The Four Calls Every Agent Should Be Making Right Now

Most people aren’t short on effort. They’re making calls, sending texts, posting content and following up. But the results they’re getting feel inconsistent. And they’re left wondering, “What am I doing wrong?” 

The missing ingredients: clarity and consistency. 

Clarity on the calls they need to be making. Consistency with making those calls every work day. No matter what. 

Some days the phone rings back. Other days, nothing lands. 

That gap between activity and outcomes is exactly what Byron Lazine and Tom Toole set out to address in BAM’s recent webinar, The Calls Every Agent Should Be Making Right Now. (For those who missed it, you can catch the replay and access resources in BAMx).  

Rather than pushing motivation or generic advice, the session focused on something far more useful: deciding which calls actually deserve your time in January, and how to apply simple scripting frameworks that turn those conversations into real appointments.

Why Calls Still Matter, and the Math That Makes Them Work

Early in the webinar, Byron framed the entire conversation around a distinction that often gets lost: 

Calls do not get you paid. Conversations do. 

He tied that directly to how real businesses operate, explaining that marketing, branding, and content only matter if they lead to actual conversations. 

As Byron put it during the session:

“We’re not just making calls to hit a number to feel good. Calls don’t get us paid. Calls are a leading indicator to having conversation because that’s where all the conversion is. That’s what this is all about. No theory here.”

Tom reinforced that idea with hard numbers from his own business. He shared that his daily standard is 20 real estate conversations, with 15 coming from people he does not already know and five from people he does. 

Based on years of tracking, that usually requires about 100 to 120 calls a day.

Later, Tom explained why volume matters more than precision early on:

“We average a conversation from every four to six phone calls that are made. You can control the activities. You can’t control the results. No one can stop you from making those calls except yourself.”

The time commitment is smaller than most people assume. Roughly 30 minutes of preparation and two to two and a half hours of calling is enough to hit those standards. The bigger issue isn’t so much about time. It’s hesitation. 

And for many agents, what’s behind that hesitation is a lot of uncertainty. 

The Four Calls That Matter Most Right Now

The heart of the webinar focused on four specific calls that deserve priority right now, based on where buyers and sellers actually are in January.

#1: Sphere Calls: The People Who Already Trust You

These calls are about delivering value, not pitching. The examples Byron and Tom shared during the webinar included annual home equity checkups, home purchase anniversaries, birthdays, and resource-based check-ins.

Tom explained why these conversations work without needing a sales angle:

“Emotional value works. I call people on their birthday. I call them on the anniversary of when they made their move. I don’t even talk about real estate. They know who I am.”

When it comes to sphere calls, Byron emphasized leading with value and positioning the conversation as a routine financial check-in, not a sales pitch: 

“Hey, Tom, it’s Byron with brokerage. How you been? Hey, quick thing for you and I’ll let you go… Every year around this time, I do an annual home equity checkup for my clients. Basically, I’m going to pull the recent home sales around you. I’m going to update what your home would likely sell for today. I’m going to show you how much equity you’ve built and what that means for your options.

“There’s zero pressure to sell. I know you love the house. You should stay in it. It’s just so you actually know your numbers, like a yearly check-in with a financial advisor.”

#2: Active Lead Calls: Turning Fresh Interest Into Appointments

Active leads include open house visitors, inbound inquiries, and recent opt-ins. 

The primary framework used here was OFQ—opening, fact, question—with a quick transition into ACA when objections surface.

Byron illustrated how OFQ keeps calls focused and purposeful:

“Opening, simple. Fact, there were other properties I’m not sure if they saw… Question, would you want me to set up a couple of home tours for you? … If you know who you’re calling, what you’re calling about, and you have a strategy, OFQ, it gets a lot easier.”

Tom walked through exactly how he follows up with open house leads, using a simple, direct approach designed to move the conversation forward:

“Hey, Byron, great meeting you at the open house yesterday. It’s Tom Toole here with RE/MAX. Not sure if you saw, but there were a couple other listings that were similar to this home that I thought may interest you, and I wanted to send them over to you and see if you’re open-minded to a tour. 

“When would be a good time to go look at them?”

#3: Old Lead Reactivation Calls: Opportunity Most People Ignore

Throughout the session, both hosts pushed back on the idea of “dead leads.” Most are paused conversations, not closed doors.

Byron emphasized that reactivating old leads starts with accountability and context. 

He encouraged taking ownership of gaps in communication, even when timing or circumstances caused the pause, and giving people a clear reason for reaching out again, such as a meaningful shift in rates or inventory. 

He also stressed the importance of offering an easy out, making it clear there’s no pressure if plans have changed, so conversations can restart without friction.

Byron walked through a simple reactivation message that focuses on accountability, context, and giving people room to respond honestly.

“Hey, Bobby, it’s Byron. I dropped the ball staying in touch last year when we were looking at homes in X area, X price range. That’s on me and I’m sorry about it… 

“The reason I’m reaching out now is things have changed a bit… Interest rates are near 1% lower right now than when you were looking… Are you still thinking about buying in the next year, or did plans change?

“No pressure either way. I just want to make sure you’ve got good info and options if it’s still on the table.”

#4: Neighborhood Calls: Building Leverage Before Spring

Neighborhood calls matter more when inventory is uneven and expired listings are stacking up. 

The webinar covered several approaches, including buyer-in-the-area calls, open houses in the neighborhood and expired outreach built around value instead of pressure. 

Tom emphasized the importance of a strong opener in these conversations:

“You’ve got to have a strong opener here. ‘If what I’m about to share isn’t relevant, I’ll let you go.’”

As Tom pointed out, an opening like that lowers resistance right out the gate. 

For neighborhood and expired listing calls, Byron shared a permission-based opener designed to lower resistance immediately:

“Hey, Tom, I saw your home on 123 Main Street was listed, isn’t active now. Did I catch you at a terrible time? Oh, no, you’ve got a couple minutes? Oh, good. No worries at all. I’m going to be brief, and if what I’m about to share isn’t relevant, I’ll let you go.

“I’m local. I’ve helped owners do the problem that you had. I’ve got two questions that are going to help you. Mind if I walk you through those?”

When and How Conversations Actually Happen

Timing and tracking matter as much as scripts. The webinar referenced Harvard Business Review research showing higher contact rates in the morning and late afternoon, with Wednesdays and Thursdays performing best overall.

Just as important was defining what counts as a real conversation. A voicemail does not count. A one-word text reply does not count. 

A two-way exchange about real estate plans does.

Tom summed it up clearly:

“If you’re not tracking conversations, it’s never going to improve. You can’t build a standard if you don’t know your numbers.”

How the Q1 Call Challenge Supports Execution

The webinar closed by shifting from education to execution with the Q1 2026 Call Challenge inside BAMx.

The 30-day challenge includes access to the BAMx Script Book, weekly live role play and accountability with Byron and Tom, and daily conversation tracking to keep momentum from fading. 

Weekly winners are recognized with BAM merch, and the overall winner earns additional rewards, including a one-on-one session with both hosts.

Tom shared why consistency matters more than short-term results:

“I made 220 calls and got nothing. Then I made 58 calls and booked three appointments. That’s how this goes. You’ve got to stay in it.”

A 7-day free trial of BAMx allows participants to get into the Q1 Call Challenge classroom and prepare ahead of the January 12 kickoff. 

Start Your 7-Day Free Trial of BAMx and Get Ready for the Q1 Call Challenge