Welcome back to the Properties to Profit podcast! In this episode, I dive into a surprising challenge our real estate business is facing this month: having too many leads. While it may sound like a great problem to have, it’s revealed some key weaknesses in our team’s capacity to convert leads into deals effectively. I share how an influx of over 400 leads has impacted our conversion rates and discuss the steps we’re taking to address this—including re-evaluating our marketing strategy, improving our sales processes, and hiring new sales reps. Plus, I open up about jumping back into calls myself to bridge the gap and ensure we deliver top-tier service to our clients. Tune in for actionable insights on optimizing lead management and maintaining high conversion rates, even during growth surges.

Episode Timeline Highlights:

[0:00] - Introduction

[0:36] - Why having too many leads isn’t always a good thing.

[1:20] - Breaking down the impact of lead overload on our November performance.

[2:10] - Adjusting our marketing spend to balance lead volume and team capacity.

[3:45] - How my return to direct client calls will help improve conversions.

[4:30] - Key indicators of a sales conversion problem and how to address them.

[6:20] - The importance of training sales teams to handle growth effectively.

[7:10] - We’re hiring! Insights into our team expansion goals and referral program.

3 Key Takeaways:

1. Quality Over Quantity in Leads: Too many leads can overwhelm your sales team and lower overall conversion rates, highlighting the importance of balancing lead generation with team capacity.

2. Invest in Sales Training: Strong systems, processes, and consistent training are critical for ensuring your team can handle increased lead volume effectively.

3. Adapt and Fill the Gaps: When scaling fast, be ready to step in personally or make adjustments, such as reducing marketing spend or hiring more salespeople, to maintain service quality and conversions.

Closing Remark:

Thanks for tuning in! If you found value in this episode, don’t forget to subscribe, rate, and share the podcast. Let’s keep turning properties into profits together—one smart move at a time. See you next episode!