Coach ยท lead conversion
Felicia Carter.
Director of Agent Success at the Kenna Real Estate Group. She coaches agents, inside sales agents and brokers to turn leads into appointments.
A live person answers. Not a robot, not a phone tree. Updated September 2026.
Convert with confidence
The leads you have are the leads you need.
Felicia runs agent success for the Kenna Real Estate Group: the Follow Up Boss stages, the call plans and the weekly group coaching call. She coaches the words, the follow-up and the confidence that turn a web lead into an appointment.
- Director of Agent Success. Kenna Real Estate Group at Keller Williams DTC.
- Lead conversion coach. Agents, inside sales agents and brokers.
- In real estate since 2019. Started on the phones, then built teams and lead strategy.
- Follow Up Boss. Stages, ponds, smart lists and call plans, set up and run.
- Coaches with Dusty Oglesby. Weekly group coaching with the founder of DEFINED Coaching, who has worked with 45,000+ agents.
- Real Broker. Licensed in Tennessee with The Real Brokerage, license 352485.
What Felicia coaches
Six sessions agents ask for.
Confident first calls
The first 30 seconds of a web lead call, without the script voice.
- This week
- Role-play the opener and the first three questions until they sound like you.
- The number
- Conversations per 10 people contacted.
The follow-up plan
No lead dies between the first call and the appointment.
- This week
- Build the call plan, the text templates and the saved search for every stage.
- The number
- Leads with a next task set.
Follow Up Boss that works
Stages, ponds and smart lists that tell you who to call.
- This week
- Clean the stages, build three smart lists, run them every morning.
- The number
- Overdue tasks. Goal: zero.
ISA and team conversion
Inside sales agents who set appointments that show.
- This week
- Weekly call review, the handoff to the agent, the appointment confirmation.
- The number
- Appointments held per week.
The weekly group call
Accountability with other agents.
- This week
- One number reported each week, one role-play, one fix.
- The number
- Weeks in a row at your number.
Confidence
The calls you avoid, made.
- This week
- A 10-minute warm-up before every call block.
- The number
- Call blocks completed per week.
How do Brian, Mike and Felicia coach together?
- Brian coaches the pipeline. 50 conversations a week, speed to lead, the scorecard, the listing appointment.
- Mike coaches the money. The financing conversation and pre-approval calls.
- Felicia coaches conversion. First calls, follow-up plans, Follow Up Boss and ISAs.
Questions
Quick answers.
Who is Felicia Carter?
Felicia Carter is Director of Agent Success at the Kenna Real Estate Group and a real estate lead conversion coach for agents, inside sales agents (ISAs) and brokers. She has worked in real estate since 2019.
What does a lead conversion coach do?
Turns the leads you already have into conversations and appointments: the first-call language, the follow-up plan, the CRM stages and the weekly numbers.
Does Felicia coach inside sales agents?
Yes. She coaches ISAs, agents and brokers, and she started her career on the phones.
Book a coaching call
Book a call about coaching with Felicia.
303-955-4220A live person answers. Not a robot, not a phone tree.
- 20 minutes. Your numbers, your calendar, one plan.
- A real coach. A working team leader who still sells, not a call center.
- No contract on the call. You leave with the plan whether you hire us or not.
Elevate Sales Coaching is run by Brian Lee Burke, team leader of the Kenna Real Estate Group at Keller Williams DTC (KWDTC).