Mastering Lead Calls: A Practical Guide to Overcoming the 7 Common Excuses Agents Give

Calling leads can feel daunting, especially when faced with tight schedules, market uncertainties, or personal fears of rejection. However, top agents like Greg Harrelson have proven that calling leads consistently is a game-changer for real estate success. After working with over 300 agents and managing 400,000 leads, Greg has seen a clear correlation between calling frequency and closing deals.

So why aren’t more agents picking up the phone? The truth is, many agents find reasons—conscious or subconscious—to avoid calling. Let’s break down the 7 most common excuses agents give for not calling their leads and explore practical strategies to overcome each one.

1. Excuse: “Calling Isn’t a Priority”

Many agents fall into the trap of believing that other tasks—showings, paperwork, or even social media marketing—are more important than calling leads. However, Greg Harrelson argues that if closing more deals is the goal, calling leads should be the number one priority.

Solution: Shift your mindset to view calling as a vital part of your business. Block off dedicated time slots for lead calls and treat it with the same importance as any appointment. Start by reflecting on how much time you're currently spending on calls versus other activities. Could you free up one or two extra hours a day to focus purely on lead generation?

Action Plan:

Set a Goal: Begin by committing to a specific number of calls each day—whether it’s 10, 20, or 50 leads.

Prioritize Early Morning Calls: Studies show that the most productive agents make their calls in the first few hours of the day, between 8:30 a.m. and 11:00 a.m. Starting your day with this high-priority task sets a productive tone for the rest of the day.

Track Progress: Use a CRM to track your call activity. Evaluate how many calls it takes to convert one lead into a client and adjust your strategy accordingly.

2. Excuse: “It’s Not in My Schedule”

This reason may seem similar to the first, but it speaks directly to time management. Even agents who prioritize calling often fail to schedule time for it. If it's not in the calendar, it tends to get lost in the shuffle.

Solution: The key to overcoming this excuse is effective scheduling. If calling leads isn’t a fixed part of your routine, you’ll often push it to the end of the day or skip it altogether.

Action Plan:

Time Blocking: Allocate 2-3 hours each day exclusively for making calls. Add it to your calendar just like you would for a client meeting. This not only ensures you have time but also allows you to mentally prepare for this task each day.

Avoid Distractions: During your calling window, turn off notifications, minimize distractions, and focus entirely on the task at hand.

Accountability: Hold yourself accountable by tracking how often you stick to your calling schedule. If possible, share your goals with a colleague or coach to help maintain discipline.

3. Excuse: “My Leads Are Too Old”

Agents often dismiss leads that have been in their CRM for a while as “stale” or “cold.” This is a huge mistake. According to Harrelson, every agent's “new lead” was once someone else’s “old lead.” Real estate is all about timing, and just because a lead wasn't ready months ago doesn’t mean they won’t be now.

Solution: Revisit your old leads with fresh eyes. Remember that buyers’ and sellers’ needs change. Life events such as job changes, family growth, or relocations can suddenly make a lead more motivated to buy or sell.

Action Plan:

Categorize and Re-engage: Go through your database and re-categorize leads based on recent interactions. For those labeled “old,” craft a simple re-engagement strategy. Start with a phone call or a personalized email checking in to see if their needs have changed.

Provide Value: Instead of focusing on what’s “old,” provide value to these leads. Share market updates, property reports, or financing options to reignite their interest.

Stay Consistent: Even if you don’t get an immediate response, continue following up every few months. When these leads become active again, you’ll be top of mind.

4. Excuse: “People Aren’t Buying Right Now”

Market slowdowns can create a mental block for agents. It’s easy to convince yourself that, because of current market conditions, people simply aren’t interested in buying or selling. However, even in tough markets, transactions still happen—sometimes even more so for agents who maintain consistent follow-ups.

Solution: Reframe your thinking. Real estate is always moving, regardless of external conditions like interest rates or inventory shortages. If you stop calling, you may miss out on the motivated buyers and sellers who are still actively participating in the market.

Action Plan:

Leverage Data: Use your local MLS data to remind yourself that transactions are still happening. Share this information with your leads to demonstrate that the market isn’t as stagnant as they might think.

Nurture Relationships: During market slowdowns, focus on building long-term relationships rather than immediate sales. Be the agent who offers guidance, support, and relevant market insights. When the market picks up, you’ll be their go-to choice.

5. Excuse: “Interest Rates Are Too High”

Rising interest rates are often perceived as a roadblock, but they don’t need to be. Buyers are still buying, and sellers are still selling—just with different expectations and strategies.

Solution: Educate your leads about the realities of the current market. While interest rates may be higher than in the past, they’re still lower than historical averages. Moreover, remind them that property values and personal circumstances often outweigh temporary interest rate hikes.

Action Plan:

Educate Your Leads: When you call your leads, focus on educating them about potential advantages in the current market, such as negotiating power or future refinancing opportunities.

Share Real-Life Success Stories: Highlight recent closings where buyers or sellers navigated the high-interest-rate environment successfully. This helps overcome their hesitations.

6. Excuse: “My Leads Aren’t Engaging”

Low engagement from leads can be discouraging, but it often has more to do with the agent’s follow-up strategy than the lead’s disinterest. Harrelson stresses that a lack of engagement often stems from inconsistent follow-up efforts.

Solution: Persistence is key. Engagement increases with consistent follow-up. Don’t rely solely on automated messages or emails—pick up the phone.

Action Plan:

Mix It Up: Combine phone calls, texts, and personalized emails to keep leads engaged. Sometimes all it takes is a more direct approach, like asking about their specific needs.

Track Engagement: Use your CRM to track who is interacting with your emails or website and prioritize these leads. For less engaged leads, try calling them at different times of day or testing different messaging.

7. Excuse: “I Can’t Get Anyone on the Phone”

This is perhaps the most common (and weakest) excuse. Many agents give up after a few call attempts, but statistically, most conversions happen after six or more attempts.

Solution: Be persistent. Just because you don’t get through on the first try doesn’t mean your efforts are wasted. The more you try, the better your chances become.

Action Plan:

Increase Call Attempts: Aim to reach out to leads at least 6-10 times before moving on. Remember, persistence is rewarded, and 95% of all conversions happen after multiple contact attempts.

Track Your Successes: Keep a record of how many attempts it takes to get each lead on the phone. You may be surprised at how consistent your results become when you adopt a longer-term mindset.

Conclusion:

Mastering lead calls means overcoming the mental and logistical barriers that keep you from picking up the phone. Greg Harrelson has proven that the agents who call more, close more. The question is: are you willing to push through the excuses and commit to success? If so, start small, build consistency, and watch your conversions soar.