Hey, First name / you. No appointment this week?

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Hundreds of leads in the system. One email sent. Zero calls logged.

 

That's an agent I coached this week. Nobody had ever written down what "working a lead" looks like. So nobody did it.

 

Solo agent or a team of any size, the gap looks the same.

 

Every agent and team leader I talk to wants the new thing. A new CRM. A new AI tool. Almost none of them can tell me what happens to a lead in the first ten minutes.

 

On a scale of 1 to 10, how sure are you that you (or your team) could answer that today?

Without an answer, the best software on earth just stores your leads in a nicer place. Better protocols make the tool you already own start working. I call mine The Protocol Test, and it takes four questions.

 

1️⃣ What is the plan? Write down exactly what happens to a new lead. Who touches it and how fast.

 

2️⃣ What is expected? Put a number on it. Calls per day. Response time in minutes.

 

3️⃣ How is it monitored? Name the place you look to see it happening. A CRM report or a weekly scorecard.

 

4️⃣ How is it enforced? Decide what happens when it doesn't get done, and who has that conversation. If you're solo, that person is you.

 

Write the standard. Monitor it. Enforce it. Then automate it.

 

The app won't make the call. It won't have the hard conversation either. Automation multiplies whatever you hand it. Give it a clear standard and you get consistency. Give it a mess and you get a faster mess.

What you'll need: your CRM (Follow Up Boss, Lofty, whatever you run), a notes doc, and 30 minutes.

 

Step 1: Pick one lead source. Zillow, your website, open houses, or your sphere. Just one.

 

Step 2: Answer the four Protocol Test questions in writing, one or two sentences each. Start with this one: what happens to a new lead in the first ten minutes?

 

Step 3: Pull the last 10 leads from that source in your CRM. Count the calls logged. Did your standard actually happen?

 

Step 4: Choose the one piece that can run on its own, like an instant text or a follow-up task, and set it up. Standard first. Automation second.

 

Bonus: Paste your four answers into your AI of choice and ask, "Where could a lead slip through this standard?"

 

That's it. One lead source. One protocol. Written down today.

Your seller wants a new MLS description, more open houses and an ad in the paper. You already know none of that is the problem. The price is. Convincing them is the hard part. What if Ai could prepare you for that conversation, so you show up ready for the objections? Watch now and get the free skill 👇🏻

🎧 Our latest Take It and Run Podcast 

Dawn Levy has built an entire client pillar around downsizing, and it's some of the smartest long-game thinking we've talked about on this podcast. In this episode, Dawn walks through how she spots the downsizing conversation before the client even knows they're having it, and what she does differently to stay the obvious call when they're ready. If you have any past clients over 55, this episode is your homework.

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Taking the time to execute on these small tasks is what places you in a position serve more people and increase your earnings.

Don't forget

This exercise is primarily designed to 🗓️ SET APPOINTMENTS! Track your progress and pay attention to what’s converting. I’d love to hear what you discover.

Wanna make magic together?

I coach, consult, speak on stage, and occasionally break out into dance. Which one can we do together? ⤵️ 

**This is not a coaching solicitation to any current Tom Ferry coaching clients working with another coach**