ALM Appointment Framework
ALM = Appointment, Location, Motivation. These three qualifying pillars determine lead quality and conversion likelihood on every first contact.
Why Appointment First
Discussing appointment on the first connection call makes a lead 3x more likely to transact. Appointment is the highest-signal qualifier — a buyer willing to schedule is a buyer ready to act.
CRM Status Update — Immediate
After confirming an appointment, immediately update the lead status to "Showing Homes" in the CRM. This is not administrative housekeeping — it triggers algorithm benefits that increase future lead flow and priority routing.
Speed-to-Lead Cadence
- 6+ contact attempts in the first few weeks (10+ over 2 weeks is optimal)
- Each attempt follows the sequence: Call → Voicemail → Email → Text
- 89% of consumers prefer text as a communication channel
- Maintain 6+ touches monthly after initial contact phase
Contact Sequence Per Attempt
| Step | Channel | Purpose |
|---|---|---|
| 1 | Call | Direct conversation attempt |
| 2 | Voicemail | Leave value-driven message if no answer |
| 3 | Reinforce with written context | |
| 4 | Text | Highest-response channel, use for quick engagement |
Key Principles
- Speed wins. First agent to make meaningful contact captures the opportunity.
- ALM qualification happens on call one, not call three.
- CRM discipline is not optional — algorithm benefits compound over time.
- Text is the dominant consumer preference. Lead with value, not pitch.