Secrets of Connecting that Lead to Converting
Grant Wise breaks down why leads don't suck — systems do — and reveals how video remarketing creates 'parasocial relationships' that convert cold leads at 150% above industry average. He also explains how LOs can position themselves as problem-solvers for agents at different production levels. Best for LOs who generate leads or work with agents but struggle with conversion and follow-up.
When you connect more, you convert more — and video remarketing is the only follow-up system that works while your team sleeps.
Takeaways you can run this week
- Map agents you target to their 'pyramid of problems': newer agents need lead gen help; agents doing 5+ deals/month need systems, CRMs, and efficiency — then build your class topic around whichever level you're pursuing.
- Host a training class specifically for busy agents on CRM setup or time-saving technology; frame it around giving them more family time, not more deals — that's what fills the room at their production level.
- After a lead opts in, layer video remarketing ads on Facebook/Instagram so the lead sees you 60+ times over weeks and months — Grant's client case study: 3,500 leads each watched video content an average of 66 times, helping grow production from $3M to $33M annually.
- Run 60-to-90-second branded video ads (educational content, community content, past-client testimonials) as remarketing to your existing lead list — Grant's team achieved a 65% increase in lead-to-appointment conversion in 45 days for Kyle Whistle's team using this method.
- Pull up your lead database from 12 months ago and send a re-engagement message now — Grant's data shows Facebook leads average 368 days from opt-in to close, meaning leads you wrote off are likely still in-market.
- Right now, with ad budgets industry-wide contracting, increase your Facebook/Instagram ad spend to capture cheaper CPMs and market share while competitors go dark — Grant reports ad performance stats not seen in 7-8 years.
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GET FREE ACCESSThe playbook
- Step 1 — Generate attention: Drive leads (names, emails, phone numbers) via Facebook/Instagram ads or any source into your database.
- Step 2 — Create connection assets: Record 60-to-90-second videos — educational content, community info, and past-client testimonials — designed to build authority and trust.
- Step 3 — Launch video remarketing: Run those videos as paid ads on Facebook/Instagram targeted specifically to your existing lead list so every lead sees you repeatedly across platforms.
- Step 4 — Continue standard follow-up: Maintain calls, texts, and emails in parallel — the remarketing raises open rates, call connection rates, and text response rates so your outreach converts better.
- Step 5 — Set appointments: With relationship and trust built passively via video, the follow-up touchpoints now convert — measure lead-to-appointment rate as your primary KPI.
Worth quoting
“When you connect more, you convert more.”
“It's not speed to lead — it's speed to relationship.”
Best for
LOs who buy or generate leads but can't get responses — and agents-facing LOs who want a repeatable class strategy to attract mid-to-high producing agent partners.