Mortgage rates ticked ever so slightly for the better over the holiday week. In total, they are 30 basis points better, which translates to less than .125% in rate BUT we are heading in the right direction!

In other market related news, the House Price Index showed home appreciation at .4% increase in October, well above the expected .1%. This may come to a shocker to some but shows the market is still holding its own no matter what the news tells us.

We have seen strong applications this past week, many buyers seem to want to get off the fence and there is nothing like a premature New Years Resolution to make it happen! Stay diligent with your buyers and make sure they are pre-approved before you show them anything!

Happy New Year to all!

Brooks and the BK Team

Not because the lead wasn't good. Because the follow-up was weak.

Here's the framework I use, and teach agents to use, that turns "just looking" into signed contracts.

Hour 1: The Instant Response : Text them within 5 minutes. Not an email. A text. Something like: "Hey Sarah, got your info. Quick question, are you looking now or just exploring options?"

Simple. Direct. Gets a reply.

Hour 4: The Value Drop : Send them something useful. A market snapshot. A buyer guide. A list of new listings in their area. No ask. Just value.

This separates you from the 47 other agents who ghosted after the first text.

Hour 24: The Check-In : Call them. Yes, actually call. Most won't answer, but leave a voicemail that sounds human: "Hey, it's Brooks. Just wanted to make sure you got what I sent over. Let me know if you have questions."

If they don't pick up, follow with a text: "Tried calling, no worries if you're busy. What's the best time to connect?"

Hour 48: The Appointment Ask : This is where most agents quit. Don't.

Send one more message: "Hey Sarah, I work with a ton of buyers in your area. Would love to walk you through what's available and what you qualify for. Does Tuesday or Thursday work better?"

Give options. Make it easy to say yes.

The Reality: Most leads don't close because agents stop after one touch. They assume silence means no interest.

But silence usually means life got busy. Kids. Work. Distractions.

Your job? Stay present without being annoying.

This 48-hour framework works because it's consistent, helpful, and human. It doesn't feel like a sales pitch. It feels like someone who actually cares.

And that's what converts.