If I pulled up your team’s CRM right now, what would I see?

Chances are, it’d be something like this:

• 4 bedrooms

• 3 bathrooms

• Single story

Back when I was managing a new home sales team, I had a sneaking suspicion: our salespeople weren’t following up with leads effectively—or maybe not at all.

I had reasons to believe this (low conversion rates, incomplete traffic reports, etc.) But I needed proof.

So, I ran an experiment.

When was the last time you walked into a new home sales office? If you haven't, I highly recommend you do. And if you have—let me ask you this: What was your experience like?

Hopefully, it was amazing. Chances are, it was just okay at best. Maybe even forgettable.

We don’t respond to "I think we might have to move because my mother-in-law is moving in with us” with, "So how many square feet are you looking for?"

We pause. We lean in.