EP 90: Why More Many Leads Doesn't Close More Deals

Hey guys, Michael here! In today’s Properties to Profits episode, I’m giving you a behind-the-scenes look at a real challenge we’re facing this month — too many leads. Sounds like a great problem, right? Well, not exactly. I break down why having too many leads can actually hurt your sales performance if your team isn’t ready, and share the adjustments we’re making to fix it fast.

 

From dialing back marketing spend to jumping back on calls myself, I walk you through the strategy shifts we’re using to get back on track. Plus, if you’re an ambitious salesperson looking to make serious money, I’ve got an opportunity you’ll definitely want to hear about!

 

Episode Timeline:

[0:00] What happens when your sales team gets overwhelmed with too many leads

[1:03] The missed opportunity: 40 potential contracts but only 20 secured

[1:45] How lead overload causes salespeople to chase “easy” deals

[2:06] Our plan to cut marketing and balance lead flow

[2:45] Why I’m jumping back onto the phones to close deals personally

[3:24] Why dialing back spend can actually drive more profits

[4:09] How to diagnose a sales conversion problem vs. a lead problem

[4:26] Our training focus and why we’re hiring 3–5 new sales reps

 

3 Key Takeaways:

• Too many leads without the right systems and training can hurt your business, not help it.

• Scaling smart means balancing lead flow with your team’s real capacity to close deals.

• If your team isn’t converting at 1 in 10 or better on warm leads, it’s time to refocus on training and systems.

 

Links & Resources:

• Interested in joining our growing sales team? Apply now via the link below!

• Follow me on Instagram: @realestatemike02

 

Closing Thoughts:

Thanks for tuning into the Properties for Profit podcast! If you found this episode helpful, make sure to subscribe, leave a review, and share it with others who are growing their real estate businesses. Let’s keep turning properties into profits together!