Why 90% of Real Estate Sales Teams Are Bleeding Money (And Don’t Even Know It)
Why 90% of Real Estate Sales Teams Are Bleeding Money (And Don’t Even Know It)
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Why 90% of Real Estate Sales Teams Are Bleeding Money (And Don’t Even Know It)
Last week, I had a private coaching session with a real estate team that was drowning in inefficiencies - yet are still extremely profitable.
Even though they were making money...
They were still bleeding leads, wasting time, and making the same mistakes that kill commissions in sales teams everywhere.
Causing them to leave a ton of money on the table.
No clear process.
No accountability.
No way to track who’s doing what.
Their follow-up system? A mess.
Their scheduling? A nightmare.
Their pipeline? More like a black hole.
But in just one call, we diagnosed the chaos and built a
streamlined, bulletproof system to fix it.
A scattered sales system means lost deals. We built an SOP (Standard Operating Procedure) that eliminates confusion and ensures every lead is handled the same way—efficiently and effectively.
The ISAs (inside sales agents) were passing leads to agents without a clear follow-up process. The fix? A structured handoff system where ownership is clear, and no lead gets left behind.
They were using multiple docs to track sales. That’s a disaster waiting to happen. We centralized everything into one lead management system (Follow Up Boss) so nothing slips through the cracks.
Agents were wasting time with back-and-forth messages just to book appointments. The simple solution? Give ISAs direct access to agent calendars so they can book meetings on the spot.
They had no system for rescheduling no-shows or nurturing cold leads. If you don’t follow up, someone else will. We put in place a long-term lead-nurturing process to turn dead leads into closed deals.
The best part? This team didn’t wait. They implemented changes immediately so their next meeting was all about action, not discussion. Fast execution beats perfection every time.
Confusion kills sales. Every team member now knows exactly who is responsible for what at every stage of the pipeline. No more finger-pointing.
Nobody pushed back on our new system because we addressed every concern before it became an objection. Anticipate resistance, and you eliminate it.
The head ISA was leading the charge, but the team lead had influence too. Always know who the final decision-maker is (and who whispers in their ear). Otherwise, your best ideas might never get implemented.
A new system is useless if nobody knows how to use it. That’s why we built instructional videos and documentation so the team had zero excuses for not following through.
Here’s your million-dollar takeaway: If your sales team is struggling, it’s not because of “bad leads” or “market conditions.”
It’s because your process is broken.
Fix the system & conversation flow and the sales will follow.
If you want me to rip apart your sales process and rebuild it into a money-making machine, send me an email to cody@sheridanst.io with the word PROCESS
Let’s turn your pipeline into a profit-printing press.
Cody May
Founder of Sheridan St.
What could be better than a knowledgeable, lively group of people who have a passion for what they do and are good at it, too? We have put together an extraordinary team of innovative, committed members who put client success first.
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