The challenge

A six-agent team pays for buyer inquiries, but too many connected calls end with an offer to email listings. Agents ask about budget, skip the buyer’s reason for moving, and never establish why another conversation would be useful. The team wants more appointments from the conversations it already earns.

The OnCue approach

The proposed four-week pilot uses Portal Lead Conversion practice. Before each prospecting block, agents rehearse one hesitant buyer conversation. The coaching focus is narrow: ask what prompted the inquiry, establish timing, and offer a next step that fits the buyer’s situation. Afterward, the manager reviews a small sample of real calls to check whether the behavior carried over.

Research context

NAR reports that 88% of buyers used an agent or broker in its 2025 Profile of Home Buyers and Sellers. That supports the relevance of agent guidance; it does not establish a conversion benchmark for paid leads. NAR, 2025

Illustrative outcome

Hypothetical example · Not an OnCue result

Suppose the team has 200 connected buyer conversations in each measurement period. Moving from 30 appointments to 40 would raise the conversation-to-appointment rate from 15% to 20%: 10 additional appointments and a five-percentage-point improvement. These are assumed figures, not observed OnCue results.

What to verify

Track appointments held as well as booked, segmented by lead source. Hold response-time expectations steady so faster follow-up is not mistaken for a training effect.