Short Play 

24:20 – Lead Follow-up Cadence 

35:00 – Closing Thoughts 

Takeaways: 

One of the main bottlenecks in the leads process is actually calling the leads. Proactive communication will put you ahead of other loan officers that are not making these calls. 

Putting leads into a broken system leads to subpar results. The quality of the system used for lead management is crucial for success. 

Success in the mortgage industry is not about secret formulas but rather about putting in the required effort. Many people are unwilling to do the necessary work. 

Sales is not about pushing people into products that are not suitable for them; it's about finding the right fit for the customer. 

Quotes: 

“The skills needed to be a top originator were not being honed in the last refi season.” 

“If you put a bunch of leads into a broken system, it’s just going to get broken results.” 

“A lot of LOs want to take the path of least resistance.”  

“It all comes down to we’re starting a conversation and we’re trying to gain trust.” 

“You can fumble everything in a referral process but sound confident and you will still close. That’s because you already have that trust.” 

“4-6 months is when you’re deals are going to start closing. You have to be willing to play the long game.” 

“Understanding the buyer's journey will shift the way you think about it.” 

“There’s no secret sauce, you just gotta work. Most people just aren’t willing to do the work that is required.” 

“Automation is there to start conversations, it’s not there to convert.” 

“Sales is not pushing someone into a product they shouldn’t be in.” 

“If you’re not planning to do the work, do not buy leads.” 

“We expect instant gratification, and the reality is that’s just not true.” 

Show Links: 

Community Platform: www.BecomeNL.com  

Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/  

Social Media: 

Facebook - https://www.facebook.com/NextLevelLoanOfficers/  

YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ  

LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/