How does it work?
Whether you're calling into one of the AI Coaching numbers, or the system is grading a call from FUB, the scoring works the same.
Grading Questions
Questions regardless of lead type:
Motivation: Example 'What made you want to start looking at homes/list your home?'
Identify if the lead is a Seller, Buyer, or Both: Example 'Do you currently own a property you also need to sell before you buy?
Asked for Appointment: Example 'How about we meet at my office tomorrow to review your options?'
Appointment Scheduled: The specific date and time agreed upon to meet.
Timeframe: Example 'Do you have a date you plan to move by?'
Location: Example 'What part of town do you see yourself living?'
Rapport Building: "That's interesting to hear you're relocating for work, what's the new job?"
Home Specifications: This can include budget or desired price, bed/bathroom count, square footage, etc.
Questions if Lead is Identified as a Seller:
Property Owner Identification: Example 'Do you own the house?'
Relocation Reason: Example 'Are you moving out of state or staying local?'
Seller Options: Example 'Has anyone walked you through all the options for Selling your home, such as cash offers?'
Offer to Meet Seller: Example 'How about we set a time to meet at your house so we can see the property's condition and run through a CMA?'
Questions if Lead is Identified as a Buyer:
Prequalified: Example 'Are you already pre-qualified for a loan?'
Buyer Agreement: Example 'Have you signed a Buyers Agreement with an Agent yet?'
Questions Asked vs. Fill Rate
Questions Asked: The percentage of relevant questions asked by the agent to nurture a lead.
Fill Rate: The percentage of questions that the consumer answers regardless of being asked directly or not.
Score Calculation
Each call is graded differently based on the lead type.
The Appointment Ask is always worth 50% of the grade.
The Appointment Set Date is worth 10% of the grade.
All other questions are always worth "half a point" of the remaining points.
If it is a Buyer Lead or Buyer AI Coach number, we assess 11 questions. Appointment Ask and Set Date are 2/11 questions, but worth 60%. All other questions above related to buyer are worth the remaining 40% equally.
If it is a Seller Lead or Seller AI Coach number, we assess 13 questions. Appointment Ask and Set Date are 2/13 questions, but worth 60%. All other questions above related to seller are worth the remaining 40% equally.
If it is a Both a Seller and Buyer Lead or a Seller-Buyer AI Coach number, we assess 15 questions. Appointment Ask and Set Date are 2/15 questions, but worth 60%. All other questions above are worth the remaining 40% equally.
If we aren't able to identify the lead type, we treat the call the same as the Buyer type for grading purposes.