Episode 099: How an 80% Discovery Rate Almost Cost Us Everything (How We Fixed It in 7 Days) with Josh and Tiffany High

Send us Fan MailMost real estate businesses don’t lose deals due to marketing, but rather because of broken follow-up.For today's episode of the Results Driven Podcast, Josh and Tiffany High walk through a real situation inside Heels Homes where their discovery rate quietly climbed to over 80%, putting deals and revenue at serious risk.Listen as they break down how they identified the issue, what systems failed, where human behavior got in the way, and the exact framework they implemented to resolve it quickly. This episode is practical, uncomfortable, and packed with real lessons from the field. Enjoy the show!You'll Learn How To:Understand what discovery rate really meansIdentify early warning signs inside your KPIsDiagnose the real problem: People, process, or systems?Increase contact rates by restructuring how and when your team reaches outWhat You'll Learn in This Episode:(01:23) What discovery rate is and how it’s measured(03:03) How fake opt-ins and missed calls impact inbound leads(04:02) Why monthly reviews weren’t catching the issue fast enough(04:56) The pros and cons of using call services(07:15) Prioritizing leads based on how long leads have been in the system(08:13) Setting expectations for first-contact timing(09:55) How many on average leads are sitting in the last seven days of discovery(11:06) Implementing 48 touches in the first 10 days(13:08) Finding the gap between CRM data and actual calls(15:24) Auditing leads to uncovering system and human failures(17:00) Resetting expectations and accountability with the team(17:53) The problem between focusing on tasks vs used(19:58) Dropping the discovery rate from 80% to 43% in one weekWho This Episode is For:Real estate investors who are generating leads but struggling to connectOperators who are managing sales teams and follow-up specialistsBusiness owners who want better visibility into their KPIsAnyone who feels like deals are slipping through the cracksWhy You Should Listen:If you are getting leads but not enough conversations, this episode shows you how that happens and how to fix it.Follow Tiffany and Josh here:Tiffany Instagram: @tiffanyhighofficialJosh Instagram: @joshhighofficialWebsite: https://resultsdrivenrei.com/home/Get Tiffany’s free resource: www.rdebook.com “26 Costly Mistakes I Made While Building My Seven-Figure Real Estate Business”