The hardest part of lead generation isn't finding people to call. It's figuring out who you should be talking to right now.
If you have a database of 500, 5,000, or 10,000 contacts, the old-school advice is to "just grind." Start at 'A', dial until you hit 'Z', and hope you catch someone at the right time.
But this spray-and-pray method has a massive opportunity cost. While you’re leaving a voicemail for "Aaron" (who isn't moving for 10 years) and "Barbara" (who just refinanced), you are neglecting "Zeke," who just visited his consumer home value dashboard five times in the last 24 hours.
By the time you get to 'Z', Zeke has already listed with someone else.
The problem isn't that you aren't working hard enough. It's that you’re working blindly. “Alphabetical” is a really bad strategy for finding your next buyer or seller. Fello’s Lead Score is a way to filter the noise so you can focus 100% of your energy on the people signaling they’re ready to transact.
Lead Score is a digital metal detector for your database.
In the Fello platform, Lead Score leverages artificial intelligence (AI) to track property and mortgage data, and activity data, for every contact. It’s watching how they interact with your marketing, and looking for their estimated equity, time-in-home, MLS status, and more.
Every time a contact opens an email, scans a QR code, or views their consumer home value dashboard, the AI analyzes that behavior. It creates a comprehensive score that prioritizes leads based on their likelihood to convert.
The Lead Score tells you who to get in front of first. It transforms your database from a static list of names into a ranked hierarchy of opportunity.
Here are four specific strategies to turn that number into revenue.
Stop sitting down to make 50 random calls or work through the ‘As’. Instead, commit to making 10 high-impact calls.
Use your Lead Score as the primary filter for your daily prospecting. In Fello, you can sort your entire database by score.
By filtering out the noise, you ensure that every time you pick up the phone, you are talking to someone who is already thinking about real estate.
A high Lead Score indicates interest, but it doesn't always indicate capability. To get really granular, you need to layer your data.
Use Contact Segmentation to combine behavioral intent with financial reality.
Create a custom Segment in Fello that looks for this specific criteria:
This creates a refined target list of homeowners who have the motivation to move, the money to do it, and haven't heard from you in a while. This could be one of the most valuable lists in your entire database, and you can build it in seconds.
Other Segmentations to consider:
When you’re layering data, typically you will only have a handful of contacts that meet the criteria, which means you have really homed in on who is signalling they’re thinking of selling. Some of these Segments may have NO contacts in them. However, when a contact does meet the criteria, you’ll be alerted real-time so you can call immediately.
Seeing a high Lead Score is great, but calling a lead and saying, "I saw your score is 92!" is not only really creepy, but means nothing to the homeowner. You need context to make the call feel natural and worth their time.
Before you dial, use Ask AI to do the heavy lifting.
Ask AI analyzes a contact's activity to provide a concise summary of why their score is high. It might tell you, "This contact viewed their consumer dashboard 3 times and looked at your 'Cash Offer' page."
Then, take it a step further. Use Ask AI to generate a custom script based on that history.
This turns a cold check-in into a relevant, value-driven consultation.
Ask AI can also generate scripts for countering objections the homeowner may have to learning how they could be leveraging their equity (or whatever the case may be) — which seems silly, but we’ve all been there.
If you run a team, you know that motivation dips. Making calls is hard work.
Use Lead Score to run a smarter sales competition. Instead of rewarding agents who make the most dials (which encourages spamming), reward them for who engages the most High-Scoring Leads.
Use the Leaderboard module on the Home Dashboard to track activity and foster friendly competition. Set a weekly goal: "Who can log the most notes on contacts with a Lead Score of 80+?" You can change the lead score (70+), or the outcome (get the most listing appointments) as you see fit.
This aligns your team's incentives with actual revenue-generating activity, ensuring they aren't just hitting a dial count, but are actually working the best opportunities in the system.
In 2026, speed-to-lead isn't about being fast; it's about being right. You can’t afford to waste hours cold calling people who aren't ready while ignoring the ones who are. Let the Lead Score dictate your day, and watch your efficiency — and your conversion rate — skyrocket.
For Fello Customers: Are you using Lead Score to drive your daily calls? If not, reach out to your Success Manager or email success@fello.ai. We can help you build the custom Segments and Alerts mentioned in this article so you never miss a hand-raiser.
For Agents Who Want Better Leads: Stop chasing cold leads and start working the opportunities already in your database. Book a Demo today to see how Fello’s AI can rank your contacts and show you exactly who to call next.
No! A low score just means they aren't ready right now. They belong in an Automated Workflow (like a long-term nurture or market report campaign). Let the system incubate them. When their life changes and they start engaging, their score will rise, and they will bubble up to your "Power Hour" list.
It updates in real-time based on activity. If a contact wakes up at 2 AM and reads three of your emails, their score will be higher when you log in at 8 AM. This is why checking your high-priority segments daily is crucial.
Yes. You can use Segment Watch to notify you immediately when a contact enters a specific segment — for example, a segment defined by "Lead Score is greater than 85". This allows you to call them while they are likely still looking at your content.