We analyzed over 19,000 real-life consumer calls and found three clear areas where agents are losing opportunities.
Last week, my team broke down what we did well as an organization. This week, we’re focusing on where things are falling short.
Because if a team that trains on scripting, conversion, and real estate phone skills every day is running into these problems, it’s safe to say this isn’t just our issue. It’s happening across the industry.
And the good news is, once you see it, it’s fixable.
#1. Lack of Clear Next Steps in Calls and Voicemails
Number one, and this is very interesting to me, calls and voicemails often leave momentum vague. You want to have a clear, agent-led, time-bound next step.
What this means is when agents are leaving a voicemail, they’re not telling people what’s going to happen next. And that creates confusion for the consumer.
Instead, close every outreach with a clear, agent-owned next step, including a specific deliverable and exact time frame. Clarity for consumers is built from knowing when they’re going to hear from someone.
This strategy will reduce client ambiguity and increase accountability across the pipeline, so you know exactly when you’re supposed to follow up and what you’re delivering.
Here’s what that sounds like in practice:
- “If I don’t hear from you, I’ll email you some properties that may be of interest.”
- “If I don’t hear back from you, I’ll send you the home I just told you sold in your neighborhood so you can see it for yourself.”
Those are great examples of follow-up after a voicemail. You’re setting the expectation and opening another channel to communicate, whether that’s text, email, or something else.
#2: Poor Voicemail Delivery Hurts Callback Rates
The second way to improve, and this applies to any salesperson, is enunciating and repeating your contact information to lower friction.
Unclear phone numbers in voicemails create a simple but significant barrier to callbacks. If people can’t easily understand how to reach you, they won’t try.
You want to slow down, group your digits, and repeat your number one more time. If you grew up in the 80s or 90s, this was standard. You always left your number twice. It still works.
This is a small adjustment, but it measurably increases callback rates and reinforces your credibility. Speaking clearly and concisely goes a long way.
If you’ve ever listened to a voicemail where someone sounded like they had marbles in their mouth, you know how frustrating that is. You can’t understand them, and it creates confusion instead of momentum.
So the fix is simple:
- Slow down.
- Speak up.
- Focus on your tonality so every word is clear.
And this is where the power of the pause comes in.
Most people speak too fast and fill space with “um” and “uh.” When you remove filler words and replace them with a pause, you give the listener time to process what you’re saying.
That makes your message easier to follow and easier to act on.
#3: Weak, Unfocused Voicemail Scripts Reduce Conversion
The third area to improve is using a tight, benefit-driven voicemail script with a single call to action.
A lot of agents try to cover too much ground in one message. They give multiple options, multiple asks, and too much information. That creates confusion.
Voicemails with filler or multiple asks dilute response. Instead, lead with a clear, tangible benefit and end with one simple next step the prospect can take.
That’s how you create micro-commitments and move someone from a voicemail to an actual conversation.
So instead of stacking a bunch of ideas into one message, focus on one value point.
For example,
“Rates hit the 5% range last week. If you’re interested, I can put together a new numbers plan that shows you where your monthly payment is going to come in.”
Or,
“This home just sold up the street. I’d be happy to put together an updated home equity review for you, and we’ll email that over in the next week.”
The goal of every voicemail worth leaving is to deliver value and make the next step obvious.
How to Apply These Real Estate Call Improvements
Those are the three areas to improve, and there are four simple ways to start implementing this in your business right away.
First, set clear next steps every time you wrap up a call or leave a voicemail. Tell people exactly what you’re going to do next, and make it time-bound.
Second, slow down and leave a clear message. That includes repeating your phone number so there’s no confusion about how to reach you.
Third, remove filler words and replace them with pauses. Most people speak too fast, especially when they’re trying to get everything out at once. When you slow down and use pauses, people can actually absorb the message. It lowers confusion (and stress) and makes your communication feel more confident.
Fourth, focus on offering value instead of asking for a callback:
- “Would you be open-minded to a strategy session to talk about what’s happening in the market and your real estate needs as we head into 2026?”
- “Would you be open-minded to a home equity review to see how much cash you’re working with?”
- “Could I put together a numbers plan based on the movement in rates?”
- “There’s been a recent home sale in your neighborhood I wanted to send over to you.”
These are all value-driven reasons for someone to respond.
When you combine clear next steps, strong delivery, and a focused message, you make it much easier for people to engage with you.
I’ll leave you with this stat from the folks at Shilo: 83% of real estate agents end real estate calls without providing a clear next step. It’s an industry-wide problem.
Take these call strategies and go implement. And if you’d like to practice these scripts with your fellow real estate agents and get real-time feedback, join Byron Lazine, Lisa Chinatti, and me in BAMx for our weekly live roleplaying masterclass.
Sign up for a 7-day free trial to get full access and jump right in from the BAMx calendar.
