Why Middle Tennessee Realtors Win More When They Pick Up the Phone
Thursday, September 18, 2025
Why Realtors in Middle Tennessee Win More When They Actually Pick Up the Phone
This week I’ve been on a mission: call over 700 past clients.
At first, I dreaded it. The thought of sitting down to crank through that many dials felt like punishment. I assumed people would be annoyed, brush me off, or worse—ignore me completely.
But here’s what actually happened: people answered. And not just with quick “doing fine” updates—they stayed on the line. We had real conversations.
We talked about retirement goals. Paying off their mortgage early. Downsizing once the kids graduate from schools in Rutherford County. Buying a lake house in Wilson County for weekends with the grandkids. And here’s the surprising part: people of all ages were willing to talk.
In a world where our phones buzz constantly with social media notifications, text messages, and spam emails, people are starved for real, one-on-one connection. They don’t always want another text. Sometimes they just want to hear a voice.
After about 30 calls, I realized something: this wasn’t draining—it was rewarding. I’ve now completed 130, and I can’t wait to finish the rest.
So what does this mean for you as a Realtor in Middle Tennessee? It means if people are this eager to connect with a familiar voice, imagine how powerful it is when you bring that same energy to new leads.
Here are 3 principles that separate the top agents in Middle Tennessee from everyone else:
1. Speed is the new currency.
In Middle Tennessee’s competitive market, the agent who responds first usually wins.
• A lead in Murfreesboro clicks on a Zillow listing at 2:47 PM. If you call back by 2:48, you catch them while they’re still thinking about the property. Call at 5:00? They’ve moved on, maybe even scheduled a showing with another agent.
• Research shows responding within 60 seconds makes you 391% more likely to convert.
Think of leads like hot chicken in Nashville—scorching when it hits the plate, but cold and unappealing if you wait too long.
2. Personalization beats generic scripts.
Middle Tennessee buyers don’t want a robot. They want someone who understands their world.
Instead of: “Hi, I saw you’re interested in buying a home.”
Try: “Hi Sarah, I saw you were looking at homes in the Oakland High School district in Murfreesboro. Families love that area because the schools are top-rated and traffic into Nashville isn’t bad with I-24. Is that what drew you there?”
See the difference? That’s the kind of detail that makes you memorable.
And with five minutes of quick research—checking LinkedIn for a job at Nissan in Smyrna, or noticing they posted about their kids’ soccer team in Williamson County—you can open the call like someone who already “gets” them.
3. Persistence pays.
Here’s the ugly truth: most agents quit too soon.
• 44% stop after the first call.
• 22% stop after the second.
That means almost 70% of your competition has already given up while you’re still dialing.
And yet, it usually takes 5–7 touch points before someone answers.
I’ve seen it firsthand. An agent in Lebanon followed the 7-day blitz protocol with a lead who wanted to buy near Cumberland University. Six calls, a few texts, and a voicemail later—on day 7—the lead finally responded. By day 14, she had them under contract.
Persistence isn’t pushy when you’re adding value. It’s professional.
The Takeaway for Middle Tennessee Realtors
People here aren’t tired of conversations. They’re tired of being treated like a number. Whether you’re calling past clients in Franklin or chasing new leads in Columbia, the same rules apply:
• Be fast.
• Be personal.
• Be consistent.
Do those three things, and you’ll close deals while everyone else complains about “bad leads.”
Want the exact Speed-to-Lead Playbook customized for your area? Scripts, follow-up sequences, and examples tailored to your market?
👉 DM me or text me, and I’ll send you a copy for your area.
Because in this business, the first agent to pick up the phone usually wins.
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