“When you get an application for a sales agent on your hiring ad, you have to respond within 15 minutes; otherwise, you will never get them to do it once they start.”
I know why you built a pond of leads for your agents to call.
Because you couldn’t get them to call a new lead within 15 minutes.
I know why you hired an ISA.
Because you couldn’t get your team to call a new lead within 15 minutes.
Here’s the truth: SPEED is the answer to all your questions.
- How fast can our team call a new lead once they register?
- How fast do we respond when someone raises their hand online?
- How fast do we reply when an opportunity lands in our inbox?
Do me a favor—put your team on round robin. One by one, agent by agent. Then every single week, review the speed to first action. For effect, turn on your CRM automations and measure it to the second.
Because here’s the ugly reality: most lead management systems look like a CSI investigation board. Broadcast here, first-to-claim there, ISA call center somewhere else, leads tossed back into the pond—it’s chaos. And it’s all happening because leaders are avoiding the one system that works: assign directly and inspect speed to lead relentlessly.
And let’s be honest. The reason your team doesn’t call fast enough is because you set a bad example.
Think about your hiring process.
An agent clicks on your ad, applies, and what happens? Their application sits for hours. Sometimes days. Even weeks. Then you wonder why, when they finally join, they think it’s normal to let leads rot.
Flip the script. Next time a hiring ad comes in, call within 15 minutes. And when they pick up, tell them the truth:
“I called you this quickly because this is what it takes to win in real estate.”
95% of all our business is online now. Clients expect a response within 15 minutes or less. That’s the standard.
Ask your recruits straight up:
“Can you do that? Can you commit to a 15-minute response time, 24/7/365?”
That’s the bar. That’s the culture. That’s how you win.
