MDTP #81: A lead handoff done personally and verbally by the team leader will lead to action 100x more than an automatic assignment.
There’s a secret system that will dramatically increase your team’s production—and it has nothing to do with CRMs, auto-assign, or fancy lead routing rules.
It’s this: a lead handoff done personally and verbally by the team leader will lead to action 100x more than an automatic assignment.
The Power of the Verbal Handoff
When a homeowner says they want to list now, when a seller is 1–3 months out and needs planning, when a buyer wants to see a home today, or when a referral is sent your way—these are the rainmaking leads.
And every single one of them must, I repeat MUST, go through the team leader.
Why?
Because these are not just “leads.” They are the true profit centers of your business. They represent real trust, real opportunity, and real momentum. A system that automatically drops them into an inbox or a CRM queue robs them of urgency, context, and importance.
Money Doesn’t Change Hands at the Closing Table
Too many team leaders are far removed from where the money actually changes hands. They believe it happens at the closing table.
Wrong.
Money changes hands where the value is exchanged. Where problems are solved. Where a seller feels hope and clarity. Where a buyer gets access to the home they’ve been dreaming of. That’s the moment that creates real revenue.
And when the team leader personally delivers that lead, verbally, with context and energy, the agent hears the weight of it. They act faster. They prepare better. They execute with more ownership.
The Ripple Effect: Retention & Results
Not only does production skyrocket—retention goes up.
Why? Because agents feel supported. They feel trusted with the most important opportunities. They feel like their leader is actively invested in their success, not just managing them from a distance.
The better the team leader gets at this handoff process, the better the team will perform.
The Bottom Line
If you want your team to grow, get closer to the rainmaking leads, not further away. Stop relying on automation to do the most critical work of leadership.
The handoff is where leadership and leverage meet.
Do it personally. Do it verbally. Do it consistently.
That’s how you build a million-dollar team.
