About Coastal Realty Group
Coastal Realty Group is a 15-agent real estate team based in San Diego, California. Led by team leader Michael Johnson, they specialize in coastal properties ranging from $500K condos to $3M+ luxury homes.
The team generates leads through multiple channels including:
- Zillow Premier Agent
- Facebook and Instagram ads
- Google PPC campaigns
- Their IDX website
- Realtor.com
The Challenge
When Michael approached ISA Connect, his team was drowning in leads but starving for appointments. Despite spending over $15,000/month on lead generation across various platforms, they were only booking 8 appointments per month.
The core problems were:
1. Slow Response Times
With agents showing homes and managing transactions, new leads often sat untouched for hours—sometimes days. Their average speed-to-lead was over 4 hours.
2. Inconsistent Follow-Up
Without a dedicated ISA, follow-up was sporadic. Agents would make 1-2 attempts then move on, leaving money on the table.
3. No Evening/Weekend Coverage
60% of their leads came in outside business hours, and those leads received no contact until Monday morning.
4. Agent Burnout
Agents were spending evenings calling cold leads instead of focusing on active clients and closings.
The ISA Connect Solution
We implemented a comprehensive lead response system tailored to Coastal Realty Group's needs:
Speed-to-Lead Protocol
- Immediate response: All new leads contacted within 5 minutes, 24/7
- Multi-channel outreach: Phone call, text, and email on first contact
- Lead source-specific scripts: Different approaches for Zillow vs. Facebook vs. website leads
Structured Follow-Up Sequence
We created an 8-touch follow-up cadence over 30 days:
| Day | Contact Method | |-----|----------------| | 1 | Call + Text + Email | | 2 | Call + Text | | 3 | Call | | 5 | Call + Email | | 7 | Call + Text | | 14 | Call + Email | | 21 | Call | | 30 | Email + Text |
Qualification Standards
Before booking any appointment, our ISAs verified:
- Pre-approval status for buyers
- Motivation and timeline (within 6 months)
- Decision-maker involvement
- Budget alignment with inventory
CRM Integration
We integrated directly with their Follow Up Boss instance, ensuring:
- All call notes logged automatically
- Appointments synced to agent calendars
- Lead status updates in real-time
- Full visibility into the pipeline
The Results
Within 90 days of partnering with ISA Connect, Coastal Realty Group saw dramatic improvements across every metric:
Contact Rate
- Before: 35%
- After: 78%
- Improvement: +123%
Appointment Rate
- Before: 2%
- After: 6.8%
- Improvement: +240%
Monthly Appointments
- Before: 8
- After: 27
- Improvement: +238%
Agent Productivity
Agents stopped spending evenings on cold calls and redirected that time to working with qualified prospects. Average agent closed 2 additional deals per quarter.
ROI Calculation
- Monthly ISA Connect investment: $4,500
- Additional appointments: 19/month
- Appointment-to-close rate: 22%
- Average commission: $12,000
- Additional monthly revenue: ~$50,000
- ROI: 11:1
What Michael Says
"ISA Connect transformed our business. We went from chasing cold leads to showing up for qualified appointments. Our agents are happier, our clients get better service, and our revenue is up 40% year-over-year. I can't imagine going back to the old way."
— Michael Johnson, Team Lead, Coastal Realty Group
Key Takeaways
- Speed matters more than anything — Responding in minutes vs. hours dramatically changes outcomes
- Consistency is key — A structured follow-up sequence captures leads that single attempts miss
- 24/7 coverage is essential — Most leads submit inquiries outside business hours
- Let agents do what they do best — Professional ISAs handle prospecting; agents handle closing
Ready to see similar results for your team? Book a free strategy call with ISA Connect.