He Went From Struggling to #1 in His Brokerage in One Week

By Dave Zajdzinski

Founder of Leverage Agent, guiding business owners to scale with virtual assistants. He also owns a successful real estate business with 20 years of experience and nearly 2,000 homes sold.

One of my clients was drowning. He had agents on his team who needed appointments to survive, and not enough of them coming in. So we made a change, and within the very first week, he had booked sixteen appointments and become the number one appointment setter in his entire brokerage. Not top ten. Number one. Here’s exactly what we did.

This client came to me with a problem every team leader knows in their gut. His agents lived and died by appointments, by getting in front of real, interested people, and the pipeline simply wasn’t full enough. He was trying to carry too much of that himself, and it wasn’t scaling. He needed a dedicated engine for it, people whose entire focus was reaching out, starting conversations, and setting quality appointments so his agents could do what they do best: meet clients and close. That’s exactly the kind of role I place, not a general assistant, but specialized talent aimed at one clear outcome. So we built him a small team of dedicated appointment setters, sometimes called inside sales agents, and went to work.

The difference was the messaging, not just the manpower. Anyone can hand you a person and a phone number. What actually moves the needle is what that person says and how they say it. So we worked on the scripting and the approach, the way they opened conversations, how they handled objections, how they turned a cold reach-out into a real, warm conversation that someone actually wanted to continue. That’s the difference between a hundred calls that go nowhere and a handful of calls that turn into booked appointments. The talent matters, but talent pointed at the right message is what produces results. And here, the results were immediate: sixteen appointments in that first week.

The bigger effect was on the whole team’s morale. This is the part people underestimate. When appointments start flowing, everything changes. His agents suddenly had real, quality conversations on their calendars instead of chasing dead ends, and the whole energy of the operation lifted. It worked because of how we structured the handoff. The appointment setters weren’t blindly dumping names onto agents; they were having genuine conversations, qualifying the person, building a little rapport, and then passing a warm, ready lead to the agent. So the agent walks into a conversation that’s already halfway to yes. That protects the agent’s time and energy, and it makes the whole team feel like the machine is finally working. That kind of traction feeds on itself.

And it only worked because these were skilled professionals, supported to succeed. This is the whole philosophy behind what I do. The result came because these were dedicated, talented specialists, treated and supported as such, not disposable dialers. The people who did this happen to live in the Philippines, and they were set up to genuinely succeed, given the right message, real support, and a reason to care about the outcome. When you treat people that way, they perform that way. That’s why I don’t think of this as outsourcing in the cheap, transactional sense everyone imagines. I think of it as building someone a real, high-performing team. The number-one result in an entire brokerage doesn’t come from cutting corners; it comes from great people, pointed at the right goal, and supported to win.

So here’s the takeaway. If your business runs on appointments, or leads, or conversations, and you feel like you’re the only engine driving them, you don’t have to keep carrying that alone. The right dedicated talent, with the right message and the right support, can transform your pipeline faster than you’d believe, sometimes in a single week.

That’s what I do. I build people the specialized teams that actually move their numbers. If you’re ready to stop being the bottleneck in your own business, call or text me at 480-332-6468, email me at info@leverageagent.com, or visit blog.leverageagent.org.

Let’s talk about the outcome you’re after, and who I can put in place to get you there.