KBB leads behave differently than CarGurus or AutoTrader leads. They've used a research tool — they're at the start of the journey, not the end. Most AI opens with "still interested?" and lands flat. Riley opens with the price-report context and books the appraisal.
A KBB Instant Cash Offer or trade-value report is a research moment, not a buying signal. The right opening message acknowledges that — meets the customer where they actually are, offers value either way, and bridges to an in-person appraisal where your team can write the real number. That is a fundamentally different conversation than the one your generic AI is having.
Riley acknowledges the price report and asks one open question: was this for a trade they're shopping, or just figuring out where they stand? Either answer keeps the conversation alive. Generic 'still interested?' kills it.
The real trade number happens in person. Riley protects margin and drives the visit by framing the appraisal as a 15-minute, no-commitment in-person check — not a sales meeting.
When a customer says they're not ready, Riley backs off without backing out. Plants value (current market timing, recent equity uplift) and leaves the door open for a future appraisal — instead of stacking another desperate question.
Riley offers two real time slots — 'Saturday at 10 or Tuesday at 4' — instead of an open-ended ask. Specific time slots convert at multiples of vague ones, especially with research-stage shoppers.
Day-before confirmation. Day-of reminder. No-show recovery. Riley doesn't drop the lead after booking — show rate matters as much as set rate.
If a KBB shopper goes silent, Riley comes back later with a different angle — not a 'just checking in.' Market shift, inventory change, a real reason to talk again. Most KBB leads buy within 6 months. Riley stays in the queue the whole time.
KBB shoppers used a research tool — Instant Cash Offer or a trade-value calculator. They're collecting information, not committing to a transaction. The opener has to match that mindset. Pretending they're a high-intent buyer is the fastest way to lose them.
No — and that's deliberate. Quoting a number over text creates an anchor we can't deliver against without seeing the car. Riley always bridges to an in-person appraisal where the used car manager can write the real number on the spot.
Same approach, different angle. Riley reads context. If the lead is a shopper rather than a trader, the conversation pivots to vehicle interest and a test drive. Source-aware doesn't mean rigid — it means the opener matches what we actually know.
Yes. ICO leads are the highest-intent KBB segment — they've already submitted vehicle details for a guaranteed offer. Riley acknowledges the ICO, drives to the appraisal where the offer is honored or improved, and protects the deal margin.
ADF email forwarding from VinSolutions, DealerSocket, eLead, CDK, Reynolds, or Tekion. Five-minute setup. Every KBB lead routes to the KBB campaign automatically based on the source field.
30 minutes. We'll show you the exact conversations Riley sends — and what your first 30 days of automated follow-up look like.