During last week’s BAMx Live Role Play Mastermind, Byron Lazine and Tom Toole opened with a stat that should get every agent’s attention.
83% of agents are not setting a clear, defined next step on the phone, according to Shilo data.
Not “they could tighten up their follow-up.”
Not “they forget to text after.”
They’re ending conversations without controlling what happens next.
Several BAMx members on the call admitted they are part of that 83%. If you want the exact “Just Looking” script Byron shared to fix this, download it here:
Now let’s talk about what that 83% stat actually means, and how to stop being part of it.
The Call Isn’t Over Until the Next Step Is Set
The breakdown happens in the final 60 seconds of the call.
Most agents think the job is to “have a good conversation.” But in real life, good conversations don’t convert. Clear next steps convert.
That’s where Alex Hormozi’s principle comes in. It’s called BAMFAM, and the premise is simple: Book A Meeting From A Meeting.
Every conversation has one job: create forward motion. If the person on the other end of the phone doesn’t know when they will hear from you next and why, the call is incomplete.
On most calls, the agent answers questions, builds rapport, and gathers information. Then the energy drops. The call winds down. Someone says, “Sounds good,” and the conversation ends without a calendar invite or a specific follow-up time.
That’s the gap. And it’s a killer.
It’s also fixable.
How to Turn “Just Looking” Into a Booked Next Step
This mistake shows up most on top-of-funnel calls.
Facebook leads. Google PPC. People clicking ads while they’re half-watching Netflix. Buyers who say they’re “a year out” and insist they’re “just browsing.”
Those calls can feel hard to close because you’re not trying to push them into a showing. You’re trying to keep the relationship alive without sounding desperate. That’s where most agents fall into the 83%.
The fix starts with one mindset shift:
“Just looking” isn’t an objection. It’s a stage.
Everyone looks before they buy. The job isn’t to fight that reality. The move is to normalize their position and give it structure.
Here’s the framework to use to book the next meeting:
1. Normalize the Stage
When someone says they were “just looking,” instead of reacting defensively, say:
“Totally makes sense. That’s exactly who this ad was for. The smart ones start looking early so they can learn the market before they have to make decisions under pressure.”
You compliment them and remove friction. Now they’re more open to talking to you.
2. Clarify Their Motivation
Ask two to three discovery questions:
- What are you hoping to change about where you live now?
- Are you local, or would this be a move into the area?
- Roughly less than a year, year or two, or just gathering ideas?
You are not pushing for showings. You are asking questions.
3. Offer Big, Fast Value
Instead of begging for an appointment, you offer clarity.
“Based on what you said, what I usually do for people in research mode is set up a custom search that only sends you homes that match your criteria, and I’ll give you a quick buyer game plan so you understand pricing and competition before you’re on the clock. It takes about 10 minutes to dial it in together. Would it be crazy to spend 10 minutes today or tomorrow?”
Then stop talking. This is the BAMFAM moment.
Why This Works
It solves the problem they actually have.
Top-of-funnel buyers are overwhelmed. Most are on three to five generic MLS searches. They all look the same. They blend together. They don’t even remember which agent sent them what.
When you offer:
- A personalized search
- A 10-minute game plan
- Clear expectations
You elevate the experience and earn the next step.
No Next Step, No Deal
The larger theme of the BAMx role play mastermind kept coming back to pipeline. If you don’t control the next step, you don’t control the deal.
If you let calls end without a plan, you’re betting the client will circle back when they’re ready. And with that approach, you can pretty much guarantee they won’t.
Because the agents who win don’t rely on hope. They define what happens next on every call and build a pipeline that can handle momentum when it shows up.
If you can’t do that from the first phone conversation with a buyer, why should they expect any different when you’re vetting properties and negotiating on their behalf?
Get the Script
If that 83% stat hit a little too close to home, the fix comes down to reps and structure.
We’re sharing the full “Just Looking” script from Role Play Mastermind for you to download and use word-for-word
Download it, practice it, and start running it this week. Then watch what happens to your calendar.
Because the difference between average agents and elite operators isn’t personality.
It’s control of the next step.
And 83% of the industry is giving that away.
Download the Scripts Here
