Lead volume and conversions are two different things. Focus on protecting those conversion rates. Even though the volume of leads may be down, you can still ensure that conversion rates stay steady and the overall contribution from online sales continues. 

 

Quantity is down but quality is up. Cliche, I know, but we hear that across most markets. Leads who are engaging aren’t naive. They know what is going on in the market. So keep the momentum going. When in doubt, send them out! 

 

Online Sales certainly experienced a shift in Q2, leaving many wondering if they're doing a good job. Conversion rates are intact and the goal is to preserve them by performing the right behaviors with a focus on no-lead-left-behind, full process, prospecting, and handoff. 

 

When we broke out high-performing teams, meaning established programs with right-sized leads, appointments, and sales, the metrics were even more impressive with a 60% overall contribution. What this tells us is that programs, where both online and onsite sales are in sync, continue to make a truly significant impact on overall sales. Even as walk-in traffic increased, the contribution from online remains strong.