Convert What You Get
A lead is worth nothing if it sits or if you freeze on the call. You'll install speed-to-lead and the exact scripts that turn a live lead into a booked appointment.
Speed To Lead
The single biggest leak in most agents' businesses isn't lead volume. It's how long a lead sits before anyone touches it.
The Math Nobody Wants To See
- A lead contacted in the first five minutes converts many times better than one contacted an hour later. After 24 hours cold, most are effectively dead.
- You already paid for the lead, with money, time, or a paid-portal relationship. Letting it age is lighting that cost on fire.
Build The Habit
- New lead comes in, you call within five minutes. Not email first. Call.
- No answer? Text, then email, then call again. A real cadence, logged in your CRM, not a single attempt and a shrug.
- Track your contact rate and your time-to-first-contact every week. What you measure, you fix.
Set a rule this week: every new lead gets a call within five minutes. Pull your contact rate and your average time-to-first-contact and write both numbers down.
The Connection Call (ALMSS)
A live lead is worth nothing if you freeze on the call. This is the exact script, five moves, that turns a cold connection into a booked showing.
A — Appointment
"Hi [name], this is [you] with [company]. I see you're interested in [address], are you available to tour it today? What day and time works best?" Get two time options. "I'll call you back within 15 minutes to confirm."
L — Location
"Did you see other homes online you'd want to tour? What specifically interests you about this one?" (Write it down.)
M — Motivation
"Is there a date you need to be in your new home by, or do you have flexibility?"
S — Summarize / S — Survey
Recap what you'll do, text your info, call back in 15. Then: "One favor, you'll get a survey within 24 hours; if I answered everything, would you mind clicking the happy face?"
Print ALMSS and run it out loud five times before your next live call, until it sounds like you and not a script.
5 Objections, 5 Answers
Objections don't kill deals. Freezing on objections kills deals. Here are the five you'll hear this week and exactly how to answer them.
- "I'm just looking." → "Perfect, that's what I'm here for. What caught your eye about this one?"
- "I need to think about it." → "Fair, it's a big decision. What's the one thing you most want to be sure about?"
- "I don't want to waste your time." → "You're not, this is the part I love, and there's zero obligation. Let me send a couple of options."
- "I'm not ready yet." → "No problem, most of my clients weren't when we first talked. Let's stay in touch so you've got someone in your corner. Call me when you're ready, I'll check in either way."
- "I want to compare a few agents." → "Smart. Compare who answers when you call, who knows the inventory, and who'll walk you through every page of the contract. Interview me on those."
Pick the objection that rattles you most. Write your answer in your own words and say it out loud ten times before your next appointment.