Your First 30 Days
Welcome.
The next 30 days are about making you great at this job.
This workbook is yours. Read it top to bottom on Day 1. Come back to it every single day. Check off what you've done. Bring questions to our daily debrief.
Let's go.
Part 1 — The Foundation
§1.1 Who I Am
I'm Marissa Tah.
I'm a real estate agent in DFW.
I sell homes.
My job is to sit with homeowners and help them get their house sold.
Your job is to find those homeowners and get them on my calendar.
We're a team of two. You're the top of the funnel. Nothing I do happens without you.
§1.2 Your One Job
Find homeowners who want to sell. Book them on my calendar.
That's it.
You follow the daily flow I give you (Part 2).
You run the script for that lead type (Part 7).
When someone says yes, you book the call.
Then you move to the next name.
§1.3 What You Do NOT Do
You don't pitch.
You don't sell.
You don't talk about price.
You don't talk about commission.
You don't answer questions about how I work or what I charge.
You don't build a CMA.
You don't argue with people who say no.
All of that is my job.
If you try to do my job, you'll lose the booking.
Stay in your lane.
§1.4 The Three Outcomes Of Every Call
Every single call ends one of three ways. This is the whole job.
Outcome 1 — Hard No.
They're not interested. They never will be.
You thank them. You end the call.
In Follow Up Boss: mark the lead as Archive. They never get called again.
Say it cleanly: "Totally understand. Thanks for your time." Move on.
Outcome 2 — Not Now, But Someday.
They're not ready today. They might be in 3 months, 6 months, a year.
You get a date from them. Not a feeling. A date.
In Follow Up Boss: set the follow-up task for that exact date. One line of context in the note.
Say it cleanly: "When would you like to hear from us next?"
Then wait. Let them give you the date. Don't feed them options — the answer they pick themselves is the answer they'll honor.
Outcome 3 — Yes, Book It.
They're ready. They want to talk to Marissa Tah.
You ask for the appointment. You lock the time on my calendar.
In Follow Up Boss: mark as Booked. Confirm the appointment shows on my calendar.
One of those three happens on every call. That's it.
If a call ends without one of those three outcomes, it's not done. You call them back.
§1.5 Your Tools
Every tool you need. If any of these don't work on Day 1, tell me before you start dialing.
| Tool | What it is | Login |
|---|---|---|
| Follow Up Boss | Where Inbox Zero lives. Where you log every outreach. Where you manage the pipeline. | https://login.followupboss.com/login |
| Mojo | The dialer. Where CEW and Pond lists live. | https://lb11.mojosells.com/login/ |
| Marissa Tah's Google Calendar booking link | Where you book every "Yes" appointment. | TBD — Marissa to send |
| Google Meet | Where we work together during your shift. | https://meet.google.com/edc-uoaj-gcc |
§1.6 After Every Outreach — Follow Up Boss Logging
Every call, every text, every email. No exceptions.
Open the contact in Follow Up Boss. Log the outcome per §1.4:
| §1.4 Outcome | Follow Up Boss Action | Note |
|---|---|---|
| Hard No | Archive | One-line reason ("not selling, took off market last year") |
| Not Now, Someday | Set follow-up task for their given date | One-line context ("wife says spring 2027") |
| Yes, Book It | Mark Booked + verify calendar | One-line context ("tenant lease ends June") |
| No answer / voicemail | Leave current stage, log attempt | "Tried 10:15am — VM left" |
No essays. No paragraphs. One line. Every time.
§1.7 The Rules (Non-Negotiables)
These get people fired. Not because I'm mean. Because if you break them, the system breaks.
- Follow the script word-for-word for the first 90 days. No freelancing. After 90 days we'll talk about what you can adjust.
- Every call ends with one of the three outcomes (§1.4). No in-between. No "I'll figure it out later."
- Clear Inbox Zero every shift. Every warm lead in your queue gets touched before your shift ends. Details in §2.4.
- Show up on time. Every shift starts at 7:30 AM CST sharp. If you're going to be late or sick, tell me before your shift, not after.
- Take coaching on the next call, not next week. If I give you feedback, apply it immediately.
- Tell the truth about your numbers. Bad day, say so. Skipped dials, say so. I can coach honest. I can't coach hiding.
- Never talk price, commission, or strategy. If a prospect presses, say: "Great question — that's exactly what Marissa Tah will walk you through on the call. Want me to book it for Tuesday or Wednesday?" Then write the exact question in the Follow Up Boss note so Marissa Tah walks into the call prepared to answer it.
§1.8 How To Ask For Help
You will have questions. I want you to ask them.
During a shift: Mic on in Google Meet. Ask.
Between shifts: Use Google Chat. You'll be in a group with me and Ry — ask either of us anytime.
Never:
- Guess on a prospect question. Say "let me get that answered for you" and book the call.
- Skip a lead because you're unsure. Reach out. Worst case you learn.
- Go silent for a full shift. If you're stuck, say so.
Part 2 — Your Daily Flow
You are not dialing one giant list.
You are working three tiers of leads, in this exact order, every single shift, after one hour of pipeline cleanup.
§2.1 The Shape Of A Shift
You clock in at 7:30 AM CST.
Calls are not legal until 8:30 AM CST.
Work the list in this order, every single shift:
- Lead Management Hour (§2.2) — 7:30-8:30. Pipeline cleanup. No dialing.
- Tier 1: Inbox Zero sweep (§2.3, §2.4) — starts at 8:30. Clear every name in the 6 stages.
- Tier 2: CEW dials (§2.5) — after Inbox Zero is clear.
- Tier 3: Pond dials (§2.6) — if time permits.
- End-of-shift debrief (§2.7) — last 30 minutes. Close out notes + log your stats.
You stay on Google Meet the whole shift. Mic off while dialing. Mic on between calls if you have a question.
§2.2 Lead Management Hour (7:30-8:30 AM)
This is the hour before calls are legal.
You are not allowed to dial anyone until 8:30 AM CST.
So we use this hour to make sure the pipeline is spectacular.
Your job in this hour:
Open Follow Up Boss. Pull the task list.
- Look at every single task due today, and every overdue task.
- For each task: is it current? Does it still make sense? If yes, leave it. If no, update or close it.
Sweep every lead in the 6 Inbox Zero stages (§2.4).
- Every lead in those stages should have a task attached (call, text, email, or follow-up).
- If a lead has no task — they go on today's call list. That's how they get resolved per §1.4.
Check for stage mismatches.
- A Hand Raiser who raised their hand 9 months ago isn't a Hand Raiser anymore — move to Cool Nurture.
- A Cancelled Appointment from last week is hotter than one from last quarter — flag for earlier touch.
Flag anything weird for me.
- Duplicate records.
- Leads without phone numbers.
- Stages that don't match the Follow Up Boss note history.
- Drop these in our debrief doc for me to triage.
By 8:30: the pipeline is sparkling. Every lead is either (a) on today's call list, (b) has a scheduled future task, or (c) properly archived.
No leads floating with no plan. Ever.
§2.3 Tier 1 — Inbox Zero (Your Warm-Up Every Morning)
What it is: Leads already in Follow Up Boss who have shown some signal. Someone raised their hand. Someone booked a call and cancelled. Someone we've been nurturing. These are the closest-to-ready people we know.
Where they live: Follow Up Boss stages. The full Inbox Zero list has 8 stages. You work 6 of them:
| Stage | You work it? | Why |
|---|---|---|
| Hand Raisers | ✅ Yes | They just asked for help. Reach out same day. |
| Ready to Launch | ❌ No — Marissa Tah handles | They're mine. |
| Home Shopping | ❌ No — Marissa Tah handles | They're mine. |
| Ready to Book | ✅ Yes | Signal is strong. Close the loop. |
| Cancelled Appointments | ✅ Yes | They were on my calendar. Re-book them. |
| Hot Nurture | ✅ Yes | Warm and active. |
| Warm Nurture | ✅ Yes | Active but cooler. |
| Cool Nurture | ✅ Yes | Long-game. Still alive. |
The rule: anyone in the 6 stages above must be touched by end of your shift.
"Touched" means phone call, text, email, or all three. And "touched" also means moved to one of the three outcomes per §1.4.
If someone new lands in one of those stages mid-shift, they get touched before you clock off.
By end of shift: zero untouched names in those 6 stages. That's why we call it Inbox Zero.
§2.4 Inbox Zero Outreach Cadence
What channel you use depends on what time you're reaching them and what their history looks like.
TODO — finalize cadence with Marissa Tah in Week 1. Working default below.
Working default (refine together):
| Scenario | First touch | Second touch (if no reply) | Third touch |
|---|---|---|---|
| Fresh (entered stage since last shift) | Phone call at 8:30 | Text within 30 min | Email by end of day |
| Already in stage at shift start | Phone call | Text by midday | Email before clock-off |
| Phone dead / no voicemail box | Text first | Email follow-up | Mark stage note |
The goal is not to harass. The goal is to make sure no one gets ignored during a shift.
One call + one text + one email is usually plenty for a day.
Every touch still ends in one of the three outcomes per §1.4 — or it's not done.
§2.5 Tier 2 — Cancelled / Expired / Withdrawn (CEW)
What it is: Homeowners whose listing came off the MLS without selling. Cancelled (they pulled it), Expired (it ran out), Withdrawn (same idea, different word). All three are the same mindset — they tried to sell and it didn't work.
Where they live: The dialer (Mojo). I load a fresh list weekly.
The mindset: These people are tired. Their last agent didn't deliver. They may or may not still want to sell. Your job is to find out — and get one of the three outcomes.
When you dial them: After Inbox Zero is clear.
Script: See Script 2 in Part 7.
§2.6 Tier 3 — Pond Leads
What it is: Old leads already in Follow Up Boss who went dormant. Never fully engaged. Never fully died. They sat.
Where they live: The dialer, loaded from a Follow Up Boss Pond list.
The mindset: They raised a hand once, a long time ago. Something was going on in their life. Maybe it still is. Maybe it's changed.
When you dial them: After Inbox Zero is clear AND we've worked the day's CEW target.
Script: See Script 3 in Part 7.
§2.7 End-of-Shift Debrief
The last 30 minutes of every shift is yours — no dialing, no new outreach. You close out the day.
Do these, in order:
Notes cleanup. Every call you made today has a one-line note in Follow Up Boss. Go back through and confirm. Any call without a note, fix now.
Log your stats for the day. Write these in the daily stats sheet (link: https://docs.google.com/spreadsheets/d/1K6wi100LXH95hq0rOS3upQYJYrvHzSzksLyQKZbyac4/edit):
- Number of dials
- Number of contacts
- Number of appointments
- Phone calls set
Flag anything weird for Marissa Tah — Follow Up Boss records that don't match, a prospect question you couldn't answer, a workflow hiccup. Drop in Google Chat.
That's the close-out. Clock off clean.
§2.8 The 30-Day Number Ramp
Don't panic at Week 1. These are targets, not walls. We ramp.
| Week | Inbox Zero | CEW dials/shift | Pond dials/shift | Booked calls/week | Scripts live |
|---|---|---|---|---|---|
| Week 1 | Shadow only | 0 | 0 | 0 | Memorizing Inbox Zero |
| Week 2 | Live, clear daily | 0 | 0 | 2-3 | Inbox Zero live, memorizing CEW |
| Week 3 | Live, clear daily | 100 → 150 | 0 | 4-5 | Inbox Zero + CEW live, memorizing Pond |
| Week 4 | Live, clear daily | 150 → 200 | 50 → {{WEEK_4_POND_TARGET}} | 6-7 | All three live |
The only number that pays you is booked calls.
Everything else is activity.
Do the activity and the booked calls come.
Part 3 — Week 1 (Foundation + Inbox Zero Script)
Theme: No live dials. You are building the foundation, learning Lead Management Hour, and memorizing Script 1: Inbox Zero.
End-of-week milestone: Inbox Zero Script Test — run the script cleanly across 3 prospect personas drawn from 3 different Follow Up Boss stages.
Pass, and Week 2 goes live on Inbox Zero.
Fail, and we do two more days of drill. Then retest.
§3.1 Day 1 — Monday
Today is setup and listening.
You do not dial live today.
§3.2 Day 2 — Tuesday
Today is Lead Management Hour + Inbox Zero script memorization.
§3.3 Day 3 — Wednesday
Today is the booking ask drill + Lead Management Hour autonomy.
§3.4 Day 4 — Thursday
Today is multi-channel + the handoff.
§3.5 Day 5 — Friday: Inbox Zero Script Test
This is the gate to Week 2.
The test: I play 3 prospects drawn from 3 different Inbox Zero stages. You run the full Inbox Zero script and end each call on one of the three outcomes (§1.4).
- Hand Raiser — just asked for info, ready to book (should land on Outcome 3)
- Cancelled Appointment — had a call with me, no-showed last Tuesday (should land on Outcome 2 or 3)
- Cool Nurture — in Follow Up Boss for 8 months, no recent activity, now says not interested (should land on Outcome 1)
Pass criteria:
- Script delivered cleanly all 3 times
- Stage-appropriate opener each time
- Every call ends on a named outcome (§1.4)
- No commission talk. No price quotes.
- Booking ask delivered with energy on Persona 1 and 2
- Stayed in lane on Persona 3
If you pass: Week 2 goes live Monday. You start clearing Inbox Zero daily.
If you fail: Two more days of drill. Retest Wednesday.
Part 4 — Week 2 (Inbox Zero Goes Live + Memorize CEW)
Theme: You go live on Inbox Zero. Clear the board every shift. Mid-week, start memorizing Script 2: CEW.
End-of-week milestone: CEW Script Memorization Test.
Target: 2-3 booked calls from Inbox Zero by Friday.
§4.1 Day 6 — Monday: First Live Shift (Inbox Zero Only)
§4.2 Day 7 — Tuesday
§4.3 Day 8 — Wednesday: CEW Memorization Begins
§4.4 Day 9 — Thursday
§4.5 Day 10 — Friday: CEW Script Memorization Test
Second gate.
The test: I play 3 CEW prospects. You run the CEW script and end each on one of the three outcomes (§1.4).
- Fresh Expired — listing came off yesterday, still wants to sell (Outcome 3)
- Old Cancelled — pulled the listing 4 months ago, maybe next spring (Outcome 2)
- Jaded Withdrawn — "we're not selling, we're done, every agent has called us" (Outcome 1)
Pass criteria:
- Script delivered cleanly all 3 times
- Pattern-interrupt opener with energy
- Booking ask delivered on Persona 1
- Stayed in lane on Persona 3 without arguing
- Every call ended on a named outcome
If you pass: Week 3 opens up — CEW dials go live.
If you fail: Weekend CEW drill homework (50 recorded reps + sent to me), retest Monday.
Part 5 — Week 3 (CEW Goes Live + Memorize Pond)
Theme: Lead Management Hour every morning. Inbox Zero sweep. CEW dialing after. Mid-week, start memorizing Script 3: Pond.
End-of-week milestone: Live Execution Review — zero structural errors on 10 recorded calls across Inbox Zero and CEW.
Target: 4-5 booked calls by Friday.
§5.1 Day 11 — Monday: CEW Dials Go Live
§5.2 Day 12 — Tuesday
§5.3 Day 13 — Wednesday: Pond Memorization Begins
§5.4 Day 14 — Thursday
§5.5 Day 15 — Friday: Live Execution Review
Third gate.
The test: I pull 10 of your live calls at random from this week (mix of Inbox Zero and CEW). You get graded on:
- Script adherence (did you say the lines as written?)
- Every call ended on one of the three outcomes (§1.4)
- Zero commission / price / CMA talk
- Booking ask delivered every time there was a YES
- Follow Up Boss updated cleanly on every call
- Follow-ups booked where appropriate (Outcome 2)
- Archives executed where appropriate (Outcome 1)
- Inbox Zero cleared every day this week
Pass criteria: Zero structural errors across all 10. Inbox Zero cleared 5/5 days.
If you pass: Week 4 opens up — Pond Leads goes live.
If you fail: We isolate what broke. Targeted drill Monday. Re-review end of next week.
Part 6 — Week 4 (Pond Goes Live + 30-Day Review)
Theme: Full rotation — Lead Management Hour → Inbox Zero → CEW → Pond. First semi-autonomous shift mid-week.
End-of-week milestone: 30-Day Review — we evaluate continuation, comp tier, and the 90-day plan.
Target: 6-7 booked calls by Friday.
§6.1 Day 16 — Monday: Pond Goes Live
§6.2 Day 17 — Tuesday
§6.3 Day 18 — Wednesday: First Semi-Autonomous Shift
§6.4 Day 19 — Thursday
§6.5 Day 20 — Friday: 30-Day Review
What we review:
| Metric | 30-day target | Your actual |
|---|---|---|
| Total booked calls | 15-20 | ___ |
| Inbox Zero clear rate | 100% of shifts | ___ |
| Lead Management Hour executed | 20/20 shifts | ___ |
| CEW connect rate | 10%+ | ___ |
| Every call ended on an outcome (§1.4) | 100% | ___ |
| Script adherence | 100% on reviewed calls | ___ |
| Follow Up Boss logging | Zero missed entries | ___ |
| Show rate (prospects actually took my call) | 60%+ | ___ |
What we decide:
- Continuation: Are you a long-term fit? (Yes in almost every case if you've made it to Day 20.)
- Comp tier: Do you move from Jr SDR to SDR pay? (The gate is 7 booked calls/week for 4 weeks in a row — Week 5+ starts the clock if we're close.)
- 90-day plan: Which additional scripts we add (FSBO, Absentee, Probate, Circle), objection drills, volume targets.
Part 7 — The Scripts
Three scripts. One per tier. Each introduced one week at a time so you can memorize it cold before the next one lands.
Every call ends on one of the three outcomes (§1.4):
- Outcome 3 — appointment booked
- Outcome 2 — follow-up date set in Follow Up Boss
- Outcome 1 — archived in Follow Up Boss
Each script gets you to one of those three. Read each script in full before your shift.
§7.1 Script 1 — Inbox Zero (Week 2+)
When to use: Any of the 6 Follow Up Boss stages you work (Hand Raisers, Ready to Book, Cancelled Appointments, Hot Nurture, Warm Nurture, Cool Nurture).
Some stages have a complete dedicated flow (Ready to Book, Cancelled Appointment). The other four use a stage-specific opener and then run the shared rest of the script (§7.1.7).
§7.1.1 Ready to Book — Full Script
When to use: Prospect had a real consultation with Marissa previously but didn't book. Still live in Follow Up Boss. Your job: find out if they're still considering Marissa and either set a follow-up or release them.
📺 Teleprompter version (for memorization): Open in Google Docs Use this version to drill the script until you can run it cold. The full script below is the reference; the teleprompter is the rehearsal tool.
1. Confirm identity
"Hey, is this {{NAME}}?"
2. Pattern interrupt
"{{NAME}}, this is Joshua from Marissa Tah's team. I know it's been a minute since you talked with Marissa about your house on {{STREET}}. Is now a terrible time for 30 seconds?"
3. Reason for the call
"I appreciate that. Hey, we're not in the business of calling and texting and being super annoying to potential customers. Just wanted to see if there was something that shifted on your end that's caused you to decide not to sell."
4. If they say they've decided NOT to sell
"Got it. Is that because the timing wasn't right, the numbers didn't work, or was it something else?"
5. If they say they're still planning on selling
"Makes sense. And I'm curious — are you any closer to making a move today than you were when you talked with Marissa, or about the same?"
6. The qualifier (still considering Marissa specifically)
"Got it. And this might be a weird question, but again, we want to make sure that we're not bugging you or wasting your time. Are you still considering working with Marissa, or have you decided that there's another agent or another route that you'd rather go with and you really don't want to hear from us again?"
7. If YES — still considering Marissa → Outcome 2
"Okay, that's awesome. So look, you know your timeline the best. When would it make sense for you to hear from us again?"
Wait. Let them give you the date. Set the follow-up in Follow Up Boss → Outcome 2
8. If NO — went elsewhere / leave us alone → Outcome 1
"Hey, really appreciate you letting us know. I'm gonna make sure that we take you off our list of potential sellers."
Archive in Follow Up Boss → Outcome 1
§7.1.2 Hand Raiser
People land in Hand Raisers from four different triggers. Read the FUB notification before you dial. It tells you exactly what they did, and the opener you use depends on it.
Trigger → Opener map
| FUB notification starts with... | Use opener |
|---|---|
HIGH INTENT! ... has signaled interest in listing on the market |
§7.1.2.1 |
HIGH INTENT! ... has signaled interest in cash offers |
§7.1.2.2 |
... just viewed their nurture dashboard ... shown a list on market range of $X-Y and a cash offer range of $A-B |
§7.1.2.3 |
... just viewed their nurture dashboard ... viewed recent listings near their home |
§7.1.2.4 |
Every call runs opener (step 1) → shared body (steps 2 onward). The opener varies by trigger; the body is the same. Memorize the body once.
§7.1.2.0 Shared body (steps 2 onward)
Pick up here once you've opened with the right §7.1.2.1–§7.1.2.4 script.
2. Time check [No-Oriented]
"Well listen, is now a terrible time for literally 90 seconds?"
3. Magic wand [Hypothetical]
"I appreciate that. Listen — if you could wave a magic wand and everything goes perfectly for you over the next few years, would you stay put right where you are, or would you want to make a move somewhere else?"
If "I would move" → continue to step 4. If "I'd stay put" → skip to step 5.
4. Reverse-presumptive on the move [Reverse-Presumptive]
(Surprised)
"Oh okay! I don't usually get the 'I would move' answer. (small chuckle) Well, correct me if I'm wrong but I get the feeling that if Marissa was able to run the numbers for you and show you how she could get you what you needed out of the property — or even more right now today — you'd probably tell me there was something else getting in the way of you making the move, am I right?"
→ Continue to step 6.
5. Surface the contradiction [Socratic]
"Okay good! Well, what's making you consider a move if you really want to stay?"
→ Continue to step 6.
6. Permission-asking ask for the appointment [Permission / Hypothetical]
"Okay well let me ask you this. I don't expect you to do anything that doesn't make sense, so please tell me if this is a silly thing to suggest.
Would there be any reason why you wouldn't invite Marissa over for 10-15 minutes just to explore this a bit more..."
(Pause for a second, then when they start to speak, cut them off)
"Because, let's face it, you're not going to do anything unless it makes sense, right?"
If YES / agreement → continue to step 7. If NO → skip to step 11 (Soft release).
7. Get the day [Socratic]
"Ok, fine — what day this week are you thinking would make sense to get together with Marissa?"
8. Resume offer [No-Oriented]
"Perfect. And in the meantime, would it be helpful if I emailed you a copy of Marissa's resume — it'd answer most of the questions you probably have about her — or would you just end up deleting it?"
9. Anti-ghost guard [No-Oriented]
"And I almost forgot — you're not going to hang up the phone and think to yourself, 'Oh my gosh, what have I just done? I just booked a meeting with a Realtor' and then magically have to cancel the meeting, are you?"
10. Final close
"Sounds good. She'll shoot you a text to confirm the time."
→ Outcome 3 — Set the appointment in Follow Up Boss
11. Soft release (from step 6 NO) [Permission → No-Oriented]
"Fair enough. Can I ask for a favor before you go, and you can be honest?"
(wait for yes)
"I'm not asking you to make any decisions right now, but let me ask you — would you be against revisiting this conversation at some point in the future, or is there no way you'd ever consider meeting with Marissa?"
If they'd revisit later → continue to step 12. If never → "Totally understand, thanks for your time." → archive in Follow Up Boss → Outcome 1
12. Get the future date [Socratic]
"Sounds fair. When would you like to hear from us again?"
Wait. Let them give you the date.
13. Resume offer [No-Oriented]
"And in the meantime, would it be helpful if I emailed you a copy of Marissa's resume — it'd answer most of the questions you probably have about her — or would you just end up deleting it?"
14. Anti-block [No-Oriented]
"And one last thing — you're not going to end this call and immediately block our number, are you?"
→ Outcome 2 — Set the follow-up in Follow Up Boss
§7.1.2.1 Opener — HIGH INTENT — Listing on the Market
FUB note example: "HIGH INTENT! Timothy Lanz has signaled interest in listing on the market — reach out ASAP!"
When to use: Prospect explicitly clicked a button asking to talk to an agent about listing their home traditionally. Highest urgency in Hand Raisers. They raised their hand on purpose. Don't presume — qualify the real motivation, then book.
1. Open + identify + acknowledge multi-source [Pattern Interrupt]
"Hey {{NAME}}! It's Joshua from Marissa Tah's team here at Orchard. I got your inquiry about wanting more info on listing your home. Does that sound familiar? I'm sure we're probably not the only place you reached out to. (small chuckle)"
→ Continue with §7.1.2.0 step 2.
§7.1.2.2 Opener — HIGH INTENT — Cash Offer
FUB note example: "HIGH INTENT! Manav Patel has signaled interest in cash offers — reach out ASAP!"
When to use: Prospect explicitly clicked a button asking for a cash offer on their home. Highest urgency. They raised their hand on purpose. Don't presume — qualify the real motivation, then book.
1. Open + identify + acknowledge multi-source [Pattern Interrupt]
"Hey {{NAME}}! It's Joshua from Marissa Tah's team here at Orchard. I got your inquiry about wanting a cash offer on your home. Does that sound familiar? I'm sure we're probably not the only place you reached out to. (small chuckle)"
→ Continue with §7.1.2.0 step 2.
§7.1.2.3 Opener — Nurture Dashboard — Valuation Peek
FUB note example: "Jose Garcia just viewed their nurture dashboard, signaling renewed interest. They were shown a list on market range of $244,000 - $270,000 and a cash offer range of $198,000 - $219,000. Call or text them today to ask what they thought of their valuation."
When to use: Prospect logged into their Orchard dashboard and looked at their home's estimated value. They didn't ask to be called. Soft signal. You're interrupting their day, so the opener is curious, not pushy.
1. Open + identify + reference the dashboard peek [Socratic]
"Hey {{NAME}}! It's Joshua from Marissa Tah's team here at Orchard. I see you checked out your home's valuation on our portal earlier. Just curious — when you saw that number, was it lower than you expected or about right?"
→ Continue with §7.1.2.0 step 2.
§7.1.2.4 Opener — Nurture Dashboard — Listings Browse
FUB note example: "Lisa Roberts Williams just viewed their nurture dashboard, signaling renewed interest. They viewed recent listings near their home. Reach out to see if you can schedule a tour or share a CMA of their area."
When to use: Prospect logged into their dashboard and browsed for-sale listings near their home. They didn't ask to be called. Soft signal. You're interrupting their day, so the opener is curious, not pushy.
1. Open + identify + reference the listings browse [Socratic]
"Hey {{NAME}}! It's Joshua from Marissa Tah's team here at Orchard. I see you took a peek at some recent listings near your home on our portal. Just curious — was anything on that list interesting, or were they all pretty average?"
→ Continue with §7.1.2.0 step 2.
§7.1.3 Cancelled Appointment — Full Script
When to use: Prospect was booked for a real appointment with Marissa and didn't make it. Your job: recover the appointment or release them.
1. Confirm identity [Yes-Oriented]
"Hi, is this {{NAME}}?"
2. Pattern interrupt [Pattern Interrupt]
"{{NAME}}, this is Joshua from Marissa Tah's team. We had you down for an appointment with Marissa recently, and it looks like something came up. Is now a terrible time for literally 90 seconds?"
3. Reason for the call [No-Oriented]
"I appreciate that. Hey, we're not in the business of calling and texting and being super annoying.
Just wanted to see — are you still planning on interviewing agents later, or have you completely given up on selling your home?"
If still interviewing later → skip to step 6 (Permission to recommend). If given up on selling → continue to step 4.
4. Surface the reason [Socratic]
"Got it. Is that because the timing wasn't right, the numbers didn't work, or was it something else?"
5. The reverse-presumptive read [Reverse-Presumptive]
"I see... and look, correct me if I'm wrong but I get the feeling that even if Marissa could show you what your home would net today and it really moved the needle, you're probably not at the point of wanting to have that conversation, right?"
If they push back / crack open ("well actually, I'd hear it…") → continue to step 6. If they confirm — firm no ("yeah, you're right, not interested") → skip to step 13 (Soft release).
6. Permission to recommend [Permission]
"Well {{NAME}}, I don't want to overstep any boundaries — do you mind if I make a recommendation?"
7. The no-oriented frame [No-Oriented]
"Ok, and if what I'm about to ask you doesn't make sense, you'll tell me right?"
8. Hypothetical + because [Hypothetical / Because]
"Ok, well let's just pretend you made a new appointment with Marissa, and after that appointment you genuinely believed she could actually get your home sold and net you what you need, or even possibly more? Is there any reason you wouldn't sell now..."
(Pause for a second, then when they start to speak, cut them off)
"Because, let's face it, you're not going to do anything unless it makes sense, right?"
9. Get the day [Socratic]
"Ok, fine — what day this week makes sense to get you back on the calendar with Marissa?"
10. Resume offer [No-Oriented]
"Perfect. And in the meantime, would it be helpful if I emailed you a copy of Marissa's resume — it'd answer most of the questions you probably have about her — or would you just end up deleting it?"
11. Anti-ghost guard [No-Oriented]
"And I almost forgot — you're not going to hang up the phone and think to yourself, 'Oh my gosh, what have I just done? I just booked a meeting with a Realtor' and then magically have to cancel the meeting, are you?"
12. Final close
"Sounds good. She'll shoot you a text to confirm the time."
Set the new appointment in Follow Up Boss → Outcome 3
13. Soft release (from step 5 firm no) [Permission → No-Oriented]
"Fair enough. Can I ask for a favor before you go, and you can be honest?"
(wait for yes)
"I'm not asking you to make any decisions right now, but let me ask you — would you be against revisiting this conversation at some point in the future, or is there no way you'd ever consider meeting with Marissa?"
If they'd revisit later → continue to step 14. If never → "Totally understand, thanks for your time." → archive in Follow Up Boss → Outcome 1
14. Get the future date [Socratic]
"Sounds fair. When would you like to hear from us again?"
Wait. Let them give you the date.
15. Resume offer [No-Oriented]
"And in the meantime, would it be helpful if I emailed you a copy of Marissa's resume — it'd answer most of the questions you probably have about her — or would you just end up deleting it?"
16. Anti-block [No-Oriented]
"And one last thing — you're not going to end this call and immediately block our number, are you?"
Set the follow-up in Follow Up Boss → Outcome 2
§7.1.4 Hot Nurture — Opener
When to use: Active and warm — they've engaged before, recently.
"Hi {{NAME}}, Joshua from Marissa Tah's team. Circling back — last time we talked, you mentioned {{FUB_NOTE_CONTEXT}}. Where are you on that today?"
→ Continue with §7.1.7 The Rest of the Script.
§7.1.5 Warm Nurture — Opener
When to use: Active but cooler — engaged at some point, not recently.
"Hi {{NAME}}, this is Joshua calling from Marissa Tah's team. Wanted to check in — last we spoke you were {{CONTEXT}}. Anything changed on your end?"
→ Continue with §7.1.7 The Rest of the Script.
§7.1.6 Cool Nurture — Opener
When to use: Long-game check-in — months since last engagement.
"Hi {{NAME}}, Joshua with Marissa Tah's team. Been a minute — we've been keeping you in the loop on {{MARKET_CONTEXT}}. Anything moving on your end these days?"
→ Continue with §7.1.7 The Rest of the Script.
§7.1.7 The Rest of the Script (for §7.1.4–§7.1.6)
After the stage-specific opener, run this same flow:
Confirm interest:
"Got it. So — are you still thinking about selling in the next {{TIMEFRAME}}?"
If YES → ask for the appointment → book → Outcome 3 If "maybe later" → "When would you like to hear from us next?" (wait for the date) → set follow-up → Outcome 2 If NO → "Totally understand, thanks for your time." → archive in Follow Up Boss → Outcome 1
Text follow-up: Each tier (Ready to Book, Cancelled Appointment, Hand Raiser, Hot/Warm/Cool Nurture) gets its own text follow-up. Those live next to each tier's call script — see the per-tier sections above. There is no shared text template.
§7.1.8 Email Fallback (Inbox Zero Only)
If no reply to the text by midday, send an email:
TODO — finalize email template. Working draft:
Subject: "Quick question about your home"
Hey {{NAME}},
Joshua from Marissa Tah's team.
Tried calling and texting today — didn't want to pester.
One question: are you still thinking about selling?
If yes, Marissa has two openings this week for a 2-min phone call. Reply with Tuesday 2pm or Wednesday 10am and I'll get you on the books.
If not, reply "not now" and I'll stop reaching out.
— Joshua
§7.2 Script 2 — Cancelled / Expired / Withdrawn (CEW) (Week 3+)
When to use: Homeowners whose listing came off the MLS without selling. Cancelled, Expired, or Withdrawn — same mindset.
1. Confirm identity
"Hi, is this {{NAME}}?"
2. Pattern interrupt
"{{NAME}}, this is Joshua. Look, I'll be upfront, I'm with a Realtor, and before you hang up, I was hoping to ask you something really quick. Would that be ok?"
3. Confirm interest
"I appreciate that. I saw the home on {{STREET}} came off the market a few weeks back. Do you still want to get it sold?"
4. If YES → ask for the appointment → book → Outcome 3 5. If "maybe later"
"When would you like to hear from us next?"
Wait. Let them give you the date. Set the follow-up in Follow Up Boss → Outcome 2
6. If NO → "Totally understand, thanks for your time." → archive → Outcome 1
7. If "we're done, we're not selling"
"Totally respect that. One last thing — Marissa just sold four homes exactly like yours. Would a two-minute call even hurt, just to know where your home stands today? No pressure."
If still no: "Completely understand. Best of luck." → archive → Outcome 1
§7.3 Script 3 — Pond Leads (Week 4+)
When to use: Old Follow Up Boss leads that went dormant. They raised a hand once. It went cold.
TODO — finalize with Marissa Tah in Week 3. Working skeleton below.
1. Confirm identity
"Hi, is this {{NAME}}?"
2. Pattern interrupt (acknowledge the gap)
"{{NAME}}, this is Joshua calling from Marissa Tah's team. Look, I know it's been a while since you were looking at {{ORIGINAL_INTEREST}} — I'm not sure if life got in the way or if you're still at it. You got 30 seconds for me to ask?"
3. Confirm interest
"I appreciate that. Are you still thinking about {{SELLING_OR_BUYING}} in the next 6-12 months?"
4. If YES → ask for the appointment → book → Outcome 3 5. If "eventually"
"When would you like to hear from us next?"
Wait. Let them give you the date. Set the follow-up → Outcome 2
6. If NO → "Totally understand, thanks for your time." → archive → Outcome 1
Part 8 — What "Winning" Looks Like At Day 30
- Lead Management Hour executed 20/20 shifts. Pipeline is spectacular every morning.
- All three scripts memorized cold. You can run each in your sleep.
- Every call ends on one of the three outcomes (§1.4). No drift. No "I'll circle back."
- Inbox Zero cleared every single shift for the last 3 weeks straight.
- Hitting 6-7 booked calls per week consistently.
- Closing line delivered with energy on every single YES across all three tiers.
- Follow Up Boss logging clean — zero missing notes at end of any shift.
- You're bringing me observations: "I noticed a lot of Cool Nurture leads say X — how should I handle that?"
- You want to come back on Day 31.
That's a great setter.
Part 9 — One Last Thing
You will hear "no" 500 times in the next 30 days.
Dial number 501 will sound exactly like dial number 1.
The people who make it are the ones who believe the next dial could be the one.
Every call ends one of three ways.
Hard no. Date for later. Booked.
Smile. Dial. Log. Repeat.
I'm excited to work with you.
Let's go.
— Marissa Tah
Part 11 — FAQ
This section grows over time. Every question your predecessors asked lives here. Your questions will be added too.
§11.1 Scripts & Objections
Q: What if the prospect says "I already have an agent"?
Say: "Totally understand — if anything changes, would it be okay if we checked back in?" Then Outcome 2 — get a date, set the follow-up.
§11.2 Follow Up Boss
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§11.3 Calendar & Booking
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§11.4 Your Shift
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§11.5 Lead Management Hour
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§11.6 Tools & Tech
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