THE FORGE
Where Closers Are Hammered Into Form
Kes
Bellowsmith
Tier 1 · EXPERIENCE · Copper
7
Level · Ceiling 50 ↗
Next Level 8
Reach 100 reviewed calls (currently 86)
Total Calls
86
Avg Grade (filtered)
C
Achievements
8/48
3 hidden · 16 deal-based
Total XP (lifetime)
6,505
filtered: 6,505
Offer Calls
D
6 reviewed
Qual Calls
C-
32 reviewed
Follow-Up
C+
48 reviewed
🎯 PRIORITY FIX
Weakest Area
Motivation Discovery
4.8
/10 across 38 calls
Practice Focus
After the primary motivation question, run TWO consecutive Impact Questions before any fact-find. No exceptions for 10 calls.
🎖 NEXT ACHIEVEMENT TO CHASE
🔨
Hammer Time
Silver
100 call reviews logged.
Category: Sales Skill
⚡ SKILL ATTRIBUTES — KES'S CLOSER PROFILE click to drill in →
🔥 VALUES CHART — CHARACTER & EXECUTION click to drill in →
Character Values Radar
Character Values (% upheld)
Faith-Driven
27 upheld · 1 partial · 0 missed (28 calls)
Accountability
6 upheld · 21 partial · 1 missed (28 calls)
Integrity
24 upheld · 4 partial · 0 missed (28 calls)
Excellence
0 upheld · 19 partial · 9 missed (28 calls)
Everlearning
12 upheld · 16 partial · 0 missed (28 calls)
Relationships
27 upheld · 1 partial · 0 missed (28 calls)
Execution Values
Execution Values — All Calls
90 upheld · 55 partial · 39 missed (184 value checks across 86 calls)
⚒ OFFER CALLS click for deep-dive →
6 reviewed · avg D
⚒ QUALIFICATION click for deep-dive →
32 reviewed · avg C-
⚒ FOLLOW-UP CALLS click for deep-dive →
48 reviewed · avg C+
💬 COMMUNICATION STYLE — Rapport-Heavy Steady
86 of 86 calls analyzed
How Kes talks to sellers across all 86 analyzed calls. Dimensions are not mutually exclusive — a great closer can be both empathetic and steady at the same time. Top dimensions are highlighted with ★.
🔮 PATTERN ANALYSIS updated Apr 23
🛡 Strengths
Motivation Discovery. Data Gathering. Strong primary motivation discovery question Gets ballpark numbers when seller engages Identifies real pain points when they surface
⚠ Weaknesses
Fails to lock specific… Fails to lock specific BAMFAM (day/time) before call ends — appears on 6+ calls
Skips emotional Impact Questions… Skips emotional Impact Questions after motivation answer — leaves motivation section incomplete
Accepts vague next steps… Accepts vague next steps ('I'll get back to you', 'in a couple weeks') instead of holding the action
Doesn't run influencer protocol… Doesn't run influencer protocol when third parties mentioned — loses control of multi-party decisions
Skips emotional Impact Questions… Skips emotional Impact Questions after motivation answer — leaves motivation section incomplete
Accepts vague next steps… Accepts vague next steps ('I'll get back to you', 'in a couple weeks') instead of holding the action
Doesn't run influencer protocol… Doesn't run influencer protocol when third parties mentioned — loses control of multi-party decisions
🏆 ACHIEVEMENTS 8 unlocked · 3 hidden · 16 deal-based (from TC/KPI sheet)
Copper
First Fire
Score your first call review.
Copper
Warmed Iron
25 call reviews logged.
Copper
First Blood
Earn your first A-range grade.
Copper
First Contract Signed
Sign your first wholesale assignment contract.
Copper
No Quit
Log 20 calls in a single calendar month (reviewed or not).
Silver
Proving Ground
50 call reviews logged.
Silver
Three Hot Strikes
Three consecutive calls without an F.
Silver
Comeback Kid
Improve by two full letter grades from one call to the next.
Silver
$10k Assignment
Close a single assignment for $10,000+ in fees.
Gold
Faith-Driven
Faith-Driven Purpose upheld on 25 calls.
Gold
$20k Assignment
Close a single assignment for $20,000+ in fees.
Gold
$30k Assignment
Close a single assignment for $30,000+ in fees.
Silver
Hammer Time
Strike while the iron is hot — a hundred times over.
Silver
The Motivator
Find the fire inside every seller.
Silver
Silent Steel
The strongest move is stillness.
Silver
BAMFAM Bronze
The next call is never a hope.
Silver
Twin Close
Lightning strikes twice.
tc sheet · unlocks on threshold
Silver
$30k Month
First real month.
tc sheet · unlocks on threshold
Silver
First Creative Close
Beyond cash.
tc sheet · unlocks on threshold
Silver
Still Standing
Worst streak. Clean hands.
Gold
Anvil Master
The anvil knows your rhythm.
Gold
Iron Discipline
No brittle edges.
Gold
BAMFAM Silver
Discipline becomes reflex.
Gold
Forged Whole
No weak point. No dull edge.
Gold
Integrity Flame
A flame that cannot be bought.
Gold
Monthly Four
Four hammers, one month.
tc sheet · unlocks on threshold
Gold
$50k Month
Consistent fire.
tc sheet · unlocks on threshold
Gold
Sub-To Sovereign
The quiet art.
tc sheet · unlocks on threshold
Gold
The Long Game
No is not a period. It's a comma.
Gold
???
???
tc sheet · unlocks on threshold
Diamond
Forge Artisan
Patience and pressure. Nothing else.
Diamond
Diamond Standard
Only what cuts deserves the name.
Diamond
BAMFAM Gold
Every lead held, every time.
Diamond
Tempered Steel
Each part of the blade tempered true.
Diamond
Perfect Steel
Nothing missed. Nothing forgiven.
Diamond
$40k Assignment
Elite territory.
tc sheet · unlocks on threshold
Diamond
$83k Month
One-million-run pace.
tc sheet · unlocks on threshold
Diamond
Wrap Master
The paperwork whisperer.
tc sheet · unlocks on threshold
Diamond
Phoenix
From ashes, the blade is re-struck.
Diamond
???
???
Electrum
Thousand Flames
A thousand flames, one smith.
Electrum
Flawless Run
Flame without flicker.
Electrum
Electrum Blade
A blade worthy of the name.
Electrum
Ten Perfects
The flame does not err.
Electrum
Seeker of Excellence
Average is the enemy of excellence.
Electrum
$50k Assignment
Legendary leverage.
tc sheet · unlocks on threshold
Electrum
Six-Figure Month
The number that changes everything.
tc sheet · unlocks on threshold
Electrum
???
???
📜 CALL LOG 86 REVIEWS
Monica Carrizales
CR-89 · Apr 22, 2026 at 2:53 PM · Offer · 8 min
💪 Before the next offer call, Kes must run the motivation mirror. Every offer call, without exception, must include a one-to-two sentence confirmation of the seller's original motivation before the bene…
D
65 pts
SAMMY GONZALES
CR-88 · Apr 22, 2026 at 2:31 PM · Qualification · 9 min
💪 Kes must treat the influencer moment as a trigger to tighten, not a cue to hand over control. The second a third party is mentioned, run the decision-structure question immediately ("is this your call…
D
65 pts
ROBERT ADAMS
CR-01 · Apr 21, 2026 at 4:28 PM · Follow-Up · decision chase · 4 min
💪 BAMFAM discipline on Decision-Chase calls — when the seller is ready but blocked, every follow-up must end with a specific, anchored next action tied to the blocker's resolution. "Give you a call in a…
C
75 pts
AUDREY DANIEL
CR-15 · Apr 21, 2026 at 10:54 AM · Qualification · 15 min
💪 Run two emotional Impact Questions after every first motivation answer — before moving to condition or roadblocks. The story is getting told. The felt pain is not. That gap is what limits the offer ca…
C
75 pts
Frederick Oddie
CR-13 · Apr 20, 2026 at 4:10 PM · Qualification · 7 min
💪 Lock the BAMFAM before the call ends — every call, every time. No exceptions. "Are you available Thursday or Friday for a quick follow-up call? I'll have the numbers pulled by then." This one habit, a…
F
50 pts
Monica Carrizales
CR-12 · Apr 20, 2026 at 1:36 PM · Qualification · 27 min
💪 Run the full motivation sequence on every qual call — primary question, then minimum two Impact Questions — before touching condition. If the seller can't identify why they'd sell, the condition quest…
B
85 pts
Barbara Claridge
CR-11 · Apr 20, 2026 at 10:52 AM · Qualification · 24 min
💪 Before the next call, Kes needs to have three Impact Questions loaded and ready to fire after the first motivation answer — not as a script, but as a reflex. "How long have you been dealing with this?…
B
85 pts
Carlos Alvarado
CR-16 · Apr 20, 2026 at 9:24 AM · Qualification · 19 min
💪 Run at least two emotional Impact Questions the moment a seller hands you a real motivation. "When you say you don't have time for this anymore — what does that actually look like for you right now? I…
C
75 pts
Gracie Nunez
CR-10 · Apr 20, 2026 at 8:55 AM · Qualification · 23 min
💪 Get the ballpark before hanging up — every time, no exceptions. When a seller says "I don't know," give them a range to react to. A rep who can't get an anchor number is setting up offer calls to fail…
B
85 pts
Rosanna Cantu rodgers
CR-09 · Apr 17, 2026 at 4:11 PM · Follow-Up · decision chase · 3 min
💪 On Tuesday's call, do not accept "still waiting on attorney" as a valid next step. Open by isolating exactly what the attorney needs to confirm, then position yourself and the title company to provide…
B
85 pts
Bob Glaze
CR-07 · Apr 17, 2026 at 1:31 PM · Qualification · 5 min
💪 BAMFAM. Before the next call dial — before opening the CRM, before reviewing the script — Kes should write on a sticky note: "What specific day and time am I locking before I hang up?" Every call ends…
D
65 pts
HEATHER GUZMAN
CR-17 · Apr 17, 2026 at 11:09 AM · Follow-Up · decision chase · 7 min
💪 Lock the specific callback time before the call ends — even when (especially when) the seller says "I'll reach back out." The seller who controls the callback controls the timeline, and three-party de…
C
75 pts
Devon Willis
CR-06 · Apr 16, 2026 at 3:12 PM · Follow-Up · decision chase · 5 min
💪 When a new lead surfaces mid-call, treat it like a fresh inbound — get the next action locked before you hang up. "Let me pull that address tonight and call you tomorrow — 2pm or 4pm?"
C
75 pts
HEATHER GUZMAN
CR-18 · Apr 16, 2026 at 2:50 PM · Follow-Up · decision chase · 6 min
💪 Lock the BAMFAM before hanging up — when the seller says "I'll get back to you," always respond with "Sounds good — just in case, when should I reach out if I haven't heard from you?" We hold the next…
D
65 pts
James Arnold
CR-08 · Apr 16, 2026 at 2:15 PM · Qualification · 24 min
💪 Before the next qualification call, write down one Impact Question and one vision-building question to fire after the first motivation answer. The ask is habitual; the follow-through is not. Don't lea…
C
75 pts
Angela Infante
CR-14 · Apr 16, 2026 at 1:57 PM · Follow-Up · decision chase · 8 min
💪 Before every call ends — even courtesy touchpoints, even when the seller is occupied — lock a specific callback time by offering two options and getting one confirmed. "Might give you a call" is not a…
C
75 pts
James (Jim) Wood
CR-05 · Apr 16, 2026 at 1:20 PM · Follow-Up · verify · 4 min
💪 Own the next touch before the call ends. Warm relationships without a locked callback are polite goodbyes. The sentence: "I'll put a 60-day reminder on my end — if anything moves out there before then…
B
85 pts
HEATHER GUZMAN
CR-19 · Apr 16, 2026 at 1:10 PM · Offer · 5 min
💪 Influencer lockdown + BAMFAM as a single drill. Before the next offer call, Kes must practice this exact sequence until it's reflexive: (1) Confirm influencer alignment before presenting the offer. (2…
F
50 pts
Imasue Crowder
CR-03 · Apr 16, 2026 at 12:27 PM · Follow-Up · decision chase · 25 min
💪 On every Jim handoff (or any third-party routing), lock a specific call time with the seller BEFORE ending the call, confirm with Jim that same day, and schedule your own follow-up as a backstop. You …
B
85 pts
Imasue Crowder
CR-04 · Apr 15, 2026 at 2:02 PM · Follow-Up · verify · 11 min
💪 Before the next call with Ms. Crowder, pull the underwriting number using 3,371 sq ft, confirm the ARV, and determine whether this is a cash deal or a Jim Archer path — then open that call by addressi…
C
75 pts
Belinda ARREDONDO
CR-73 · Apr 14, 2026 at 4:14 PM · Follow-Up · logistics · 20 min
💪 Before ending any call with an open deliverable (document, copy, callback, info), name the day and own the action. "I'll have that to you by Thursday" — not "give me a call if you don't hear from me."
B
85 pts
Belinda ARREDONDO
CR-74 · Apr 14, 2026 at 1:56 PM · Follow-Up · decision chase · 12 min
💪 Sequence the upfront commitment before revealing any number — get her floor first, then go to underwriting. Don't tip the hand early.
A
95 pts
ELSA GUEVARA
CR-82 · Apr 13, 2026 at 7:32 PM · Qualification · 28 min
💪 Run two emotional Impact Questions every single time a seller discloses anything personal, relational, or emotionally loaded. This is not optional — it is the lever that separates Kes's B calls from A…
B
85 pts
Imasue Crowder
CR-78 · Apr 13, 2026 at 4:40 PM · Qualification · 37 min
💪 Run at least two Impact Questions after the first motivation disclosure before moving on. This is the single lever that most directly raises offer-call conversion. Practice the sequence: mirror the se…
C
75 pts
Belinda ARREDONDO
CR-75 · Apr 11, 2026 at 1:41 PM · Offer · 12 min
💪 The single highest-leverage thing Kes must work on before the next call: the 90-second window after a stall. When the seller says "can I get back to you," Kes must stop, isolate, and attempt a conditi…
C
75 pts
Erin McCLure
CR-81 · Apr 10, 2026 at 4:05 PM · Follow-Up · logistics · 9 min
💪 Lock the post-walkthrough next step BEFORE leaving Sunday. The walkthrough is not the close — it's the intel run. Kes must exit with a specific day and time for the offer callback, so Electrum's cash …
B
85 pts
Ty Clark
CR-54 · Apr 9, 2026 at 4:13 PM · Qualification · 9 min
💪 Impact Questions. Kes must deploy a minimum of two emotional follow-ups after every first motivation answer before moving to condition questions. This is the single highest-leverage skill gap in the e…
C
75 pts
Bill Caldwell 1 (806) 928-6261
CR-50 · Apr 8, 2026 at 10:27 AM · Follow-Up · decision chase · 6 min
💪 Lock a specific day and time with Bill before this week ends — text him today. Then probe the competing buyer and the listing intention before next week's meeting so the creative/terms conversation ha…
C
75 pts
Bobby Hooten
CR-65 · Apr 7, 2026 at 4:36 PM · Qualification · 5 min
💪 Ask the motivation question. Every. Single. Time. Before logistics, before scheduling, before the renovation story — ask what's driving the sale. One question before the walkthrough would have changed…
D
65 pts
ROY BLANCHARD
CR-57 · Apr 6, 2026 at 11:39 AM · Qualification · 10 min
💪 Impact Questions after the primary motivation answer. Every. Single. Time. Roy said "cancer, 60 years, stopping" and Kes said "thankful you're kicking it" and changed the subject. That is the single m…
D
65 pts
MONICA FRANKLIN
CR-76 · Apr 3, 2026 at 3:03 PM · Follow-Up · decision chase · 3 min
💪 Lock a specific re-touch date before ending any shelved-lead call. When a seller says "I'll let you know" — that's the moment to say: "Absolutely. Would it be okay if I checked back in 30 days just to…
B
85 pts
Sasha Alvarez
CR-47 · Apr 1, 2026 at 4:20 PM · Follow-Up · decision chase · 4 min
💪 On every decision-chase callback, before you get off the phone, extract a commitment that the next call IS the decision call — "When I call Friday, are you planning to have a yes or no for me?" A call…
C
75 pts
Francisco Rivera
CR-42 · Apr 1, 2026 at 11:26 AM · Follow-Up · verify · 4 min
💪 Lock a specific callback time before ending every follow-up call. "I'll holler back" is not a BAMFAM. Francisco gave you the window — Saturday. Take it.
C
75 pts
John Gachago
CR-43 · Mar 31, 2026 at 3:49 PM · Qualification · 15 min
💪 Run the Vision-Building Pivot when a seller signals non-commitment. "I can go either way" is the cue — the correct next move is not to keep qualifying but to ask what selling would actually get John t…
C
75 pts
Mary E Druce
CR-41 · Mar 31, 2026 at 3:42 PM · Follow-Up · reschedule · 6 min
💪 Every BAMFAM gets a time of day, and every call where new deal structure surfaces gets at least one key data point pulled before closing out.
B
85 pts
Ursula Findley
CR-37 · Mar 31, 2026 at 12:53 PM · Follow-Up · decision chase · 14 min
💪 Before locking the BAMFAM on any decision-chase call, ask the seller what specifically would need to be true for them to say yes — and document it. A callback date without a decision trigger is just a…
C
75 pts
MONICA FRANKLIN
CR-77 · Mar 30, 2026 at 9:01 AM · Qualification · 9 min
💪 Run two emotional Impact Questions before leaving the motivation section. Every call. Monica gave Kes four different emotional doorways — grief, caretaker burnout, husband pressure, wanting to move in…
C
75 pts
Chaundrwa Rhodes
CR-44 · Mar 27, 2026 at 1:42 PM · Offer · 10 min
💪 Before the next offer call, Kes must run through the 7-step offer call structure out loud — permission check → process walkthrough → commitment to yes/no → motivation mirror → roadblock resolution → b…
D
65 pts
Melissa Mata
CR-36 · Mar 25, 2026 at 9:11 AM · Follow-Up · reschedule · 4 min
💪 When the seller confirms a callback window ("after 5"), always convert it to a pinned time before hanging up. "Is 6:00 good, or would 6:30 give you more time to settle in?" — two options, one answer, …
B
85 pts
Ursula Findley
CR-38 · Mar 24, 2026 at 12:46 PM · Follow-Up · verify · 30 min
💪 Confirm the seller's floor before presenting any number. If the number you have in hand is below their floor, don't present it as a solution — present it as the reason you're going a different directi…
B
85 pts
Bill Caldwell 1 (806) 928-6261
CR-51 · Mar 23, 2026 at 4:22 PM · Qualification · 32 min
💪 The single highest-leverage work before the next call is drilling two Impact Questions as a non-negotiable reflex after every first motivation answer. This is the same note from four prior reviews. Th…
C
75 pts
Ursula Findley
CR-39 · Mar 23, 2026 at 1:52 PM · Follow-Up · verify · 4 min
💪 Probe the HUD partial claim structure (assumable vs. paid-at-close) before the walkthrough — this determines the entire disposition path, and Kes needs that answer in hand before he walks in tomorrow.
B
85 pts
Gloria Quinton
CR-70 · Mar 23, 2026 at 10:06 AM · Follow-Up · verify · 30 min
💪 Lock a specific callback time on every follow-up — not a window, a clock. "Later this afternoon" is a plan; "4:15pm" is a commitment.
B
85 pts
Jeff Peanick
CR-52 · Mar 20, 2026 at 1:41 PM · Follow-Up · decision chase · 10 min
💪 Lock a specific day and time for the 2425 31st walkthrough before the next contact with Jeff. Do not wait for him to text. Call Thursday, confirm Saturday at 10am, get a yes/no.
C
75 pts
Chris McGlaun
CR-72 · Mar 19, 2026 at 12:38 PM · Qualification · 7 min
💪 Run the primary motivation question and at least two Socratic Impact Questions on every call, without exception, before touching any other topic. Motivation is 30% of the rubric and the foundation eve…
D
65 pts
SHENONA GLASS
CR-29 · Mar 17, 2026 at 2:46 PM · Follow-Up · verify · 20 min
💪 On every follow-up that doesn't close a decision, the rep holds the next action. Never let the seller control the callback — especially on distressed leads with real time pressure.
C
75 pts
Earl Ganaway
CR-49 · Mar 17, 2026 at 11:42 AM · Qualification · 5 min
💪 Vision-building pivot when non-commit is detected. Kes reads the seller correctly but then steps back instead of helping Earl see the other side of the sale. That's the single highest-leverage skill t…
D
65 pts
Ursula Findley
CR-40 · Mar 17, 2026 at 10:05 AM · Qualification · 3 min
💪 Impact Questions after the first motivation answer. This is the single highest-leverage skill Kes can develop. The seller gave a real, emotionally rich opening. Kes had a perfect setup and left it unt…
D
65 pts
Jeff Peanick
CR-53 · Mar 16, 2026 at 7:15 PM · Qualification · 33 min
💪 Ask the primary motivation question — "What has you thinking about selling right now?" — within the first 3 minutes of every qualification call, before any property discussion. Then use two impact fol…
D
65 pts
Matt Rodriguez
CR-71 · Mar 16, 2026 at 6:54 PM · Follow-Up · reschedule · 10 min
💪 Lock the next action before the call ends — especially with hard-to-reach sellers. A vague "holler back in a week" is not a BAMFAM. Get a day and time.
C
75 pts
SHENONA GLASS
CR-30 · Mar 16, 2026 at 1:38 PM · Follow-Up · logistics · 8 min
💪 Lock a specific callback time before ending every follow-up call. "Tomorrow at some point" is not a BAMFAM. "I'll call you at noon — does that work?" is. Build the habit on every call — especially wit…
B
85 pts
SANDRA SAIZ
CR-66 · Mar 12, 2026 at 5:43 PM · Follow-Up · logistics · 24 min
💪 On every open item at the end of a logistics call — not just the primary objective — lock a specific time before hanging up. "Once you've got the key from Felix, when's a good time for me to come by?"…
B
85 pts
SANDRA SAIZ
CR-67 · Mar 12, 2026 at 5:30 PM · Follow-Up · logistics · 9 min
💪 Every logistics call that moves a closing date must end with a specific new date confirmed — not a range. "A couple of weeks" is a window, not a commitment. Lock the date before hanging up.
B
85 pts
KENNETH HANCOCK
CR-23 · Mar 12, 2026 at 5:00 PM · Qualification · 6 min
💪 Build a "Not Ready / Deferred Lead" protocol. This is a real call type that Kes doesn't have a system for. The current behavior is: hear "not ready" → go warm and pull back → end call with vague callb…
C
75 pts
RICHARD RICKER
CR-25 · Mar 12, 2026 at 9:37 AM · Follow-Up · decision chase · 9 min
💪 Before your next decision-chase call — especially when a number gap surfaces — pick one path, explain it fully, and close on it with a specific ask before introducing any alternatives.
C
75 pts
DEBRA MORENO
CR-32 · Mar 12, 2026 at 9:18 AM · Follow-Up · decision chase · 3 min
💪 On decision-chase calls, open with a direct, one-sentence decision question — skip the social warm-up and get to the purpose in the first breath.
C
75 pts
diane westbrook
CR-48 · Mar 11, 2026 at 2:55 PM · Qualification · 6 min
💪 Before the next call with Jermaine (or any multi-owner family property), Kes must practice the transition: "Okay, I hear you on [the complication] — that helps. Now can I ask you — beyond all that, wh…
D
65 pts
Ira HERRERA
CR-24 · Mar 11, 2026 at 11:14 AM · Qualification · 18 min
💪 Run the primary motivation question on every qual call, then ask at least two Impact Questions before moving to condition. This is the single fix that separates a B− from an A on every qualification c…
B
85 pts
Chaundrwa Rhodes
CR-45 · Mar 10, 2026 at 3:56 PM · Follow-Up · logistics · 6 min
💪 Every call ends with a specific next action locked — day, time, mutual confirmation. A competing offer on the table makes this non-negotiable. Text Ms. Rhodes today to lock the callback before "first …
C
75 pts
SANDRA SAIZ
CR-68 · Mar 9, 2026 at 11:10 AM · Follow-Up · decision chase · 12 min
💪 Lock the follow-up trigger before hanging up — every time, on every call that doesn't end in a closed decision.
D
65 pts
Jenice Clouse
CR-31 · Mar 9, 2026 at 8:46 AM · Qualification · 17 min
💪 Impact Questions. The primary motivation ask is landing correctly. What happens immediately after is the gap. Before the next call, Kes needs to have three Impact Questions memorized and automatic — t…
B
85 pts
SANDRA SAIZ
CR-69 · Mar 8, 2026 at 3:03 PM · Follow-Up · decision chase · 7 min
💪 When a seller says "let me think about it," isolate the one thing before accepting the stall — then lock a specific callback time. Never end a decision-chase call with the seller holding the timeline.
D
65 pts
DEBRA MORENO
CR-33 · Mar 6, 2026 at 1:56 PM · Follow-Up · decision chase · 8 min
💪 Before ending any call where the seller needs to make a call, think something over, or talk to someone — lock the specific callback time. "What time should I call you back — 4pm or 5pm?" That one line…
C
75 pts
DEBRA MORENO
CR-34 · Mar 6, 2026 at 1:51 PM · Offer · 3 min
💪 Before the next offer call with Deborah (or any seller), Kes must execute the motivation mirror. This is the single move with the highest leverage ratio — it costs 45 seconds and is the difference bet…
C
75 pts
FLoyd McCrary
CR-21 · Mar 5, 2026 at 10:40 AM · Follow-Up · decision chase · 5 min
💪 When a seller reacts to a disappointing number, ask for a decision — "So given that, what do you want to do?" — before explaining or pivoting. The ask creates forward motion. The explanation creates a…
C
75 pts
Meredith Laurent
CR-27 · Mar 4, 2026 at 2:17 PM · Follow-Up · decision chase · 4 min
💪 On every Jim Archer handoff, close with a specific timeline — "His team will reach out by [day]. If you don't hear from them, text me and I'll follow up." Keeps Kes in the loop, sets seller expectatio…
B
85 pts
RICHARD RICKER
CR-26 · Mar 4, 2026 at 10:31 AM · Qualification · 24 min
💪 Before the next call session, drill Impact Questions out loud — specifically the transition from first motivation answer to emotional follow-up. The move that needs to become automatic: seller gives a…
B
85 pts
Stephanie Blount
CR-64 · Mar 3, 2026 at 3:44 PM · Qualification · 44 min
💪 Before the next call, drill two Socratic follow-up questions on motivation. The goal: never leave motivation without asking "What would that do for you specifically?" and "Is that a big deal or a litt…
D
65 pts
Nicholas Rosales
CR-20 · Mar 3, 2026 at 10:38 AM · Follow-Up · verify · 8 min
💪 Lock the future BAMFAM before hanging up on every non-close. Own the next touch — don't leave it to the seller to remember you.
B
85 pts
DEBRA MORENO
CR-35 · Mar 2, 2026 at 4:26 PM · Qualification · 10 min
💪 Impact Questions. Before the walkthrough on Wednesday, Kes must be able to ask and hold space for the answer to: "What does getting this sold mean for you and Felix beyond just the house?" That questi…
C
75 pts
Meredith Laurent
CR-28 · Mar 2, 2026 at 1:42 PM · Follow-Up · verify · 10 min
💪 Probe the seller's number before moving past it. When Meredith said "I would go below $95," the right response was "What would $90K do for you — what does that solve?" — not moving on. That one questi…
B
85 pts
Kenneth Henson
CR-87 · Feb 26, 2026 at 10:06 AM · Qualification · 37 min
💪 Impact Questions. The structure is solid, the relationship is good, the condition data is excellent — and none of it closes the deal if Kes can't build motivation depth. Kenneth told him everything he…
C
75 pts
Vinij Sitthigarana
CR-62 · Feb 25, 2026 at 4:22 PM · Follow-Up · decision chase · 3 min
💪 When the cash path dies, name the next route before closing out — then lock a referral ask or a re-engagement date before hanging up.
C
75 pts
FLoyd McCrary
CR-22 · Feb 25, 2026 at 4:12 PM · Follow-Up · decision chase · 3 min
💪 Practice clean error absorption — acknowledge the correction in one sentence, don't justify, pivot immediately to the substance.
B
85 pts
TRINA MEADOWS
CR-80 · Feb 25, 2026 at 12:52 PM · Follow-Up · verify · 15 min
💪 Before ending any follow-up call, lock a specific time — not just a day. If the seller says "anytime," give them two options and pick one together. We control the next action. Always.
C
75 pts
Fernando Ponce
CR-63 · Feb 25, 2026 at 12:06 PM · Follow-Up · decision chase · 5 min
💪 On every decision-chase that doesn't close — whether the answer is yes, no, or not yet — end the call with a defined next step that YOU control. "I might holler at you in June" is not a next step. It'…
C
75 pts
Chaundrwa Rhodes
CR-46 · Feb 25, 2026 at 11:31 AM · Qualification · 13 min
💪 Ask the primary motivation question within the first three minutes of every qual call — even when the seller is already talking about the property. Redirect to "what has them looking to sell right now…
D
65 pts
CATHY BANKS
CR-59 · Feb 25, 2026 at 9:57 AM · Follow-Up · reschedule · 5 min
💪 On every follow-up that doesn't end in a closed decision, you must leave with a specific date and time locked before you hang up. "A month or so" is not a BAMFAM — it's a lead going cold. When a selle…
C
75 pts
RC Calderon
CR-61 · Feb 24, 2026 at 3:58 PM · Qualification · 23 min
💪 Before the next call, Kes must run a 5-minute drill — take any one-sentence motivation statement and practice running a three-question Socratic chain to the bottom. Do this until it feels natural enou…
F
50 pts
CATHY BANKS
CR-60 · Feb 24, 2026 at 10:08 AM · Qualification · 38 min
💪 Run two emotional impact questions after every first motivation answer — before moving to the next section. This is the single highest-leverage habit change available. Everything else on this call was…
C
75 pts
Elizabeth Macias
CR-58 · Feb 23, 2026 at 5:38 PM · Follow-Up · decision chase · 4 min
💪 Recognize live openings in decision-chase calls — when a seller signals doubt about the competition, pivot from price to certainty and lock a conditional BAMFAM ("if that contract doesn't show by Thur…
D
65 pts
Jeff Lusk
CR-79 · Feb 23, 2026 at 5:23 PM · Follow-Up · logistics · 4 min
💪 Every warm seller interaction — especially one where you make a promise they're excited about — is a referral-plant opportunity. Add one sentence at the close: "If you ever hear of anyone in a similar…
A
95 pts
Bill Hume
CR-56 · Feb 23, 2026 at 11:23 AM · Follow-Up · decision chase · 12 min
💪 On decision-chase calls with hard deadlines, identify the single required action before dialing and ask for it explicitly — even on calls where the seller is emotional. Genuine care and business clari…
C
75 pts
Judy Smith
CR-85 · Feb 21, 2026 at 3:01 PM · Follow-Up · logistics · 13 min
💪 Tighten the Laura handoff with a specific timeframe and one concrete next step for Judy.
B
85 pts
Judy Smith
CR-86 · Feb 21, 2026 at 2:31 PM · Follow-Up · logistics · 29 min
💪 Before every agreement-signing call, pre-send the document link via text, confirm the seller can open it, and start the call with the document already on their screen — not the other way around.
B
85 pts
Robert Jones
CR-55 · Feb 20, 2026 at 10:42 AM · Offer · 10 min
💪 The single highest-leverage fix before the next offer call is the motivation mirror. Kes must be able to restate the seller's situation in the seller's own words before any number is presented. This o…
D
65 pts