Tune in to discover:

• The Experiment: Learn about the A/B test that compared a webpage with a financial advisor’s photo to one without, and what this revealed about immediate user trust.
• The Psychology of Trust: We explore the science behind why the human face is the most powerful and immediate trigger for trust, and how ambiguity aversion impacts your call-back requests.
• Authenticity is Key: Find out why stock photos and generic AI images won’t cut it, and how to ensure your photo improves credibility and conversion rates.
• Actionable Next Steps: Get practical advice on where to place your team photos for maximum impact, what type of photos to use (smartphone or professional), and the critical elements that must be in place along with your photo for a successful lead generation strategy.

Don't miss the insights that could transform your website from a generic landing page into a personal, trust-building lead machine.

Brought to you by the team at The Lead Engine who specialise in generating mortgage leads.

The episode centres on the application of behavioural science, particularly the work of Bass Wouters and Dr. Robert Cialdini, to marketing, sales, and lead generation, emphasising how small, costless changes can lead to massive results.

Key Topics Discussed:

• Behavioural Science vs. Market Research: Bass Wouters explains that behavioural science is fact-driven research on how humans actually make choices, contrasting it with traditional market research where people often inaccurately predict what will influence their behaviour. Case studies, such as the social proof message on UK tax payments and hotel towel reuse, demonstrated that appeals based on what peers are doing are far more persuasive than rational or environmental appeals.
• Daniel Kahneman's System 1 and System 2: The discussion explores Nobel laureate Daniel Kahneman’s concept of two decision-making systems:
  • System 1: The fast, instinctive, shortcut-based brain that makes the vast majority (90-98%) of decisions.
  • System 2: The slower, rational, effortful brain.
• Wouters emphasises that persuasive efforts should focus on triggering System 1, which "runs the show," rather than System 2, which is targeted by rational arguments.
• BJ Fogg’s Behavioral Model: The Fogg Behavioral Model is introduced as a framework for designing desired behaviour. Behaviour occurs when three factors converge at the same moment: Motivation, Ability (ease of the action), and a Prompt (trigger). Bas notes that most people incorrectly push for more motivation when they should be focusing on increasing ability (making the action easier) and ensuring the prompt occurs at the right moment (when motivation is high).
• The Power of Conciseness ("Word Jenga"): Wouters discusses the concept of "Word Jenga"—removing unnecessary words to reduce mental effort. Case studies show that shortening copy, even from three sentences to one, can lead to significant conversion increases (e.g., 46% increase on a landing page). They suggest communicating digitally with the simplicity required for System 1, which is compared to speaking to a "child of seven."

Online Influence Lab and Workshop:

Bass Wouters announces the launch of the Online Influence Lab on October 9th and a free workshop focused on practical, real-life case studies demonstrating how to design a winning prompt, increase ability, and boost motivation. He uses the case of "the Dutch Amazon" (bol.com) increasing product reviews by 400% as a workshop example. The online presence for the work is at

onlineinfluence.com

.

Brought to you by the team at The Lead Engine who specialise in generating mortgage leads.

Many people assume Bing is cheaper due to less competition, while others dismiss Google Ads as too expensive. We put those assumptions to the test with comparable budgets to see which platform truly offers the best value.

What you will learn by listening:

• The Shocking Cost Difference: Discover which platform was the "clear winner" in this specific campaign and how one delivered new clients for less than half the cost of the other.
• The Key Metrics: We break down the data on average Cost-Per-Click (CPC) and traffic volume, revealing a nearly two-fold difference in efficiency.
• The True Measure of Profitability: We calculate the final, eye-opening Cost to Acquire a Customer (CAC) for both platforms—the data that dictates profitability.
• The Ultimate Takeaway: Find out why the core lesson of this experiment isn't just about which platform won, but why you must never rely on industry assumptions and the crucial role of continuous, dedicated testing in financial services lead generation.

Don't guess where to spend your budget. Listen now to get the concrete data and insights you need to make profitable decisions.

Brought to you by the team at The Lead Engine who specialise in generating mortgage leads.

The Best Time to Advertise for Mortgage Leads
In this insightful podcast episode, we explore the critical aspect of timing in mortgage lead advertising. We delve into various factors that influence the effectiveness of lead generation and conversion in the mortgage industry.

Key Insights on Lead Response Time
The episode starts by highlighting the crucial importance of quick response times in lead conversion:

• Responding within the first 5 minutes significantly increases your chances of qualifying a lead.
• Delays in response time can dramatically reduce conversion rates.
• Being the first to respond gives a substantial competitive advantage.

Advertising Schedule Strategies
We discuss the pros and cons of different advertising schedules, challenging some conventional wisdom about when to run ads.

Broker Preferences vs. Reality
The episode reveals interesting findings from a LinkedIn poll about mortgage brokers’ preferences for receiving leads, and how these might not always align with optimal lead generation times.

Conversion Rates: Bought vs. Brand-Generated Leads
We explore the differences in conversion rates between purchased leads and those generated by a brand’s own efforts.

Exclusive Case Studies
The highlight of this episode is the presentation of three detailed case studies from real mortgage brokers. These studies provide valuable, data-driven insights into:

• The most effective days and times for generating high-quality leads
• Surprising findings about weekend lead generation
• The impact of advertising schedules on lead quality and conversion rates

Listeners will gain practical, actionable insights from these case studies that could significantly improve their lead generation strategies.

This episode is a must-listen for mortgage professionals looking to optimise their advertising efforts and maximise their lead generation success.

Brought to you by the team at The Lead Engine who specialise in generating mortgage leads.