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
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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.
