The Monday Morning System: Converting Weekend Leads Before Noon

Weekend leads come in Saturday and Sunday.

Most agents call them Tuesday.

By then, someone else already has the appointment.

The Weekend Lead Problem

Leads don't wait for your work schedule.

They fill out forms on Saturday afternoon. They browse homes on Sunday morning.

They expect a response within hours, not days.

The Monday Morning Protocol

Log into your CRM at 8am Monday.

Pull every lead from Friday 5pm through Sunday midnight.

Call them all before noon.

The Timeline That Matters

8am to 9am: Review all weekend leads 9am to 11am: Call every single one 11am to 12pm: Send follow-up texts and emails 12pm: Done

Four hours. Every weekend lead contacted.

What to Say

"Hi, this is [your name]. I'm calling about the property you looked at on [street name]. Are you available to see it this week?"

That's it. No pitch. No speech.

Just the property and the appointment.

The Response Rate

Leads contacted Monday morning: 40-50% response rate

Leads contacted Tuesday: 20-30% response rate

Leads contacted Wednesday or later: 10-15% response rate

Speed matters.

Lead Categories

Hot leads: Requested showing, asked about price, submitted multiple inquiries

Warm leads: Viewed listing, saved property, signed up for alerts

Cold leads: General search, broad inquiry, no specific property

Call hot leads first.

The Voicemail Strategy

Leave one voicemail:

"Hi, this is [your name] calling about [address]. My number is [your number]. I'll try you again in an hour."

Then call back in an hour. No voicemail the second time.

Third attempt gets a text.

The Text Follow-Up

If no answer after 2 calls:

"Hi, this is [your name]. Tried calling about [address]. When's a good time to connect?"

Keep it short. Include the address. Ask for a time.

The Email Follow-Up

Send an email within 30 minutes of your first call:

Subject line: "Re: [Address]"

Body: "I tried calling about the property at [address]. Here's what you should know: [2-3 key details]. When can we schedule a showing?"

Include your phone number. Make it easy to respond.

The Multi-Channel Approach

For hot leads:

Call Text Email All within the first hour

You don't know which channel they prefer. Use all of them.

Lead Source Matters

Zillow leads: Call within 5 minutes if possible

Your website leads: Call immediately

Open house sign-ins: Call Monday morning

Social media inquiries: Respond same day

Different sources need different urgency.

The CRM Notes

Log every attempt:

"8:15am - called, no answer, left voicemail" "8:20am - sent text" "8:25am - sent email" "9:15am - called again, no answer"

This tells you when to try again.

When They Answer

Get the appointment:

"When are you available to see it? I have Tuesday at 2pm or Thursday at 10am."

Give options. Get commitment.

Book it in your calendar while you're on the phone.

The Common Mistakes

Waiting until you're "in the office" to call.

Sending an email instead of calling.

Calling once and giving up.

Not texting because "they might not like it."

Your job is to reach them. Use every tool.

The Weekly Pattern

Monday: Contact weekend leads Tuesday: Follow up with Monday no-answers Wednesday: Follow up with Tuesday no-answers Thursday: Final attempt on the week's leads Friday: Prepare for next weekend's leads

Keep moving through your pipeline.

The Conversion Goal

25 weekend leads should generate:

10-15 conversations 3-5 appointments 1-2 new buyer consultations

If your numbers are lower, you're not moving fast enough.

Your Next Monday

Set an alarm for 7:45am.

Open your CRM at 8am.

Pull weekend leads.

Start calling at 9am.

Don't stop until you've attempted to reach every single one.

Speed wins. Every time.

Tiffany Hampton is a seasoned real estate leader and MAPS Coach with over two decades of experience helping agents succeed through leadership, coaching, and innovative strategy. As the founder of AgentGrowth365.com, Tiffany delivers proven systems, tools, and training that empower agents and market center leaders to grow with clarity and purpose. Whether you're looking to hit 24 transactions, streamline your coaching systems, or lead your business with impact, AgentGrowth365 offers a full suite of solutions designed to meet today's challenges and scale tomorrow's success.