Ep 002 - The Easiest way (real estate agents only) to explode your lead conversion
I just wrapped up a full day of coaching calls. Every single one of them circled around the same issue: lead conversion.
Right now, lead conversion is the skill to master. Listings are down. Buyers are moving slower. Days on market are stretching. The two skills that will carry your business through this market are converting leads and negotiating contracts. If you want to keep deals coming in, this is where your focus needs to be.
A well-known agent in my market recently sent out an email saying they were behind on their goals for the year. You don’t need to be. You can still hit your goals if you start treating your conversion skills like they matter. Because they do.
There is one simple change that can instantly improve your conversion. You don’t need to buy software. You don’t need a new CRM. You don’t need a fancy script.
Here it is:
Call your leads back within one minute.
That’s it. Sixty seconds or less.
Whether it's a phone call, a text, or a real email (not an autoresponder), the first minute is where it all happens. If someone registers on your site, gets a home valuation, or clicks on your ad, they need a response right away. The faster you follow up, the higher your chances of booking an appointment and building real momentum.
Here’s why this matters:
They remember you. You avoid the awkward “Wait, who is this?” because it’s fresh in their mind.
They feel your urgency. If you respond that fast, they assume you’ll move just as fast once they’re working with you.
They engage. They answer. They ask questions. You get into real conversation before another agent shows up in their inbox.
You don’t need a magic script. But you do need a simple framework. Use this:
Hi, my name is [Your Name]. I saw you just registered [or inquired] on [platform or site]. I wanted to check in to see if you had any questions and if you’re actively looking to buy in the next couple of months.
It can be that direct. Name. Context. Quick question. Get into a conversation as fast as possible. That’s where conversion happens.
To make this possible, you need instant notifications. I don’t care what CRM you use. Follow Up Boss, Lofty, HubSpot, Pipedrive — or none at all. If leads are coming in through Zillow, Facebook, or Google, you need to know about them immediately.
If you don’t have a CRM or alert system, set one up using something like Zapier. You can have it text you with the lead details the moment someone registers. First name, last name, phone, email, and the ad they clicked on. No excuses. You need to know when a lead hits your funnel so you can take action within seconds.
Back when I was running a large team at Keller Williams in Phoenix, we had one shared phone number on all our signs. Every agent’s phone rang when a lead came in. If no one picked up, it rang my phone as the backup. When the call came in, a whisper message played in their ear: "This call is worth ten thousand dollars." That was our average commission check. I wanted them to feel the weight of every call and treat it with the urgency it deserved.
These days, you might not be getting sign calls, but the principle is still the same. If you aren’t talking to buyers and sellers today, you aren’t making money today. That’s just the reality.
The only thing you need to change is how fast you respond. Set up a system that alerts you the second a lead comes in. Then make a commitment. Every single time you get a new lead, drop what you’re doing and make the call. That discipline alone can transform your business.
Most agents are not suffering from a lack of leads. If you’re spending even ten to thirty dollars a day on ads, you’re probably generating more leads than you know what to do with. The issue is follow-up. The problem is consistency. It’s not the leads. It’s the cadence.
Ten minutes after reading this, ask yourself two questions:
Do I have a notification system that pings me instantly when a lead comes in?
Will I commit to calling every new lead immediately, no matter what else is happening?
If your answer is no to either of those, you already know what needs to change.
Plenty of agents generate hundreds of leads per month and still struggle to close deals. I’ve coached many of them. They usually come to me saying, “These leads just don’t work.” That’s rarely true. Most of the time, the leads are fine. But they were never called. Or they were dumped into a weak drip campaign. Or they were contacted so long after registering that they forgot who the agent was.
Real estate is a high-trust transaction. If you want someone to choose you, you need to make it easy and risk-free to start a conversation. The more formal or delayed your process is, the lower your conversion will be.
You can win with one thing: consistency. If you’re sitting on a CRM full of untouched leads, we can fix that. There are two ways. You can schedule a call with me and see if my coaching is a fit. Or you can talk to me about joining my team. Either way, we can take what you already have and turn it into closed deals.
This isn’t about theory. This is about capitalizing on the leads you already paid for.
Focus on two things:
Set up instant lead notifications
Commit to calling every new lead right away
That’s the most important work you can do each day. More important than your pending deals. More important than your showing schedule. More important than your paperwork.
Because without new clients, the roller coaster begins. And that’s what we’re trying to avoid.
If you want help with this, reach out. Let’s fix it. Let’s scale your conversion and finish the year strong.
See you on the next one.