In this week’s tip, Greg Harrelson explains what agents should do immediately after speaking with an online lead to increase engagement and long-term conversion. His first priority is refining the lead’s property search right after the conversation so the alerts they receive are actually relevant. If agents leave the search too broad, the lead will quickly ignore the emails because the listings don’t match what they want. Once the search is properly refined, the automated listing alerts become a powerful nurture system, potentially creating dozens of valuable touchpoints over time. Greg also stresses the importance of scheduling a clear next step—whether that’s a property showing or a future follow-up call—so every conversation leads to a planned action while continuing to provide helpful, relevant content.

In this week’s tip, John Marrone shares what he calls the highest-converting opening line his team has developed over eight years of training—one that’s helped drive a 33% conversion rate. Instead of referencing a specific brokerage, John recommends introducing yourself as being “with the home search site” to avoid confusion and resistance. He also suggests a low-pressure question: “Are you looking to make a move in the next few months, or are you just browsing?”—which lowers defenses and encourages honest responses. John emphasizes that tonality is just as important as the words themselves, teaching to elongate and soften certain phrases to reduce pressure. His advice: imitate the script until it feels natural, then iterate to match your own voice—because delivery is what truly opens the conversation.