Master Lead Conversion
Your guide to mastering lead conversion. Learn from top performing NEO Mortgage Advisors and refine best practices for the Dreams & Goals Call, Pre-Purchase Consultation, and Under Contract Call—the pillars of the NEO Experience.
Our collective goal?
To achieve a 10% conversion rate on consumer direct leads.
Even if you’re already skilled, reviewing game film, recording and listening to your own client calls, and refining your approach will help you level up. Fully engage with the training, challenge yourself, and push beyond what you think you already know—because reaching this goal takes focus, commitment, and a willingness to improve.
Kaizen The NEO Experience
The Japanese word “Kaizen” (改善) means “continuous improvement” or “change for the better.” A philosophy that focuses on making small, incremental improvements over time to enhance efficiency, productivity, and quality in work, business, and even daily life.
Dreams & Goals
This is more than just a conversation—it’s the first impression, and the foundation for a successful relationship.
This step is where we build trust, uncover motivations, and articulate our before, during and after the transaction value proposition.
(60% of our value comes post-closing with our mortgage under management strategy)
Pre-Purchase Consultation
This is our chance to get the client fired-up about being a homeowner.
This is where we demonstrate our post closing value proposition, we educate and overcome hesitation about the housing market, and align financing strategies with the client’s long-term financial plans. This is our opportunity to reinforce our value as their trusted guide for as long as they own their home.
Under Contract Call
This is where you uncover landmines, set expectations, and ensure a seamless path to closing.
At this stage, clients need reassurance, clear communication, and a strong plan to navigate the final steps with confidence.