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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Agent Sales Accelerator
Dominate your week, dominate your market. Agent Sales Accelerator is the weekly power-up for real estate agents. Master lead generation, boost productivity, and unlock proven strategies for explosive growth. This isn’t just about knowledge, it’s about action and accountability. Get ready to transform your business – join us!
Thursdays at 11:30am EST via Zoom
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The Seller Lead Conversion Process
ICT Online CourseSeller Lead Conversion
Learn how to turn every listing opportunity into a signed agreement with proven seller conversion systems, scripts, and strategies.
Step-by-step training to convert listing leads from online sources, referrals, and open houses
Discover how to prequalify sellers and conduct powerful listing consultations
Master scripts and dialogues to handle pricing objections and commission conversations
Build trust quickly with communication strategies that position you as the expert
Implement follow-up systems to stay top of mind with seller prospects over time
Includes listing presentation templates, pre-listing checklists, and objection-handling scripts
Convert More Listings
Use proven scripts and systems to turn seller leads into signed listing agreements.
Build Trust & Confidence
Guide homeowners through the listing process with professionalism and clarity.
Stay Top of Mind
Follow up strategically to maintain relationships and win future listings.
Designed for all learning types
Video Training
In-depth video training walking you through each module of the course, explaining the strategies, tips, and best practices for using Canva for real estate agents.
Written Workbook
Detailed and downloadable written workbook that provides you with a bullet point outline, summarized text, action steps, key takeaways, as well as space for taking notes.
Instructor Materials
Teach this course at your organization with the help of our downloadable presentation notes, presentation files, and Instructor's Manual.
Course curriculum
Enrollment includes access to the following course materials for 6 months
Course materials- The Seller Lead Conversion process
- Video Part One: Overcoming common objections
- Video Part Two: Getting answers
- Video Part Three: The pre-listing packet
- Video Part Four: The kitchen table consultation
- Seller Lead Sheet
- Quiz
- Action Steps
- The Listing Consultation Script
- Scripts for Listing Consultation Objections about Price
- Objections about Finding a Home to Buy Before Listing
- Urgency Objections
- Overcoming Objections about Paying a Commission
- Price Reduction Graphic
- Listing Consultation
- Pre-Listing Consultation Video Scripts
- Pre-Listing Video #1 Script
- Pre-Listing Video #2 Script
- Pre-Listing Video #3 Script
- Pre-Listing Video #4 Script
- Pre-Listing Video #5
About this course
- $149
- 23 lessons
- 2 hours of video content
Certification & Designation Upon Completion
In this ICT online course, you will receive an official designation of "Certified Listing Specialist" or CLS upon completion, as well as a downloadable (and printable) Certificate of Completion. Add your designation seal, as well as your designation letters, to your email signature to bolster your reputation and show off your expertise to clients and colleagues alike.
Reviews
"I use ICT systems, the Icenhower Institute, and the coaching program to coach and train my team of over 30 agents. I use the ICT dashboard systems to keep my entire team accountable for their activities and set proper expectations."
Jake Rockwell
Over 500 Units Sold Annually
"I have coached with ICT for over five years. ICT has helped me quadruple my luxury business through marketing strategies so that I receive listings and sales through lead generation and multiple pillars of income."
Dennis Adelpour
Luxury Agent - West Los Angeles
"When we started coaching with ICT we worked all the time with some degree of success. Now, seven years later, we have grown to have the #1 market share in our area, we more than tripled our income and production, while also improving our work-life balance to enjoy our personal life with family and friends."
Tammi Humphrey
#1 Market Share & 100 Million in Annual Sales Volume
InstructorBrian Icenhower.
Are you ready to revolutionize how you think about closing, and get more listings than ever?
This condensed course gives you the tools and techniques you need to leverage your sphere of influence in all the right ways, focusing in on how you can convert leads into listings without getting stuck or getting ahead of yourself. With ICC's tried and tested scripts and systems, you'll have everything you need at your disposal to make the most of your networks and take full advantage of every opportunity to close on a seller lead.
Turn every seller lead into a listing opportunity.
Enroll in Seller Lead Conversion Process (ICT) to master the conversations, scripts, and systems that help top agents secure more listings and serve clients with confidence. Build consistency, trust, and long-term success in your listing business.
Add to Cart
Start converting seller leads today.Talk to a coach
If you've been considering hiring a coach, now's the time. Book a FREE coaching consultation session with your purchase of this course! Book Your Call
See all courses
Jake Rockwell
Over 500 Units Sold Annually
"I have coached with ICT for over five years. ICT has helped me quadruple my luxury business through marketing strategies so that I receive listings and sales through lead generation and multiple pillars of income."
Dennis Adelpour
Luxury Agent - West Los Angeles
"When we started coaching with ICT we worked all the time with some degree of success. Now, seven years later, we have grown to have the #1 market share in our area, we more than tripled our income and production, while also improving our work-life balance to enjoy our personal life with family and friends."
Tammi Humphrey
#1 Market Share & 100 Million in Annual Sales Volume
Instructor
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.
