Converting Leads That Went Cold 

Inspired by “Your Weekly Boost for a Winning Real Estate Week”

by Ken Goodfellow
Hi Southwest Region Leaders and Associates,
This week’s coaching tip is all about reconnecting with leads that have gone quiet — and turning them into your next opportunities!

 Mindset for the Week

Every real estate agent has a database of leads that once seemed promising but eventually went quiet. It’s easy to label them as “dead” and move on — but in most cases, those clients simply weren’t ready yet.

The top agents don’t see silence as rejection. They see it as opportunity delayed. Those same people still have dreams, goals, and needs — their timing just shifted.

When you adopt the mindset that a cold lead is a future client waiting for the right time, everything changes. You stop chasing and start nurturing — providing consistent, meaningful value that keeps you top of mind. When they’re ready, you’ll be the first call they make.

Tactical Tip

To revive a cold lead, reconnect them to something new and relevant using the 3-Point Revival Method:

 Acknowledge the time gap. Be real and human — “It’s been a while since we last connected…” lowers defenses and builds trust.
 Bring fresh value. Share a neighborhood update, a market shift, or a new opportunity that might reignite their interest.
 Make a low-pressure offer. Invite them to receive an updated market insight or have a short chat to see what’s changed.

You’re not pushing them into a decision — you’re reminding them that you’re still in their corner.

 Script of the Week

“Hi [Name], I was reviewing my client notes and realized it’s been a while since we last spoke about your plans. I thought of you because I just saw that a home in your neighborhood sold for [X% above asking / record price]. That sale could directly impact your property’s value, and I wanted to make sure you had the latest insights. Would you like me to send over my updated market report so you’ve got the most accurate picture when the time is right? What’s the best way — email or text?”

This simple script acknowledges the pause, brings value, and reopens the conversation — without pressure.

 Tool Spotlight

Your CRM already holds the answers — but only if you know how to use it strategically.

Create a “Rescue” Filter to identify your best revival opportunities. Include:

• Leads you haven’t contacted in 90–180 days
• Prospects who opened emails in the past but never replied
• People who recently liked or commented on your social posts but didn’t reach out

By treating this group as your revival zone, you’ll have a focused list of contacts to reconnect with each week — turning overlooked leads into new appointments.

 Quick Win Challenge

This week, pick 10 cold leads and apply the 3-Point Revival Method:
 Acknowledge the gap
 Add fresh value
 Make a low-pressure offer

Track your results and schedule a follow-up call with anyone who responds.
Your measurable goal: Book one new qualified appointment before the week ends.

October 2025 • Chandler, AZ

The 2025 ALC Clinic, hosted by the Keller Williams Southwest Region, brought together top agents and leadership from across Arizona and Nevada for a powerful day of learning, collaboration, and strategic planning.

Held in Chandler, Arizona, the event welcomed over 200 agents and leaders from Market Centers throughout the Southwest Region. With a packed room and high energy throughout the day, attendees came ready to learn, share, and lead together.

Instructor Spotlight

The clinic was led by Georgia Alpizar, who delivered impactful training focused on leadership, growth, and how ALC members can continue to elevate their Market Centers and communities. Her insights and real-world experience resonated strongly with both seasoned leaders and emerging voices in the room.

What Is the Keller Williams ALC?

The Agent Leadership Council (ALC) is a cornerstone of the Keller Williams model. Comprised of the top agents in each Market Center, the ALC serves as a leadership body that collaborates with local leadership to guide growth, productivity, culture, and decision-making.

ALC Clinics provide a space for these leaders to sharpen their skills, exchange best practices, and align on strategies that support agents and Market Centers alike.

Collaboration & Masterminding for 2026

A key highlight of the day was the opportunity for agents to mastermind together, sharing ideas, challenges, and strategies as they look ahead to 2026. These collaborative conversations reinforced the strength of the Keller Williams culture and the power of agents learning from agents.

Moving Forward Together

Events like the ALC Clinic reflect the Keller Williams commitment to leadership development, collaboration, and agent-driven growth. The Southwest Region looks forward to continuing to host opportunities that bring agents and leaders together to grow stronger—together.

About Keller Williams Southwest Region

The Keller Williams Southwest Region supports Market Centers and agents across Arizona and Nevada, offering education, leadership development, and culture-driven events designed to help real estate professionals build businesses worth owning and lives worth living.

Hello SW Region Leaders and Associates,

When’s the last time you Googled yourself? 
Or asked ChatGPT to tell you what it knows about you? (Careful… it might spill the tea! )

Here’s the deal: your online presence is working for you 24/7 — but only if it’s accurate and up to date. We’ve found that many agents have outdated info floating around, and some even have profiles sending clients to generic links that lead to… nowhere.

That means missed calls. Missed leads. Missed closings. 

 Your mission: Audit your online presence this week!

Here’s your checklist to keep clients finding YOU — not someone else:

• Phone number (still yours, right?)
• Email address
• Primary website
• Social media links

Places to check (and double-check):

• Your KW Marketing Profile (foundation for Command & your KW site)
• KW website
• Facebook + Facebook Business Page
• LinkedIn
• Instagram
• X (formerly Twitter)
• Homes.com
• Zillow
• Realtor.com
• Google Business Page

 Pro Tip: Even if you think you don’t have a profile somewhere — search your name + “real estate” in Google. You may find pages you didn’t know existed.

The longer you wait to clean up and update your info, the more future business you could be losing.

So grab your coffee , block 30 minutes , and make sure your clients can find you — fast.

 Your future closings will thank you. 

Hello SW Region Leaders and Associates,
The right tax strategy is a business growth strategy. You’ve worked hard to build a thriving real estate business—don’t leave money on the table come tax season.

Many agents miss out on legitimate deductions simply because no one ever gave them a clear, real-estate-specific list of what can be written off. That ends today.

We’ve created a downloadable Write-Off Checklist for Real Estate Agents, inspired by Alchemy of Money, so you can easily track expenses and save more of what you earn.

 Bonus: Smart Year-End Moves to Cut Your 2025 Tax Bill 

(These aren’t write-offs—they’re power moves!)

 Prepay Expenses – Pay for software, rent, or coaching before Dec 31 to lock in deductions now.

 Review Your Mileage Log – Make sure every showing, closing, and inspection is tracked (apps like MileIQ help!).

 Upgrade Your Tech Stack – A new phone, laptop, or camera = business tools that also reduce your tax bill.

 Invest in Professional Services – Strengthen your bookkeeping or get tax strategy support before year-end.

Disclaimer

 This information is for educational purposes only and does not constitute financial or tax advice. Please consult your accountant or tax preparer for guidance specific to your business.

Hello SW Region Leaders and Associates,

One small shift in the way you speak about a home can completely change how your clients connect with it.

$500K agents sell the house.
$2M agents sell the outcome. 

Your language matters. The way you describe a home creates an emotional connection — and that’s what truly moves clients.

See the examples in the graphics below.

Takeaway:
Clients aren’t just buying square footage — they’re buying a life.

 Try practicing this shift in your next client conversation and notice the difference it makes.

If you liked this tip, hit reply — we’d love to hear your thoughts! 

Credit: Inspired by Kara Moll on IG

How to Be the Only Realtor AI Recommends
(Before Your Competition Figures It Out)

Hello SW Region Leaders & Associates,
If you think you’re still marketing to humans first, you’re already two steps behind.

 AI search engines are running the show: ChatGPT, Perplexity, and now even Google’s AI results.

They’re deciding who shows up, who gets recommended, and who gets forgotten.

 If you’re not popping up when your future client types “best Realtor near me,” then someone else is.
 And they’re getting your listings.

Let’s make sure that never happens again.

 What Is AI Search?

It’s not Google 2.0. It’s a whole new way people are finding info (and that includes real estate agents).

AI search doesn’t give you a list of links anymore. It gives full-blown answers, recommends businesses, and suggests agents based on what it knows about them.

 If AI doesn’t know you, it’s recommending someone else.

 This isn’t coming soon. It’s happening NOW.

 Realtors Who Ignore AI Search Engines Are In For A Rude Awakening!

If you want:
 More listings
 More inbound calls
 More “I found you online” leads
 Less cold-calling and begging for business

…you have no choice. You must show up in AI searches.

It’s not about being “good enough.”
It’s about being the only name AI knows to recommend.

 5 Steps to Get on AI’s Radar

 Daily Content = Daily Clients in the AI Era

The agents winning in the AI era post like real people, not robots. Daily content can include:

• Local market updates
• Quick tips for buyers and sellers
• Short how-to posts

 Pro Tip: Every time a client asks you a question this week, turn it into a blog post. AI will index it, summarize it, and start treating you like the expert you are.

 Be Seen, Be Heard, Be Ranked

Video isn’t optional anymore. It’s mandatory, across ALL platforms!

AI reads your captions, listens to your words, and ranks you higher if you’re consistent.

 Pro Tip: Use an AI-powered video editor like the Captions App so your videos are fully readable. Silent videos = invisible to AI.

 Traditional SEO is Dead

Keyword stuffing is dead. AI is smarter than that.

 What works now:

• Long-tail & local keywords that sound real (“first-time buyer in Orlando”)
• Linking to legit sources (gov’t stats, trusted sites)
• Speaking with confidence like the authority you are

 Pro Tip: Rewrite your bio like you’re answering:
“Why should AI bet on YOU instead of anyone else?”

 Feed AI Your Story

If AI doesn’t have clear, credible data about you, then it’s skipping right past you.

Here’s how to fix that:

• Upload blogs and bios to sites that train AI (Bing directly impacts ChatGPT Search)
• Set up automations to push your newest listings + reviews to AI platforms
• Create your own branded AI chatbot (yes—you can literally have a bot selling you 24/7)

AI Trusts What People Trust

Credibility is everything now. AI boosts names it sees quoted, shared, and cited.

 Ways to build trust:

• Get quoted in the local news
• Be a guest on podcasts
• Swap backlinks with trusted local businesses (photographers, lenders, stagers)

 Pro Tip: Even 3–5 solid citations can rocket you up in AI’s “trusted recommendations.”

The Bottom Line: You’re Either Discoverable or Disposable

In 2025, being invisible to AI = being invisible to clients.

 The choice is simple: Be discoverable or be disposable.

 If you liked this, hit reply—we’d love to hear your thoughts!

Your Regional Leadership Team kicked off Train the Presenter with Zach Younger in Scottsdale, AZ. This 2-day course gave agents the tools to become more confident and impactful trainers through hands-on exercises, group work, and live feedback. From mastering KWU standards to delivering powerful presentations, participants walked away equipped to lead and inspire at the highest level.

Hello SW Region Leaders & Associates,

We’re excited to share a free Zestimate Explainer Guide from Krys Benyamein — designed to help agents spark conversations and capture more leads.

This quick guide walks you through:
 What Zestimates actually get right
 Where they completely miss the mark
 How homeowners can truly understand their home’s value — by talking to a real agent

To make implementation simple, we’ve also included:
 A ready-to-post social media carousel
 Suggested caption text
 An email template you can send directly to your list

 Download everything here:

Zestimate Guide
Social Carousel
Email & Caption

P.S. If you find this resource valuable, just hit Reply — we’d love to hear your feedback!