“Just checking in” is a phrase that real estate agents use way too often. It’s also the reason why your leads ghost you.
That phrase tells your lead three things: you have nothing new to say, you need something from them, and you’re just like every other agent.
So they ignore you. And they’ll keep ignoring you until you give them something worth responding to.
There’s a framework for that. It’s called the OFQ (Opening, Fact, Question), and once you understand how it works, you’ll stop saying “just checking in” permanently.
What an OFQ Is
OFQ stands for Opening, Fact, Question. It’s a framework from Phil M. Jones, co-author of Exactly What to Say: For Real Estate Agents (with Chris Smith and Jimmy Mackin). You can use this framework to replace “just checking in” with something that actually gets a response. The structure is simple:
- Opening sets the context.
- Fact gives them something they didn’t have before.
- Question pulls them into the conversation.
Most agents skip straight to the ask. With OFQ, you lead with something useful, something specific to their situation, and then you invite a response.
That’s why it works.
5 OFQ Scripts You Can Use This Week
Here are five scenarios worth building an OFQ around, with sample scripts from our AI Script Advisor in BAMx:
#1: New listings
“Hey, [Name] … Three homes just hit the market in your neighborhood this week. Two of them are under what we talked about. Did you happen to see those?
#2: Rate movement
“Hey, [Name] … Interest rates dropped a quarter point this morning, which means your buying power just went up. Did your lender call you on that yet?
#3: Inventory shift
“Hey, [Name] … Inventory in your price range is up about 18% in the last 30 days. More options than there were. Does that feel like good news from where you sit, or does it complicate things?”
#4: A neighborhood stat worth noting
“Hey [Name] … Homes in [neighborhood] are averaging 11 days on market right now. Does that line up with what you’ve been seeing, or does that surprise you?”
#5: Something in the news with direct local relevance
“Hey [Name] … Saw the piece about [local development, zoning change, rate news] and thought of you. What’s your take on how that affects [their goal]?”
Every one of those scripts works for the same reason. You’re leading with something real and specific, and giving your buyer something worth responding to.
The Question to Ask Before Every Follow-Up
Before you pick up the phone or type out a text, ask yourself one question:
What’s one thing they don’t know yet that I do?
Your answer is the core of your next follow-up call (or text). Everything else follows from there.
Find your fact first. Every time you’re about to type “just checking in,” stop and build your OFQ instead.
If you want every OFQ script written out and role played with me and thousands of other agents every week, it’s all inside BAMx.
Sign up for a 7-day free trial at the Premium or VIP level and join us for the weekly Roleplay Mastermind on Tuesdays at 9:00 am Eastern Time.
