Your step-by-step follow-up game plan.
Know when to call, what to say and how to leave each person with a helpful next step.
Create my follow-up time block »
Stand out by making the next call.
Calling fast is a good start. Keep in touch to give people more chances to know you and get your help.
The Real Geeks playbook shares these follow-up figures:
of agents call leads right away.
of agents make a second call.
of agents make a third call.
of agents make a fourth call.
These percentages describe what agents do. They do not show how often leads answer.
Be the agent they remember.
- Keep showing up. Many agents stop after a few calls. Use the call plan below to keep in touch.
- Give them a reason to reply. Offer home updates that fit their needs. Keep each note short and helpful.
- Do what you say. If you promise to call or send an update, follow through. Small actions build trust.
Set aside time each day so follow-up becomes a habit.
Source: Real Geeks Real Estate Playbook, “Persistence pays off” (printed page 15 in the supplied edition). Figures are from the playbook, not a promise of results.
Create a follow-up time block on your calendar.
The playbook recommends 1-2 hours a day. Start with a block you can keep.
Choose your calling days
Uses your local time. Add room for notes, texts and follow-up tasks when choosing your pace.
Your calling plan
Make 40 calls per day.On each day you set aside for follow-up.
At 40 calls per hour, you can make about 40 calls in 60 minutes.
200 calls each week
40 calls per session × 5 days = 200 calls per week.
What counts as a call? Every time you dial, even if no one answers. These numbers are calls to make, not people reached or appointments booked.
Add your follow-up time block to your calendar.
Use the days, start time and length you chose above. Make it a weekly appointment with yourself.
Google: review the event, then save. Outlook: download, then use Calendar → Add calendar → Upload from file. Apple / other: open or import the downloaded file.
Repeats weekly on your chosen days, in your local time. Check the time and repeat settings before saving.
New lead? Start this 10-call plan.
Start when someone signs up on your site. If they do not answer, keep trying on the days below. One call may not be enough to start a talk.
Want more leads to turn into home sales? Give each new lead time and steady follow-up. Be helpful on every call. These steps support the goals you set in the calculator.
At sign-up
Make 1 callCall while their search is fresh.
Aim to call within 5 minutes. Ask what homes they want to see.
Next 3 days
Call once a day · 3 callsNo answer? Try a new time.
Leave a short voicemail or text. Offer home updates that fit their needs.
Next 3 weeks
Call once a week · 3 callsKeep the door open.
Keep the next call on your calendar. Ask if home updates would help.
Next 3 months
Call once a month · 3 callsCheck in as their plans change.
They may need more time to move. Ask what has changed and how you can help.
Your full plan: 1 call at sign-up + 3 daily calls + 3 weekly calls + 3 monthly calls = 10 call attempts.
You called. What happened?
Choose what happened. If they answered, use the replies below to keep the talk helpful and free of pressure.
Adapt the plan to the conversation. Stop outreach if the person asks you to.
Short messages. A clear reason to help.
Make these your own. Replace the brackets, ask one simple question and let the person set the pace.
When they answer
Open with a helpful question.
Voicemail
Keep it brief and easy to return.
First text
Ask before setting up updates.
Follow-up text
Offer value without pressure.
When they are just looking
Match their timing.
When they also need to sell
Offer a useful starting point.
The goal is to learn, then help. Find out what they need so you can offer relevant home updates when they want them.
Original practice scripts created for this lesson. They are not quotations from the playbook.
After every call: three CRM checks.
Use this practice checklist to learn the routine. Complete the actual tasks in your CRM.
0 of 3 CRM checks complete
Make helpful follow-up part of your day.
- Start with new leads and follow-ups due today.
- Check recent logins for timely conversations.
- Finish each record before moving on.
The playbook also includes sphere-of-influence calls and CRM cleanup in its weekly calendar example.
Based on the supplied Real Geeks Real Estate Playbook, printed pages 08-11 (PDF pages 12-15). Your calendar download creates a weekly block; it does not schedule calls to individual leads. Checklist progress resets when this page reloads.