Million Dollar Team Principles #86: The 3 Profit Levers Every Team Must Master
There are only three ways to increase your team’s revenue:
- Sell More Homes
- Sell Higher Price Points
- Command a Higher Fee
Most teams focus exclusively on #1, chasing more units, when the real key to winning the profit game is mastering all three levers simultaneously.
Think about it:
Are there homes in your marketplace that sell above the average sales price?
What is your team’s market share of those homes?
Chances are, the higher you go, the lower your market share drops.
Why? Most teams rely solely on online lead generation instead of positioning themselves as the go-to advisor for the homeowners who already own these properties.
If you want to break into higher price points, you must meet homeowners where they are:
- At nonprofit fundraisers
- At school events
- At community events
- Through mass media campaigns
- With targeted direct mail
And when it comes to commanding a higher fee, it’s not about luck; it’s about refining your listing presentation and training your team to execute a proven plan.
The more compelling your value story, the easier it becomes to justify and protect your commission.
Top teams don’t just sell more. They sell better. They go after higher price points and protect their fee by delivering world-class presentations and marketing strategies that set them apart.
The question for your team is this:
Which lever are you neglecting and what’s the cost of leaving it untouched?
