In a world obsessed with new tech, flashy CRMs, and AI automations, we often overlook the simplest, most powerful tool we already have…
We treat it like a passive record of appointments instead of what it is: a weapon for productivity, accountability, and growth.
If you want to grow your team’s sales and create consistency without handholding, here’s the play:
Make the calendar your team’s primary focus for the next 30 days.
That’s it.
No scripts.
No mindset lectures.
No motivational videos.
Just one question:
“Who’s on your calendar today?”
“If it’s important enough to schedule, it’s important enough to show up for.”
Seth Godin
Let the Calendar Tell the Truth
You want to know if your agents are serious? Ask to see the last 7 days of their calendar—and the next 7. Their income is tied directly to the number of meaningful conversations, appointments, and follow-ups they schedule and keep.
If it’s not on their calendar, it doesn’t exist.
If they say they’re prospecting, it should be on the calendar.
If they say they’re committed—show you the proof.
Want them to meet with you? Send the calendar invite. Have them accept it. That digital handshake is more powerful than any vague verbal agreement.
“Your mind is for having ideas, not holding them.”
David Allen
Help your team move ideas out of their heads and into their day. If it lives in their calendar, it becomes real.
Use the Calendar to Lead—And Hold the Line
Leaders often ask me, “How do I hold my agents more accountable?”
Here’s how: open their calendar together. Do they have blocked time for prospecting? Buyer appointments? Showings? Personal commitments?
If not, you don’t have an accountability problem—you have a time ownership problem.
“If you don’t prioritize your life, someone else will.”
Greg McKeown
That’s what this principle is really about. The calendar is how we claim back our time from other people’s agendas.
As a leader, you must model this. Block time to meet with your people. Block time for strategy. And yes, block time for your family. If your daughter has a soccer game, calendar it. Picking her up from school? Calendar it. Your bike ride? Your date night? Calendar it.
People say, “That’s sad—you shouldn’t have to schedule time with your family.”
You know what’s sad? Missing that time because you didn’t protect it.
Live by the Calendar—Lead by the Calendar
Your team will rise to your standard. If your day is intentional, theirs will be too. If you show them how you manage time, they’ll mirror you.
If you’re out of production, there should be no doubt that if you jumped back in, you would outsell everyone. Why? Because of how dialed-in your calendar—and your life—is.
“Every minute you spend in planning saves 10 minutes in execution.”
Brian Tracy
The top producers plan more so they waste less. They don’t just wing it. And they certainly don’t wait for someone else to fill their day. They take control by putting the most important things on the calendar first.
Get on Their Calendar Before They Get on Yours
Your calendar is how you scale yourself. It’s how you say yes to the right people, the right actions, and the right priorities—before someone else fills your time with distractions.
Train your agents to respect their calendar.
Train yourself to protect yours.
And watch how much more gets done—with less chaos, more clarity, and real results.
Nick McLean
The Reside Platform – Where leaders go to build teams
