How fast should I follow up on a KBB lead?

Within minutes. Speed-to-lead is the single biggest driver of reply rates — a text in the first few minutes dramatically outperforms one sent hours later. Reach replies in seconds, any hour.

Should I text or call KBB leads?

Lead with a text. KBB shoppers are researching and often won’t pick up an unknown call, but they’ll reply to a specific, low-pressure text — then you can move to a call or appraisal once they engage.

Is texting KBB leads TCPA compliant?

It can be, if you have the required consent and honor opt-outs. See our [SMS Compliance](/compliance) page for how A2P 10DLC, TCPA, and CASL apply to dealership texting.

Guide · Reach

How to follow up on KBB Instant Cash Offer & trade leads

Last updated July 2026

KBB (Kelley Blue Book) leads are some of the highest-intent leads a dealership gets — but they convert only if you follow up the right way. Here’s how to text a KBB trade or Instant Cash Offer lead so they actually reply and book an appraisal.

What is a KBB lead?

A KBB lead is a car owner who used a Kelley Blue Book tool — a trade-in value report or an Instant Cash Offer (ICO) — and had their contact info sent to your dealership. They’re telling you they’re thinking about selling or trading a specific vehicle, usually early in their journey.

Why are KBB leads different from other leads?

KBB shoppers are researching, not committing — most are “figuring out what my car is worth,” and many buy within about six months. An Instant Cash Offer lead is hotter (they submitted vehicle details for a guaranteed number). Push a hard sale on a researcher and you trigger reactance; be consultative with an ICO lead and you lose the deal. Match your ask to their stage.

What should the first text to a KBB lead say?

Open with what they actually did — not “just checking in.” Reference the KBB report and ask one easy, either/or question. Example: “Hey John, saw you ran a KBB report on the 2024 Camry. Are you trying to figure out what it’s worth for a trade, or just seeing where you stand?” Every answer keeps the conversation moving.

Should you quote a trade number over text?

No. KBB gives a range; the real number depends on condition, mileage, and what you need on the lot. Quoting a figure by text kills your margin and removes the reason to come in. Instead, frame a quick in-person appraisal as where the honest number lives: “Takes about 15 minutes, no commitment, and we can write a check on the spot if the number makes sense.”

How do you book the appointment?

Offer two specific time slots instead of “when are you free?” — it turns scheduling into an easy yes/no and usually produces a counter-offer if neither works. Example: “Want to bring it by Saturday at 10 or Tuesday at 4?”

How do you re-engage a cold KBB lead?

Never send another “still interested?” Give a real, honest reason to reach back out — a market or value change, or new inventory: “KBB values on your Camry moved this quarter, which changes the trade math. Want the current number?” A fresh angle re-opens the conversation without nagging.

This is exactly how Reach works KBB leads automatically — reading the lead source and messaging like your best salesperson, 24/7.