303-955-4220

Real estate sales coaching

The real estate coaching program.

Twelve modules from a working sales floor. Each one ends with a number you track every day.

Book a 20-minute callSee the program

A live person answers. Not a robot, not a phone tree. Updated September 2026.

Concept photography: AI-generated illustrative imagery.

The short answer

Have 50 conversations a week, call every new lead inside 5 minutes, work unreached leads 15 times in 60 days, and score your day: activity up to 80 points, plus appointments, agreements and closings. Those four habits are the program.

Module 1

50 conversations.

2 minutes or more each. 10 a day, counted daily.

Module 2

Five minutes.

Every new lead called inside 5 minutes.

Module 5

60 Days of Gain.

15 calls in 60 days on every unreached lead.

Module 12

The scorecard.

Bronze 60, silver 75, gold 90. Every day.

Brian Lee Burke.

Your real estate coach

Brian Lee Burke.

Licensed broker since 2002 and team leader of the Kenna Real Estate Group at Keller Williams DTC. He runs this program on his own sales floor every day.

  • 306 homes, $117 million. His own sales in the last 10 years.
  • 1,000+ homes with his team. Over 20+ years in Colorado.
  • Two books. Mastering Real Estate and The Real Estate Playbook.
  • The HUD Home King. Colorado HUD homes since 2010.
Meet BrianBook a free 20-minute call

The 12 modules

One module a week.

Take a module with the AI coach
Module 01

50 conversations

You stop chasing leads and start talking to people.

This week
Prospect 4 hours every day. Two 2-hour blocks or half-hour chunks, your call. Count conversations of 2 minutes or more, every day.
The number
Conversations this week. Goal: 50, 10 a day.
Module 02

The five-minute rule

Every new lead hears from you before a competitor does.

This week
Saved search, matching homes emailed, then a call, inside 5 minutes of every new lead.
The number
Share of new leads dialed inside 5 minutes.
Module 03

Answer the phone

You stop losing the callbacks that were ready to buy.

This week
Call forwarding on. Save your CRM number as MONEY CALL. Return every missed call inside the hour.
The number
Inbound calls answered. Goal: 80%+.
Module 04

Point the dials

Same effort, far more conversations.

This week
Rebuild call lists: HOT, WARM, Nurture and never-reached leads before any archive dialing.
The number
Conversations per 100 dials.
Module 05

60 Days of Gain

No new lead dies unreached.

This week
Run 15 calls in 60 days on every unreached lead. One task per call. Never batch-complete.
The number
Call tasks done on the day they are due.
Module 06

LPMAMA

You know a buyer from a browser in one call.

This week
Practice the six questions out loud. Log every answer. No showing without three of six.
The number
Leads with 3+ answers logged.
Module 07

Words that win

You sound like a professional, not a salesperson.

This week
Retire the six never-say phrases. Run the three-ask on every non-buyer. Drill the six-step objection method.
The number
Appointments per 10 conversations.
Module 08

Stages tell the truth

Your CRM works for you between calls.

This week
Clean every stage. HOT weekly, WARM monthly, Nurture quarterly. A saved search on everyone.
The number
Overdue HOT and WARM leads. Goal: zero.
Module 09

The appointment is the point

Calls turn into consultations and signed agreements.

This week
Offer two or three times, never an open window. Ask the one-thing question. Log the outcome.
The number
Appointments held and agreements signed.
Module 10

Most prepared person in the room

You win listings with evidence.

This week
Build a Smart Pricing Report with three price strategies and a seller net sheet for every listing appointment.
The number
Listing appointments to signed listings.
Module 11

Text like a professional

Your texts reach the inbox, not the spam filter.

This week
Rewrite every template to the five-item carrier-safe standard. One ask per text.
The number
Reply rate on first texts. Zero carrier blocks.
Module 12

The scorecard life

You coach yourself every morning.

This week
Score every day: activity up to 80 points, plus appointments, agreements and closings. Dials earn nothing. Review the week on Monday.
The number
Week medal: Bronze 300, Silver 375, Gold 450.

What does the daily routine look like?

  • 1. Inbox and showing requests. People who raised their hand come first. Never drive to a showing before you have spoken with the buyer.
  • 2. New leads. Call now. Answer: conversation, notes, stage, saved search. No answer: into the call plan.
  • 3. Unreached leads. Load them as a call list. One call task per call.
  • 4. Tasks. Today's tasks first, then overdue.
  • 5. HOT leads, weekly. Appointment set, showing, pre-approved, or moving in 0 to 2 months.
  • 6. WARM leads, monthly. Getting pre-approved, or moving in 2 to 6 months.
  • 7. Nurture, quarterly. Six months out, sphere and past clients. Reconnect on the last conversation, never "are you ready yet?"

Which rules do the best agents keep?

  • If it is not in the CRM, it did not happen. Every call, text, showing and note gets logged.
  • Read the notes before you dial. A note that says "has an agent" is a task to close, not a missed call.
  • Give them houses first. Web leads look for homes, not for an agent. The saved search earns the conversation.
  • Every call has one job. Earn the next meeting.
  • Integrity is a choice. Checking off a task you did not do breaks the whole system.

Pick your format

Three ways to work with a coach.

Self-paced

Modules

  • All 12 modules
  • Scorecard and trackers
  • Scripts and text kit
  • Monthly group Q&A
Start here
Group cohort

12 weeks

  • Everything in self-paced
  • Weekly group coaching
  • Daily scorecard review
  • Role-play every week
Book a call
One-on-one

Weekly

  • Everything in the cohort
  • Weekly one-on-one
  • Your CRM reviewed with you
  • Listing presentation review
Book a call

Go deeper

Where to go next.

The daily scorecardScorecard50 conversations a weekThe standardSpeed to leadNew leadsReal estate scriptsScripts

Questions

About the program.

How long is the program?

12 weeks, one module a week, with a scorecard every day and a coaching review every week.

Do I need a team or a CRM?

You need a phone and a CRM that logs calls. The modules use Follow Up Boss language (stages, tasks, smart lists), and they work in any CRM with stages and tasks.

What if I am a new agent?

Start at module 1 and module 6. New agents win on conversations and LPMAMA before anything else.

What does it cost?

The price is set on the 20-minute call, after we see your numbers. You leave the call with the plan either way.

Book a coaching call

Book a call about real estate coaching.

303-955-4220

A 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.

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Elevate Sales Coaching is run by Brian Lee Burke, team leader of the Kenna Real Estate Group at Keller Williams DTC (KWDTC).