One qualification call runs about five minutes, timed by the agent who publishes his script. Nobody has published how many enquiries are browsers.
Five questions in five minutes. The trade asks them in a script, by phone, after asking permission to ask. The answers land in no field. For a six-person brokerage the shortcut is a form, and a form is where a buyer stops answering.
By hand today
Every public qualifier is a form. Nine public repositories were opened at source for this book; none reads a conversation that happened. The fields already sit in the CRM you pay for. The gap is that the answers are given on a phone.
By hand, the trade asks a script. An agent in Northern Virginia publishes his, timed at about five minutes; two of its questions, the date and the lender, are the two this chapter keeps. It opens by asking permission:
“Before we start looking at homes, do you mind if I ask a few quick questions? It just helps me make sure I only show you places you will actually love, and that I do not waste your time. Fair enough?”
Saad Jamil, on Jamil Academy
The trade agrees on the fields too. A buyer qualification form on Jotform, cloned 1,851 times (jotform.com), opens with Purchase Timeline, Price Range and Lender Pre-Approval Status, in that order. It asks for the money before it asks for a name.
“The very best way to tell the real buyers from the tire-kickers is to treat EVERY ONE OF THEM like they’re a real buyer until they prove otherwise vs. treating them like they’re a tire-kicker until they prove they aren’t.”
Dean Jackson, reposted by Julie Martin, Port City Realty, Mobile AL, on ActiveRain
What it costs you each week
About five minutes
One qualification call, timed by the agent who publishes his script. Dials that never connect are not counted. Nobody has published how many enquiries are browsers, so this book prints no share.
Source: Saad Jamil, Jamil Academy, read 14 September 2026
The five minutes is the call; the dials that never connect are where the week goes, untimed. Every published share of browsers traced back to a company selling leads, so none is printed here.
“consumers tend to be far more flaky than agents. We can’t discern a seasoned buyer from an energy vampire”
Rose Higgens, agent, on BiggerPockets
The build
Open Codex. Ask for the three fields. It reads the thread from the last chapter and writes timeline, finance and your third field, in their words. What was not said is written as unknown, never guessed. Nobody is sent a question. Every field carries its message.
Open Codex in the engine folder. The enquiry chapter 9 answered, and every message since, sits on the contact in the CRM, with three fields left blank. Connect two servers. HubSpot’s remote server reads and writes contacts and the notes, emails and calls on them (developers.hubspot.com). The Memory server from the protocol’s reference repository holds what each person said (github.com). Write fields.md once: three field names, and what counts as an answer to each. The first two are the form’s: the timeline, and where the money stands. The third is yours; the form offers Price Range, chapter 9’s reply asked how much, and a commercial reader may want the intended use instead. Then say what you want:
Read every contact whose enquiry came in this week, with the whole
thread. Fill the three fields in fields.md, in the person's own words,
with the message each came from and its date. Where they said nothing,
write unknown. Never guess, and never send them a question. Record
what each person said in Memory, so the next run reads only new
messages. Where all three are filled and the timeline is inside a
year, set route to viewing; otherwise follow-up, with the reason in
their words. Report three counts: all three filled, some, none.
What comes back is a script, a run and three counts: on each contact, three sentences the person wrote, a route, and its reason.
The reason stays because the public builds throw it away: the best public attempt decides by matching substrings after the model finishes (github.com), and the deepest public CRM writes one field, temperature, and discards its reasoning (github.com).
Three honest limits, which Codex will tell you about. A yes to the lender question from someone who used an online calculator reads as yes; only a person hears the difference. So does ASAP from someone with nine months left on a lease. And a HubSpot account with sensitive data turned on blocks the activities its server reads (developers.hubspot.com), so the thread comes from the mailbox chapter 9 connected.
What it feeds
Routing them. The next stage puts each enquiry in front of a person, or into the long follow-up, from three fields. The number to read: enquiries with all three fields filled within two days, beside the count with none.
A viewing route goes to chapter 12, where a person claims it or it is taken back. A follow-up route goes to chapter 15, the client who buys in two years. A browser is that person, sent there with the reason beside them, and nobody has failed.
The number that proves this stage worked is enquiries with all three fields filled within two days, beside the count with none; never a rate alone. A rising fill count with a falling reply count means the machine has started guessing.
What stays with a person
The permission, and the third question. Asking whether you may ask is a relationship move. So is hearing that a stated budget is a hope. A person picks the third field once, writes it where the run reads it, and decides who gets the Saturday.
The tool writes down what was said. It cannot ask “Fair enough?”, because that line is the agent asking to be trusted, and it cannot hear that a price given as one round number is a wish. So the build disqualifies nobody, as Dean Jackson asks. A person decides who is worth the Saturday, and rules the third field once, in fields.md.
The tools you already pay for
Nothing new to buy.
CRM gains three fields per enquiry and a route with its reason; HubSpot here, or Zoho, Pipedrive or Airtable through their own servers.
Memory keeps what each person said; a second run reads only what is new.
WhatsApp is untouched; the window from chapter 8 stays open for chapter 11.
Three fields on every enquiry, in their own words, and nobody turned away by a form. Then routing them can happen by itself.
Ask: Of the enquiries you answered this week, for how many could you say when they mean to buy and whether the money is there?
This is stage 10 of twenty, after answering the enquiry that lands at eleven at night and before running the whole first conversation on WhatsApp. The whole engine in order is the book, Building a real estate sales engine with Claude Code and Codex, end to end.