Smart Words: “Until you make the unconscious conscious, it will direct your life and you will call it fate.” — Carl Jung

Smart Tactics: I just listened to a sales call of a new team I’m working with.

It was from a great agent — 15 years in the business, averages around $5 million in volume a year.

It was a call to a lead from her team’s website…a PPC lead.

Here’s how it went:

Agent: This is AGENT……is making a move this year a goal for you?

Lead: I already had this conversation but yes, I’m looking to buy a condo in AREA next year.

Agent: Are you a first time home buyer?

Lead: Yes.

Agent: Great! We offer a monthly first time home buyer training on Zoom…would you like to attend?

Lead: Yes, that would be great.

Agent: I’ll send you the info and see you at the training in May.

End…of…call….

1 minute, 56 seconds….that’s it.

Shocker: the lead never showed up for the first time homebuyer seminar.

When I asked the agent why she had basically ZERO discovery with this lead, she said:
“Well, she said she’d already had this conversation, and I didn’t want to step on anyone’s toes.”
Okay…then why not ask who she talked to? Whether she even remembers them? What actually happened in that conversation?

THREE QUESTIONS! That’s all this agent asked in the entire call!

And here’s the part that should really bother you…

This agent walked away thinking she’d done a great job. She thought she had a solid buyer lead who’d show up for the webinar.
What actually happened? She burned a lead. A future nurture. A future sale. A future referral. All because she never really talked to this person.

Your leads are dying this way — every day, every week. Whether you know it or not.

That’s the Jung quote in action. This agent wasn’t lazy. She wasn’t careless. She just had a blind spot she didn’t know was there…and it cost her the deal without her ever realizing it.

This first time buyer? Already scooped up by another agent or another team.

What would have fixed this is simple: a plan. A process for every single lead conversation, so discovery doesn’t depend on how someone’s feeling that day.

Do you — or your agents — have a clear plan for every sales conversation?
What separates a hot, ready-now lead from a solid future nurture?
If you don’t know the answer, your opportunity cost is in the hundreds of thousands.

Build a plan and sell more real estate (without buying more leads).

-Dale

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