Cody Hofhine

Right. Once we started tracking it, we quickly got into the 90 percentiles. Wow. Well, coincidentally, contracts started going up. We stopped losing deals. Now, there's two sides to this. So, first and foremost is live answer rate. What does that do? It allows you to get a hold of the person. Even the person that says, go pound sand. I hate you, Colby. Take me off your list. Like...

Right. Once we started tracking it, we quickly got into the 90 percentiles. Wow. Well, coincidentally, contracts started going up. We stopped losing deals. Now, there's two sides to this. So, first and foremost is live answer rate. What does that do? It allows you to get a hold of the person. Even the person that says, go pound sand. I hate you, Colby. Take me off your list. Like...

Okay, I'm grateful that I know that now versus 20 follow-ups over the next two weeks to find out, no, I was just calling to tell you guys are scumbags. Take me off the list. Right. Len, you lost all that time. But had you answered live, you would have known that in 10 seconds versus two hours of follow-up. Yeah. Right? Yeah. So that's the first thing.

Okay, I'm grateful that I know that now versus 20 follow-ups over the next two weeks to find out, no, I was just calling to tell you guys are scumbags. Take me off the list. Right. Len, you lost all that time. But had you answered live, you would have known that in 10 seconds versus two hours of follow-up. Yeah. Right? Yeah. So that's the first thing.

Second of all is we found out that many people that are calling in They're also calling multiple people and all they need to have is one warm voice and it could be your voice. If you don't answer, they're not just saying, well, I'll call back Justin Colby next week and hopefully he answers next week. No, they're moving on. They're going, because these people, they have like 10 minutes, 15 minutes.

Second of all is we found out that many people that are calling in They're also calling multiple people and all they need to have is one warm voice and it could be your voice. If you don't answer, they're not just saying, well, I'll call back Justin Colby next week and hopefully he answers next week. No, they're moving on. They're going, because these people, they have like 10 minutes, 15 minutes.

They're maybe on a lunch break and they're like, I have no time. So they are making sure that they're getting what they need to get done in that 15 minutes on that break, the smoke break, whatever it is, to call and line up someone to come by their home. If you don't answer the phone call, someone else is getting it. So we are rarely below 96%. Many weeks, we're at 100% live answer rate.

They're maybe on a lunch break and they're like, I have no time. So they are making sure that they're getting what they need to get done in that 15 minutes on that break, the smoke break, whatever it is, to call and line up someone to come by their home. If you don't answer the phone call, someone else is getting it. So we are rarely below 96%. Many weeks, we're at 100% live answer rate.

Here's another setup. It's not for acquisition managers to be on round robin. We do not believe in round robin. Everyone's phone rings. Whoever pulls out a holster gets it. Because if round robin style and that round robin is in appointment... Yeah. So we have to have all phones ringing. We have lead managers phones ringing.

Here's another setup. It's not for acquisition managers to be on round robin. We do not believe in round robin. Everyone's phone rings. Whoever pulls out a holster gets it. Because if round robin style and that round robin is in appointment... Yeah. So we have to have all phones ringing. We have lead managers phones ringing.

So they know that after three rings, if one of the acquisition managers didn't answer it, lead managers are now on call. Like we have to answer that phone. And we realized that helped increase our conversion rate like instantly. The second thing is when that lead comes in is a voice or I should say a strategy of qualifying versus disqualifying.

So they know that after three rings, if one of the acquisition managers didn't answer it, lead managers are now on call. Like we have to answer that phone. And we realized that helped increase our conversion rate like instantly. The second thing is when that lead comes in is a voice or I should say a strategy of qualifying versus disqualifying.

So many times, and it can be easy even, how many years have we been doing this? I've been doing it now, well, since 2015. So 10 years, you've been doing it since? 18 years. 18 years, 2007. Think of the night where you kind of just want to go home and hang out with the kids. Yeah. And granted, you may not be taking a ton of calls. You probably have a team to do it, but let's say it was you.

So many times, and it can be easy even, how many years have we been doing this? I've been doing it now, well, since 2015. So 10 years, you've been doing it since? 18 years. 18 years, 2007. Think of the night where you kind of just want to go home and hang out with the kids. Yeah. And granted, you may not be taking a ton of calls. You probably have a team to do it, but let's say it was you.

There could be that night that you're like, I kind of just want to go home. And you'd use a voice of disqualifying. So tell me, Justin, what do you want for your home? And they tell you a price. You look at Zillow, it's the exact same price, right? Listen. Okay, well, it sounds like you probably want to go with an agent because I can't give you that kind of price and we disqualify, right?

There could be that night that you're like, I kind of just want to go home. And you'd use a voice of disqualifying. So tell me, Justin, what do you want for your home? And they tell you a price. You look at Zillow, it's the exact same price, right? Listen. Okay, well, it sounds like you probably want to go with an agent because I can't give you that kind of price and we disqualify, right?

Versus qualifying sounds like this. Okay, Justin, it sounds like you know what you want for your home. Tell me a little bit more about it. And I'm going to find these other pillars of motivation, like the condition of the home or the timeframe that they need to move out in or the driver. What made them pick up a phone and call Cody Hoffine?

Versus qualifying sounds like this. Okay, Justin, it sounds like you know what you want for your home. Tell me a little bit more about it. And I'm going to find these other pillars of motivation, like the condition of the home or the timeframe that they need to move out in or the driver. What made them pick up a phone and call Cody Hoffine?

Like, don't allow price to dictate if someone's motivated or not. Because 99 times out of 100, it is not a... sign of motivation. It's actually a deceiver. People are going to say this. They're going to fly a kite because we're trained as negotiators to drop an anchor, right? And then we meet in the middle somewhere. But the whole point is, are we qualifying our leads?

Like, don't allow price to dictate if someone's motivated or not. Because 99 times out of 100, it is not a... sign of motivation. It's actually a deceiver. People are going to say this. They're going to fly a kite because we're trained as negotiators to drop an anchor, right? And then we meet in the middle somewhere. But the whole point is, are we qualifying our leads?