Call Evaluation & Performance Analysis
Leon always does a nice job establishing rapport and demonstrates strong industry awareness and understanding.
He displays strong understanding and awareness of real estate, which gives him credibility with prospects.
Leon is a good listener, though not yet a trained listener. At 8:06, he asked "What are your biggest challenges?" and the prospect opened up for several minutes.
Rapport and industry knowledge — Leon connects easily and has credibility. The prospect even compared CG to "Tiger 21 for real estate" which is excellent positioning language.
Strict discipline in the closing sequence — avoid tangents, deliver the 3 elements crisply, and never let politeness override persuasion. Close with confidence and assumptive tone.
Coaching Tip:
Intro must be under 60 seconds, crystal clear, and framed with exclusivity. Use three qualifiers ($10M, $2M, $15M) immediately and replace "Does that make sense?" with open-ended prompts like "What's your reaction to what I just shared?"
Coaching Tip:
Leverage prospect language and mirror their words back. When they say "outgrown coaching," immediately connect that to CG's peer-to-peer collaboration model.
Coaching Tip:
When the prospect says Yes, move directly to deposit. Correct response: "Great — you are confirmed for March. Would you like to put your deposit fee on Amex, Visa, or another card?"
Leon showed good rapport-building skills and industry knowledge, but struggled with a confusing introduction and weak closing discipline. He needs to sharpen his intro to 60 seconds max with immediate qualifiers, replace closed-ended questions with open prompts, and close with confidence rather than hiding behind email follow-ups.
| Category | Weight | Score (1-5) | Weighted Result |
|---|---|---|---|
| Rapport & Credibility | 20% | 4 | 0.80 |
| Framing & Structure | 15% | 1 | 0.15 |
| Objection Handling | 15% | 2 | 0.30 |
| Closing Sequence Discipline | 25% | 2 | 0.50 |
| Tone & Confidence | 15% | 2 | 0.30 |
| Urgency & Persuasion | 10% | 1 | 0.10 |
| TOTAL | 100% | — | 2.15 / 5.0 |
Sharpen the intro to 60 seconds max with qualifiers + visuals. Borrow "Tiger 21 for real estate" language
Replace closed-ended questions with open-ended prompts to drive dialog
Leverage prospect language — mirror their words back (e.g., Tiger 21 reference, "outgrown coaching")
Tie pain points to value — play back what they said and connect directly to CG's benefits
Control the close with confidence — once prospect says Yes, move directly to deposit
Avoid politeness at the expense of persuasion — respectful but authoritative tone is critical
Strict discipline in closing — no tangents, no banter, no hiding behind email