EP 127: Why Your Sales Team Isn’t Performing (And How to Fix It)

In this episode of Properties to Profits, I get real about one of the toughest transitions any business owner faces—going from being a top individual performer to leading a team. If you’re serious about scaling past seven or even eight figures, the skills that got you here won’t be the same ones that take you there. I break down the mindset shift that’s required to grow from a hustling solo operator into a leader who builds other high performers.

 

I also share one simple but powerful tool I’ve started using: the “pre-performance paragraph.” It’s changed the way I approach conversations with my team, especially when performance needs to improve. This episode is a must-listen if you’re building a sales team, managing contractors, or just trying to create a high-performance culture in your business.

 

Episode Timeline

 

[0:44] Why managing people is a whole new game for entrepreneurs

[1:30] My background as a high-performing sales rep—and why that wasn’t enough

[2:09] Why you can’t scale to $10M as a solo operator

[2:34] The challenge of turning your team into top performers

[2:57] How visualization and the “pre-performance paragraph” applies to leadership

[3:39] What I focus on before giving performance feedback

[4:24] Leading with intention instead of emotion

[5:11] The formula I use to keep conversations productive and empowering

[6:13] How this mindset applies beyond work—and can impact your whole life

 

3 Key Takeaways

1. Being a great individual performer won’t scale your business—you need to learn to lead.

2. Intentionality before tough conversations creates better outcomes and stronger team culture.

3. The “pre-performance paragraph” is a simple tool to improve leadership, sales, and even personal relationships.

 

Links & Resources

 

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If this episode helped shift your perspective on leadership, do me a favor—subscribe, rate, and leave a review. And if you know another business owner or team leader who needs this, share it with them. Let’s keep turning properties into profits—together!