How your shift works: when you work, which leads are yours, what to answer first, and how to book qualified calls that actually show up.
Your job in one line: turn conversations on text, Sendblue, Instagram, Facebook and Skool into qualified calls on a closer's calendar that actually show up.
Your main number: qualified calls that attend. A booking, a confirmation or a no-show doesn't count. The prospect has to pass the four checks in section 7 and show up to the closer's call.
1Your schedule
Day
Mateja
Uroš
Monday – Friday
9 a.m. – 3 p.m. Eastern 3 – 9 p.m. Serbia
3 – 10 p.m. Eastern 9 p.m. – 4 a.m. Serbia
Saturday
All day
Off
Sunday
Off
All day
Be logged into GHL, Sendblue and Skool at your start time. Serbia is normally 6 hours ahead of Eastern. For about a week each spring and fall it's only 5 hours, because the US and Europe change their clocks on different dates. Always confirm the prospect's local time before booking.
If you need to step away or miss a shift, tell your training lead before it happens so someone covers your queue.
2Your work order, every shift
Answer people who are waiting on us before you start anything new. Work top to bottom:
Unread on GHL: texts, Instagram and Facebook DMs, comment replies and story replies.
Unread on Sendblue: replies to confirmation texts, no-shows and reschedules.
Unread on Skool: member DMs.
Follow-ups that are due (section 6), in the same channel order.
New outreach and reactivation, only when all three inboxes are at zero unread.
Check all three inboxes again before starting any outreach. A new message always beats outreach.
Paused for now: the Facebook group and YouTube.
Speed
Every new lead gets a real reply within 15 minutes. Aim for 5 minutes on 95% of them.
An automated message doesn't count as a reply.
3Which leads are yours
Your book is every contact assigned to you in GHL. Find it in Contacts → filter "Assigned to me", plus the tag dm-setter-lead.
New DM leads are assigned automatically to whoever is on shift. This covers anyone who texts or DMs us and doesn't already belong to a closer. Leads that come in overnight go to whoever works next.
Handoffs are automatic, at 9 a.m. and 3 p.m. Eastern on weekdays and 9 a.m. on weekends. Every open lead moves to the setter coming on. "Open" means it needs a reply, it's waiting on the lead, or the lead sent the last message. You don't have to do anything.
Leads with a booked call stay with the setter who booked them, and so does the credit.
Never take a lead that's assigned to a closer. If a closer's lead messages you, tag the closer in #setters-closers-comms-mfs.
Before your shift ends, every open conversation should have a short note in GHL: where it stands and what the next step is. The next setter picks it up from that note.
4The tags
Two of these tags flip by themselves. Don't add or remove them by hand.
Tag
What it means
How it changes
setter-needs-reply💬
The lead sent the last message. We owe them a reply. Answer these first.
Goes on when they reply to you. Comes off when you reply.
waiting-for-reply💭
You sent the last message. They owe us a reply, so they're on your follow-up list.
Goes on when you message them. Comes off when they reply.
dm-setter-lead
This lead belongs to the DM setter team.
Added when a lead is assigned to you.
Always reply from inside GHL. For a Sendblue lead, switch the GHL composer to iMessage. Never reply from the Sendblue app. If you do, the tags won't change, the system won't know you replied, and you won't get credit for the message.
Tags you add yourself
Type the tag, then pick the exact one from the dropdown. Lookalike tags do nothing, and plain "dq" without the emoji does nothing.
Tag
When
appointment-confirmed
After the prospect confirms the call in their own words.
financial-dq🚫
They tell you they can't fund it.
dq🚫
Not interested or not serious. (Silent leads go into follow-ups instead, section 6.)
Setter Triage
Wrong person, a kid, or "just curious." Pull the closer's slot.
5Running a conversation
Before you type, read the whole history: DMs, texts, email and the application. Reply to what they actually said. Ask one question per message, keep it short, and never send anything that reads as copied and pasted.
The flow: open → why they're here → their situation → their goal → what's stopping them → qualify (section 7) → offer the call → book it (section 8).
Openers
Situation
Opener
Sendblue no-show
"Hey [first name], it's [your name] with Multifamily Strategy. Saw you couldn't make your call with [closer] on [day]. All good, life happens. Still looking to get your first building?"
Sendblue reschedule
"Hey [first name], [your name] with Multifamily Strategy. You asked to move your call with [closer]. What day this week works better, mornings or afternoons?"
Older lead
"Hey [first name], [your name] with Multifamily Strategy. You applied a while back to talk about buying apartment buildings. Is that still something you're working on?"
They DMed us
Acknowledge exactly what they sent, then: "What got you looking into multifamily?"
Comment or story reply
"Saw your comment on Christian's post about [topic]. Are you looking at your first building, or do you already own some?"
New Skool member
"Welcome in [first name]. I'm on Christian's team. What made you join, are you working toward your first deal?"
Questions that keep it moving
Situation: "What do you do for work right now?" / "Any real estate yet, or would this be your first?"
Goal: "If this worked, what would it change for you?" / "Side income, or replacing your income?"
What's stopping them: "What's been the main thing holding you back so far?"
Timing: "How soon do you want your first deal?"
When you get a one-word answer, mirror it back: "Freedom... what does that mean for you?"
Facts you can say (and say exactly)
Christian owns 850+ units, almost all bought with seller financing. 1,000+ people have been through the mentorship, and the Skool community has 3,000+ members. If you see 200, 550, 600 or 650 units anywhere, that number is out of date.
Guarantee, word for word or not at all: "Close a deal that cashflows $1,000 a month within 6 months, or we coach you for free until you do."
Never quote prices, payment plans or amounts. That happens on the call.
6Follow-ups
When someone goes quiet, they keep the waiting-for-reply💭 tag. Use the same timing as the DM Setter Script, on every channel. The clock starts from their last message.
When
What to send
30 minutes
Instagram only: heart react their last message.
60 minutes
"Ping ^ ;)" or "Get my note?"
Next morning
"Morning!" plus a wave emoji
Day 3
Short check in tied to what they told you, like "Still thinking about [their goal]?"
Day 7
Value nudge: a quick win or deal example, then "Worth mapping out for you?"
Day 14
Light bump: "Still on your radar?"
Day 21
Final: "No worries if now isn't the time. Want me to close this out?" Then stop.
Every follow-up has to mention something real from your conversation with them.
A reply resets the timing. Go back into the script where you left off.
If they name a date ("hit me up after the 20th"), write it in the GHL note and follow up then instead.
After Day 21, stop and log the lead as cold in a GHL note. Don't start a new sequence on your own. They keep the waiting tag, and if they ever reply it flips to setter-needs-reply💬 and comes back to the top of your list.
"Stop" or "not interested" means stop. Tag dq🚫 and never follow up again.
7Qualifying: all four must pass
Check
Passes if
How to ask
Money
$5,000+ to invest now, or $1,000+ a month
Script step 1: income first, then "And roughly how much do you have set aside to invest right now, or could you put in each month?"
Intent
Wants to buy, not just learn
"Are you looking to make a move on this, or still exploring?"
Timeline
Wants a deal within 6 months
"How soon do you want your first deal closed?"
Time
Can give about 10 hours a week
"We usually recommend around 10 hours a week. Do you have that?"
Also ask: "Is anyone else part of this decision, like a spouse?" If yes, they need to be on the call.
If they…
You…
Pass all four
Offer the call (section 8)
Are unclear on one
Ask one more question, or set a follow-up. Note what's missing.
Clearly can't fund it
Tag financial-dq🚫 and stop
Aren't interested or serious
Tag dq🚫 and stop
Say "money's tight this month"
That's not a DQ. Set a follow-up date.
A high salary, a nice-looking profile or an excited tone doesn't prove they have money or want to buy. Record their actual answers. Correctly not booking someone is a win.
Common pushback
"Is this a scam?" "Totally fair, you should be skeptical. Christian owns 850+ units and runs the biggest multifamily channel on YouTube. The call is where you see exactly how it works and decide for yourself."
"I need to think about it." "No problem. What part do you want to think through, the money, the time, or whether it works?"
"How much is it?" "It depends on the level of support that fits you. That's what the call maps out."
"So I can buy with no money?" "Seller financing changes how a deal is funded; it doesn't make the purchase free. What have you set aside to invest?"
8Booking and handing off
You book the call yourself on the closer's calendar. Never send the booking link and hope they use it. A sent link is not a booked call.
"Based on what you told me, I think it makes sense for you to talk with one of our consultants. It's a 1-on-1 Zoom where they map out how you'd get to [their goal] and whether the mentorship is a fit. Want me to grab you a time?"
Ask for 2 times that work. Same day or next day is best, and never more than a few days out.
Confirm their time zone and repeat it back: "Thursday 2pm Eastern, you've got that blocked off?"
Book it on your channel's calendar, not the application calendars. Fill in their first and last name, their phone (not yours), their email and their Instagram handle if they came from IG, and put yourself in the Setter field.
Write a few sentences of notes: why multifamily, how much they have to invest, their motivation and timeline, and what made them reach out now.
Check that the appointment shows in GHL and the card moved stages.
Lock in the show before you leave the conversation
"You'll be on a computer for the Zoom, right? They'll be sharing their screen."
"You'll get a short video from Christian before the call. Watch it, it changes how the call goes."
"The calendar is tight so we can't do many reschedules. If something comes up, message me here first."
If a spouse is involved: "Make sure [name] is on too."
Hand off to the closer
Before the call, post in #setters-closers-comms-mfs, tag the closer, and wait for an emoji or a reply. Never hand off by DM. Include:
[Closer] — [prospect] — [time + time zone]. GHL link. Goal and why now. Funding: [their amount]. Timeline and hours a week. Who will attend. Any concern or missing detail. Confirmed? Watched the pre-call video?
About an hour before the call: "Hey [first name], just making sure you're set for your call with [closer] at [time]. Got the Zoom link?" Add appointment-confirmed only after they confirm in their own words.
No-show: message them on the same channel within the hour, offer two new times, and they go into your follow-ups.
9Rules you never break
You are [your name] on Christian's team. Never say or imply that you are Christian.
No made-up stories. No "just boarded a flight," no "was scrolling and saw your name," no fake coincidences.
No fake urgency and no "only 2 spots left."
No income promises. The only result you ever state is the guarantee, word for word.
"Stop" or "not interested" means stop.
Reply from GHL only, never from the Sendblue app.
No dashes in anything you send.
Check GHL before every message. If they already have a call booked, stop selling: answer what they asked and point them to their booked time.
Never message paying members (tag mentorship-buyer) or anyone marked do not contact.
Only message people between 8 a.m. and 9 p.m. in their local time. Check their area code.
10End of day
Make sure every open conversation has a note and a next step in GHL.
Fill in your EOD report in the setter portal (EOD REPORTS tab). Replies sent in GHL and people messaged are counted for you. You type in your Skool replies, qualified conversations and calls booked.
Put any blocker in the notes box: access problems, an empty queue, no calendar space.
Use real numbers only. If a closer hasn't confirmed whether someone showed up, leave it as pending.