Million Dollar Team Principle #67
“Look at your last 12 months of closings on internet leads & their registration date. The longer the average days the better the team. Shorter the worse the team.”
Here is the true test of your team:
How long can you follow up with a lead until they transact?
The longer, the stronger—because it proves your team can thrive in any market. It’s a margin of safety on your business. Any team can have a great year when the economy is strong and buyers are lining up. But can they do it over different landscapes, cycles, and economies?
I never wanted to build a “championship” team. Championships fade. I wanted to build a dynasty—the everlasting gobstopper of real estate teams.
And dynasties are not built on call-in, ready-to-go “Glengarry Glen Ross” leads. Even though I’ve seen teams mess those up, the real question is:
Can you take a cold website registration—a name, number, and email from someone who has never heard of you—and transform them into a raving fan over months or even years of relentless follow-up?
You can rely on agents and hope they bring in sphere deals. Or you can build systems of follow-up that don’t break down after hours, days, or weeks—but keep going for months and years.
At your team meetings, go over the closings of website leads who took the longest to convert. Those are your records. Stop celebrating the easy wins—the “I want to make an offer” call-ins. By spotlighting those, you’re teaching your people to rely on luck. Worse, they’ll think you’re cherry-picking good leads for your favorites and leaving scraps for everyone else.
The long-game closings? That’s where dynasties are built.
Team Strength Rating
- A Team – Average registration-to-closing time: Over 180 Days
- B Team – Average: 90 Days
- C Team – Average: 30 Days
- D Team – Most closings are not from website leads
- F Team – No closings from website leads
