Stop losing leads with weak follow-up! In this blog, ICT Senior Coach Bradley Baldwin shares the lead follow-up script that actually gets appointments. Learn what to say, how to guide the conversation, and book more clients.
Here’s a staggering stat: 86% of our real estate appointments are set through lead follow-up.
But here’s the kicker—most agents are saying the completely wrong thing during those follow-up calls.
Let’s fix that.
As an ICT Senior Coach, I hear it all the time:
“Hey, just checking in to see if you’re still thinking about buying a home…”
It sounds casual, maybe even harmless. But it’s a momentum killer.
VIDEO: Stop “Checking In” – Lead Follow-Up Scripts That Actually Book Appointments
Why “Just Checking In” Doesn’t Work
When you call to “check in,” you’re:
Not providing value
Not guiding the conversation forward
Sounding like every other agent
Instead, your follow-up needs to position the next logical step in the home buying journey.
Understand the Buyer Journey
There are several natural next steps for buyers:
Setting them up on an MLS/auto-alert search
Meeting with a lender
Scheduling a credit consultation
Sitting down for a buyer consultation
Touring a home
Writing an offer
So your follow-up should gently lead them toward one of those steps—not just touch base.
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The Script That Works
Here’s what I recommend saying:
“Hi, this is Bradley Baldwin over at ABC Real Estate. When we last spoke, you mentioned you were thinking about buying a home. Is that still in your plans?”
If they say yes:
“Great! Does it make sense for us to set an appointment so I can walk you through the full buying process?”
If they say no:
“I totally understand. But let me ask—if there were a financial benefit to buying now versus waiting, would you want to hear more about that?”
The key phrase here is: “Does it make sense?”
Why “Does it make sense?” Is a Game-Changer
This simple question removes sales pressure and turns the conversation into a collaborative decision. You’re not forcing a meeting—you’re offering value and clarity.
It’s a professional, high-converting, and respectful way to guide the conversation.
Upgrade Your Follow-Up, Upgrade Your Results
When you start using this script and focus on leading your leads to the next step in the journey, you’ll:
Book more buyer consultations
Establish authority and professionalism
Build rapport faster
Close more deals
Want Weekly Scripts Like This?
Join Agent Sales Accelerator—our coaching and accountability program built for agents who want real results.
You’ll get: ✅ Weekly coaching and strategy ✅ Lead gen and follow-up scripts ✅ Tools to dominate your market
Dominate your week. Dominate your market.
Join the Agent Sales Accelerator today and start booking more appointments with powerful, professional lead follow-up scripts.
