Million Dollar Team Principle #31:
You Don’t Have a Product. You Have a Sales System.
You don’t make anything.
You don’t ship anything.
You don’t have a warehouse.
You’re not Amazon.
You’re a sales team that provides a service, and your product is your execution.
STOP INSPECTING CALL VOLUME
DO THIS FIRST
Nothing else matters except for your sales process.
The question becomes:
Do you have a sales system (process), and are you inspecting its performance?
If you are like most teams, the answer is NO,and that is your opportunity.
Most team leaders confuse motion with progress.
They think the solution to low production is more calls, more leads, and more hustle.
But the truth is…
Hustle without inspection is just speed in the wrong direction.
Let me solve your lead conversion problem in under two minutes.
Here’s how:
Step 1: Inspect Your Leads
- Find the last 10 leads in your CRM who raised their hand, requested a showing, or asked for more info.
- What percentage did your team actually contact?
- Of those contacted, how many converted to an appointment?
Now do the same for appointments:
Step 2: Inspect Your Appointments
- Find the last 10 appointments your team went on.
“Caught ya,you don’t have that information, do you?”
- How many turned into signed agreements? (Do this for listing and initial buyer appointments.)
- Break it down: listing vs. buyer conversion.
Then inspect your closers:
Step 3: Inspect Your Offers
- Pull up the last 10 offers your agents wrote.
- How many went under contract?
- How many lost out to another offer,or worse, fell apart mid-negotiation?
You’re probably discovering the real issue right now.
You don’t have an action problem.
You have a training problem.
Your agents are failing not because they aren’t trying,
but because they haven’t been trained to succeed.
More calls won’t fix that.
More failure doesn’t automatically equal more learning.
Only failure that gets inspected and corrected leads to growth.
Here’s what I’ve seen across hundreds of teams:
- Agents make contact with hot leads,and blow it on the phone.
- They go on showings,and fail to demonstrate value.
- They write offers,but don’t structure them to win.
- They meet sellers,and never ask for the listing.
You don’t need more motivation.
You need intervention.
And that starts with you,the team leader.
You are the deal maker.
Stick your nose in where it matters.
Don’t ask your agents to “just make more calls”
until you’ve helped them stop screwing up the ones they already made.
Inspect → Train → Improve.
That’s the only way to scale a sales team that actually converts.
Nick McLean
Co-founder of The Reside Platform
