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
ONLINE COURSESLearn how to use your sphere of influence to turn leads into listings. Packed with tips, tools and techniques, this mini course gives you the skills you need to get seller appointments, field phone calls and in-person meetings, handle objections and close the right way, every time.
Designed for all learning types
Video Training
In-depth professional video training on every module, presented by the author, Brian Icenhower.
Written Modules
Detailed and downloadable written modules with detailed graphics, scripts, spreadsheets, forms, and so much more.
Course curriculum
Enrollment includes access to the following course materials for 2 years
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 ICC online course, you will receive an official designation of "Certified Listing Agent" or CLA 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 ICC systems, the Online Learning Center, and the coaching program to coach and train my team of over 30 agents. I use the ICC 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 ICC for over five years. ICC 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 ICC 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
I use ICC systems, the Online Learning Center, and the coaching program to coach and train my team of over 30 agents. I use the ICC 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 ICC for over five years. ICC 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 ICC 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 your leads into listings.
Discover the techniques top producing agents use to connect with and convert their seller clients, and take the next step to grow your real estate business.
Add to CartTalk 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
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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.
