8.7.25 Playing the Long Game to Increase Conversions and Closings

✅ Key Topics & Time-Stamped Breakdown (Thematic)

00:00 – What is Conversion?

  • Conversion = Appointment
    • Don't confuse leads with conversions.
    • Success is getting borrowers and partners to take the next step, not just generating leads.

03:00 – Start With What You’ve Got

  • Mine your existing lead database — go back 18 months or more.

    Use the 9-word revival email:

    • Subject: [First Name]
    • Body: “Are you still looking to eliminate your mortgage and get cash?”

06:00 – Lead Sorting Strategy

  • Target pre-sorted leads:
    • Especially those:
      • Wanting to eliminate their mortgage

      • Seeking to buy in a 55+ community

        Focus on 5-star prospects:

    • Friendly, engaged, motivated, cooperative.
    • Ready in the next 6 to 18 months.

10:00 – Understand the Lead Timeline

  • Only 15% convert in the first 90 days.

    The other 85% buy later — but still within 18 months.

    • Example:
      • 100 leads → 50 buyers
      • 7 buy in 90 days = $70K
      • 42 buy in 18 months = $420K

15:00 – Weekly Flagship Email Strategy

  • Send one value-based email weekly.

    Tailor to both:

    • Borrower prospects
    • Referral partners (real estate, financial advisors, attorneys, etc.)
  • Use AI to help write content and keep it consistent.
  • Always end with a “Next Step” CTA.

18:00 – Weekly CTA Examples (Include in Every Email)

P.S. Whenever you're ready, here are 3 ways I can help you:

  1. Personalized Retirement Mortgage Review → [Link to book a call]
  2. Free Book – Double Your Retirement Dollars → [Link to download]
  3. Collaborate with Me → Reply “collaborate”

22:00 – The Email Blueprint (Content Prompt Example)

Plan to send 4 flagship weekly emails covering:

  1. Paying off mortgage + eliminating payment
  2. Same as above + gaining a growing LOC
  3. LOC on free-and-clear home (emphasize early setup to allow growth)
  4. HECM for Purchase vs. paying all cash

Each email should:

  • Be story-driven with real client examples.

    Include:

    • Home value
    • Mortgage amount
    • Payment eliminated
    • Line of credit amount
    • Future growth assumptions

📌 Action Items

1. Revive Old Leads

  • Send the 9-word email to all past leads 18+ months back.
  • Segment the list by timeline of inquiry and type of interest.

2. Develop the 4-Week Flagship Email Series

  • Write or use AI to draft 4 story-based emails using the given topics.
  • Reuse for future lead nurturing and referral partner engagement.

3. Include the CTA “P.S.” Block in All Emails

  • Consistently end with the 3-way offer (Review, Book, Collaborate).

4. Focus on the 85% of Leads Who Don’t Convert Immediately

  • Create a long-game mindset for you and your team.
  • Set up a 12–18-month nurture plan.

5. Use AI to Scale Email Output

  • Use the provided prompt to generate consistent weekly content.
  • Consider batching 8–12 weeks of emails ahead of time.