The 3-Step Formula That Replaces 'Is Now a Good Time to Talk?' FOREVER

Key Takeaways

• Traditional opening lines like "Have you got a minute?" immediately devalue your call and put prospects on the defensive.

• The O-F-Q (Opening, Fact, Question) framework is a simple, repeatable way to start any conversation with context and permission. 

• The "Fact" component must be mutually agreeable, building instant trust and rapport. 

• Using data from your CRM or a platform like Fello provides the perfect, non-creepy "Fact" to initiate meaningful outreach. 

• Mastering this framework helps you harvest insights for your long-term pipeline, not just chase today's transaction.

The Conversation Killer We All Use

We’ve all been there. You have a contact in your database you know you should call. Maybe they clicked on a home valuation link last month, or you met them at an open house a year ago. You finally dial the number, they pick up, and the first words out of your mouth are…

“Hi, is now a good time to talk?” Or maybe it’s, “Am I catching you at a bad time?” 

You can almost feel the energy drain from the call. Their guard goes up. Your posture sinks. You’ve accidentally signaled that your call probably isn't important and is likely an interruption. In a world before caller ID, this was a polite courtesy. In 2025, it’s a conversation killer. 

But what if you could start every conversation with confidence, context, and immediate rapport?

In our recent webinar with renowned sales expert Phil M. Jones, he shared a powerfully simple framework designed to do exactly that. It’s called the O-F-Q formula, and it’s a game-changer for any agent who wants to turn outreach into a useful conversation.

The High Cost of a Bad Start

A strong opening builds instant momentum. It establishes you as a thoughtful professional with a valid reason for connecting, making the other person more receptive to the conversation that follows.

The Solution: The O-F-Q Framework

The O-F-Q formula — Opening, Fact, Question — is elegant in its simplicity. It’s a three-step sequence that provides the structure for a perfect opening every time. 

• Opening: This is just a simple, polite greeting. "Hi Ryan," is all you need. Don't overthink it. 

• Fact: This is the most critical piece. The fact must be mutually agreeable — something you and the other person know to be true. This provides the context for your call and gets an instant "yes" in their mind.

• Question: Too often, we ask hard-to-answer questions like, "What are your real estate goals?" Instead, ask something easy and simple that invites them into the conversation.

This structure works because it replaces an ask ("Can I have your time?") with a statement of fact, which is impossible to argue with. It disarms the prospect and creates a collaborative, rather than confrontational, tone from the first sentence.

O-F-Q in Action: A Real-World Scenario

Let's see how this works with a common situation: following up with a lead who registered on your website to look at homes.

The Traditional (Less Effective) Approach:

"Hi, Ryan? This is Jane from ABC Realty. I'm just calling because I saw you signed up on our website. Is this a good time / Have you got a minute to talk about what you're looking for in a home?"

By asking if this is a good time to talk you're instantly signaling "this is not important." When in reality, you want to talk about their most valuable asset. 

The O-F-Q Approach:

(Opening) "Hi Ryan,"

(Fact) "I can see from my information that you were on our website recently looking for some information about what your home may be worth."

(Question) "Was that just for your own information, or are you thinking about trying to do something?" 

Notice the difference? The second script is confident, provides immediate context, and ends with a simple, low-pressure question. It opens the door for a real conversation about their timeline and motivation. 

More Example O-F-Q Scenarios

Sequence 1: Calling a Past Client from 202X

This sequence demonstrates the full framework, moving from the initial O-F-Q into a series of past, present, and future questions to uncover the client's current situation.

• Opening/Fact: "Hi Ryan, it’s Phil. I can't believe it's been almost X years since we were sitting at the closing table in that weird attorney's office and we finally got you the keys to your new place.”

• Question: "Are you still living in the house?"

  • Past Question: "How's it been for you over the last X and a bit years?"

  • Present Question: "And how's it serving you now, now that the kids are a little bit older?”

  • Future Question: "And how much longer do you see yourself staying there?"

• The Offer: "Would it help if you had an accurate understanding of what a house like yours might be worth in a market like this?"

• The Close: "When would be a good time for us to reconnect and find out what you learn from the data we provide?"

Sequence 2: Reconnecting with an Open House Lead from a Year Ago

This sequence is for reaching out to a cold contact from your database that you met at an open house.

• Opening/Fact: "Hey Ryan, it's Phil calling, you probably don't remember me, but I was the real estate agent that you spent a short time connecting with at an open house back at 123 Main Street in 2023.”

• Question: "Did you guys ever end up buying a house?"

  • Present Question: "Where are you living right now?" and “What's your current situation?"

  • Future Question: "How much longer do you see yourself staying there?"

• The Offer: "Would it help if once a year we just dropped in and gave you an understanding of what a house like yours might be worth, based on market conditions?"

• The Close: "And when would be a good time for us to have our annual review to find out how your plans have changed?"

CTA: Watch the webinar on-demand to get all the O-F-Q statements and questions! You may have to register (and you’ll get access to all webinar recordings). 

The Amplifier: Finding Your "Fact" Without Being Creepy

The most common question agents have is, "Where do I get a good 'fact'?" This is where having the right data is key. Rummaging through a messy database for a conversation starter is inefficient and often fruitless.

Fello is designed to be your "fact-finding" engine. It connects to your CRM, enriches your data, and monitors your contacts' behavior to provide you with timely, relevant signals for outreach. Instead of cold calling, Fello tells you who is signaling they’re ready to sell so you can focus on them. 

Your "fact" is no longer a random guess; it's a specific data point in your database:

• "I noticed you’ve been in your home for about 13 years and have significant equity…”

• "I see you just requested an updated valuation of your home on my website..." 

• "My system shows you’ve been on my site looking at homes in the Glenwood area..."

• “We connected at an open house at 123 Main Street last year…”

Fello provides the data-driven "why" for your call, making your outreach feel personalized, not intrusive. It turns the O-F-Q framework into a scalable system for uncovering the 50–70 warm leads that are already hiding in every 1,000 contacts in your database. 

From a Simple Formula to a Stronger Pipeline

Mastering the O-F-Q framework is about more than just having a better opening line. It’s a fundamental shift in how you approach your database. It moves you from being a random agent "just checking in" to a trusted advisor reaching out with relevant information at the right time.

Each call becomes an opportunity not just to chase a transaction, but to harvest valuable insights that build your pipeline for years to come. You learn about their timelines, their motivations, and their unique circumstances, all because you started the conversation on the right foot. This is how you build a moat around your business and ensure that when someone in your database thinks "sell my house" or “buy a house,” they think of you.

Put the O-F-Q Framework into Action

Already a Fello Customer? Your account is already tracking the engagement signals you need to find the perfect "fact" for your next call. Reach out to your Success Manager or email success@fello.ai for questions and strategy sessions.  

Ready to prospect with precision? Fello gives you the data-driven insights to know exactly who to call and why. Stop guessing and start having conversations that convert. Book a demo today to see how Fello can power your O-F-Q strategy.

Frequently Asked Questions

What's the biggest mistake agents make when prospecting their database?

The most common mistake is generic, one-size-fits-all outreach. Agents often send the same email to everyone or use vague scripts like "just checking in," which lacks value and is easily ignored. Effective prospecting relies on personalization, which starts with having a specific, relevant reason to connect — the "Fact" in the O-F-Q formula.

How can I prospect my database without cold calling everyone?

The solution is to prospect with intelligence, not just volume. Instead of calling your entire database from A–Z, you should focus your efforts on the contacts who are showing signs of intent. A platform like Fello uses AI to track behavioral data — like how often someone views their home value dashboard — to create a comprehensive Lead Score. This tells you exactly who the warmest prospects are, so you can spend your time having meaningful conversations with people who are already thinking about a move.

Why is focusing on my existing database better than buying new leads?

Your existing database is your most valuable and cost-effective asset. According to the National Association of REALTORS®, 61% of an agent's business comes from referrals and past clients. These individuals already have a relationship with you. Nurturing that sphere is far more profitable than constantly paying or chasing cold leads. Furthermore, 73% of sellers only interview one agent, making it critical to stay top-of-mind with your database to win their business when the time is right.