Author – Ken Hobson.
Smart Dial Lists can help you focus your energy on the prospects most likely to take action. By prioritising calls each morning based on “intent scores” (which measure a contact’s likelihood to engage or transact), you can make every phone call count.

Below is a simple explanation, a step-by-step workflow, and a list of AI tools that can help.

Why Intent-Based Call Lists Matter

Calling everyone on your database in random order is a waste of time. Some people are ready to move. Others are just browsing. By ranking contacts based on their behaviour—such as property views, email clicks, or enquiry patterns—you’ll:

• Save time

• Improve conversion

• Strengthen relationships

• Focus your attention where it matters most

What Is an “Intent Score”?

An intent score is a number (usually between 0 and 100) that shows how likely a contact is to take action—like booking an appraisal, attending an open, or making an offer. It’s based on data such as:

• Website visits

• Email engagement

• Portal activity (like realestate.com.au views)

• Open home attendance

• Recent replies or enquiries

• Time since last contact

Daily Workflow: Smart Dial List in 6 Steps

Step 1: Sync Your CRM and Marketing Platforms
Make sure your CRM pulls in activity data from your email platform, property portals, website, and call notes.

Step 2: Use AI to Assign Intent Scores
Each contact gets scored based on recent activity. For example:

• Viewed 3 listings in 24hrs = +15

• Clicked an email = +10

• Attended an open home = +25

Step 3: Sort Contacts Each Morning
Use a report or dashboard to sort your contacts from highest to lowest intent. Start calling from the top.

Step 4: Personalise Each Call
Before calling, glance at what triggered the score. Mention recent behaviour:

“Hi Sarah, I noticed you viewed a few homes in Paddington yesterday…”

Step 5: Log the Outcome
Record notes in your CRM to update future scores.

Step 6: Automate Follow-Up
If no answer, trigger a personalised SMS or email based on the property type they viewed.

Tips for Success

• Keep it to 10–15 calls max each day. Focus on quality, not quantity.

• Review the scoring model monthly to refine it.

• Use the data as a conversation starter—not a script.

• Don’t skip quiet contacts. Sometimes low-intent prospects just need a nudge.

Smart Dial Lists are a powerful way to make your mornings more productive. With a few tools and the right workflow, you can make every conversation count—and get ahead of agents who are still calling randomly.