Million Dollar Team Principle #90: Assign 20 older leads with recent activity on the website to a new agent on week 2 of onboarding. Don’t give another lead until they complete the entire lead process on all of them.
One of the most common questions I get from team leaders is:
“When do you start giving leads to a new agent?”
After onboarding and training thousands of agents, here’s the proven answer:
Week One:
The first week is all about technical onboarding and mastering one script.
The agent memorizes, role-plays, and repeats until they’re signed off.
👉 No leads yet—just preparation, confidence-building, and foundation setting.
Week Two:
Now they’re ready to go live. But don’t hand them fresh, high-value leads yet.
Instead, assign 20 older leads with recent website activity.
These are active enough to engage with, but not so critical that a rookie mistake will cost you a closing.
The Rule:
No new leads until they call each of the 20 leads 7 times or make contact.
Why this works:
- Agents get real conversations without high-stakes pressure.
- You can review and coach each call, celebrating progress.
- Most importantly, it helps them overcome fear and build confidence.
Remember—week two isn’t about being perfect.
It’s about proving they can do it and showing them they’ll get better with every call.
Final Note
This simple system transforms week two into a confidence-building bootcamp that sets the tone for their entire career.
