Each and every week, we run secret shopping exercises for B2C brands across industries—real estate, home services, financial services, solar, roofing, you name it.
Here’s what we consistently find:
Almost half of the leads we submit don’t even get a response within the first 60 minutes.
🤯 That’s insane.
These businesses are literally throwing money away.
And when a response does come through, it’s usually some generic, INCORRECT, low-effort message like:
Mike DelPrete’s secret shopping case study in 2024 sent shockwaves through the Real Estate industry. 47% of inquiries received zero response at all!
Our data confirms that this isn't isolated to just Real Estate - it's consistent with every B2C vertical - from mortgage, insurance, home services.
That is unacceptable!
Business owners are investing real money into ads, SEO, referrals, and lead gen platforms.
A prospect fills out your form. They raise their hand.
And then what?
🛑 No response for 5… 10… 30 minutes
🛑 Or worse—no response at all
🛑 Or even worse—a message that adds zero value
By the time your team follows up, the lead’s already being assisted by your closest competitor.
The date ended before it even started.
There are three SIMPLE, yet CRITICAL components that you need to make sure are in place if you want to turn your lead generation efforts into a predictable revenue driver for your business.
We secret shop every customer of ours and here's what we are looking for:
You’ve got 5 minutes or less—that’s it.
We’ve seen this pattern across thousands of businesses. The top performers respond within 3–5 minutes and send a simple message like:
“Thanks for reaching out—would you prefer text or a quick call?”
That message alone sets you apart.
It shows the lead they’ve been seen.
It buys your team time.
It starts the conversation.
But miss that moment? You may never get another shot.
Most businesses assume every lead is a sales lead.
🚫 Wrong.
9 out of 10 leads are not ready to buy yet.
They need value. They need time. They need trust.
If you treat them like they’re ready to book on Day 1, you’re pushing them away.
The real job of the first contact?
Find out: “Is this a marketing lead—or a sales lead?”
Ask well-intentioned qualifying questions.
If they’re not ready to buy, stop selling—and start helping.
That’s segmentation. That’s strategy.
That’s how you protect your pipeline.
Here’s where the real money lives.
The middle of the funnel—from Day 7 to Day 100—is where most businesses lose.
Why? Because follow-up looks like this:
❌ “Just checking in…”
❌ No value
❌ Same message, sent over and over
❌ No signal-based re-engagement strategy
Meanwhile, the businesses that win?
✅ Stay relevant with helpful, personalized content
✅ Know how to build trust without pushing
✅ Re-engage leads when they’re ready, based on behavior
This is where the compounding effect kicks in.
🔋 A national solar company reduced outbound calls by 33% while booking more appointments! --> Case Study
🏠 A major real estate brand identified leads with a 4X higher conversion rate by distinguishing marketing-ready leads from sales-ready ones --> Case Study
☎️ A regional call center increased conversions 13% during peak traffic and generated a 22X monthly ROI with better lead prioritization and extended nurture --> Case Study
We work with over 20,000 small businesses in nearly every B2C vertical.
Everyone with a common problem:
“We have the leads. But our team isn't converting them.”
The answer?
❌ Slow response
❌ Bad segmentation
❌ Weak follow-up
We’ll mystery shop your follow-up experience and give you a real-time audit of:
✅ How fast you respond
✅ What your messages actually say
✅ How long you stay engaged
✅ Whether your messaging adds any value
✅ Where your pipeline is leaking
We’ll show you exactly what to fix first—and how to turn that bloated CRM into a conversion machine.
📅 If that is of interest to you - get started by filling out the form below.
You’ve already paid for the leads.
Let’s stop the bleeding—and turn your database into a deal machine.