Beyond 'Just Checking In': A Framework for Conversations That Build Your Pipeline

In our recent three-part webinar series with master communicator Phil M. Jones, we explored how agents can guide conversations to create curiosity, uncover true motivation, and convert. One of the most common agent habits he identified as ineffective is the reliance on generic, empty phrases.

We've all done it. We send a text "just checking in" or leave a voicemail "to circle back.” These phrases are so common they've become meaningless. They signal to the prospect that we don't have a specific reason for our call, which makes it easy for them to ignore.

If the goal of prospecting is to build a pipeline, you need a framework for conversations that actually move the relationship forward. Here is a simple, repeatable playbook that turns a cold call into a meaningful, value-driven conversation.

Step 1: The Approach (The Opening-Fact-Question)

The worst time to think about what you're going to say is in the moment you're saying it. A structured approach removes the guesswork. This framework, known as the Opening-Fact-Question (OFQ), consists of three simple parts:

1. A Polite Opening: "Hi, Ryan..."
2. A Mutually Agreeable Fact: This is the key. It's a non-debatable truth both parties agree on that provides the reason for your call.
3. An Easy-to-Answer Question: This question should be non-threatening, not difficult to answer, and designed to start a dialogue

Example (using an alert from a Fello home value request):

"Hi Ryan, you may not be expecting my call, but I can see from my database that you were on our site last night looking for some information about your home... was that just for information's sake, or are you thinking about moving, selling, or something?"

This opening is respectful, transparent, and immediately gets to the heart of their digital body language in a non-confrontational way.

Step 2: The Discovery (Past, Present, Future)

Once they've engaged, your only goal is to learn their situation, motivation, caveats — context. Resist the urge to sell, and instead, get curious. A simple way to do this is by asking questions about their Past, Present, and Future.

• Past: "So, what have you learned from your search so far?" or "How has your house been for you over the last few years?"
• Present: "What's your current situation?" or "So, where are you at with your home right now?"
• Future: "How much longer do you see yourself staying there?" or "So, where do we go from here?"

This questioning sequence allows them to tell their story and gives you the crucial context you need to actually help them, which leads to the final step.

Step 3: The Invitation (The Value Offer)

If you've ever found yourself in a moment of distress, you know that the phrase "If there's anything I can do to help, let me know" is not helpful at all. It puts the burden on the other person to diagnose their own problem and create a task for you. A doctor would not tell someone with a broken arm to let her know if there was something she could do to help.

A far more powerful approach is to offer specific value based on the context you've just learned and your expertise. The best way to do this is with the phrase: "Would it help if...?"

• "You've mentioned you're not sure what your home is worth... Would it help if you had an accurate understanding of what a house like yours might be worth in this market?"
  
  
• "It sounds like you're frustrated with the lack of options... Would it help if I shared some of our off-market listings so you can see properties no one else is seeing?"

Because you spent time learning their context, you know what kind of help they need. Offer it. This isn't a hard close; it's a helpful invitation. It positions you as a valuable resource and makes "yes" the easiest possible answer.

How Fello Sets You Up for Success

Having a great script is half the battle. Fello gives you the tools to know when and how to use it.

• Fello Provides the "Fact": Fello's real-time alerts provide the perfect, data-driven "Fact" for your OFQ. That's what turns a cold call into a warm, relevant, and timely touchpoint.
  
  
• Fello Helps You Practice: Fello's Ask AI assistant is the perfect sparring partner. You can ask it to "Generate call scripts" or "Simulate objection handling" based on these exact frameworks, so you can build the confidence to handle any conversation.

Fello provides the signals, and this framework provides the script. Together, they turn random acts of prospecting into a reliable, repeatable system for building your pipeline.

Ready to see how they work together? Book a demo.

Already a customer? Rely on the Ask AI assistant to help you master these conversations, with specific details on your contacts!