Hunters vs. Farmers: Why Your Sales Team Stopped Prospecting (Ask Jeb)

What It Covers

Jeb Blount addresses why experienced real estate sales teams stop prospecting new logos, explaining how comfort with existing books of business creates stagnation and outlining the leadership-driven systems required to reverse that pattern.

Key Questions Answered

• •Hunter-Farmer Split: When budget allows, separate prospecting roles from account management entirely, as finding salespeople who execute both functions at a high level simultaneously is rare. Most reps naturally revert to relationship maintenance once their book reaches a comfortable income threshold.
• •Compensation Structure Audit: Review commission rates to ensure new logo acquisition pays more than renewing legacy accounts. If farmers earn higher percentages maintaining existing clients, reps have zero financial incentive to prospect — the compensation structure itself actively discourages new business development.
• •Protected Prospecting Blocks: Schedule a fixed daily time window — such as 7AM to 9AM — dedicated exclusively to net new outreach. Leaders must provide pre-built target lists rather than expecting reps to self-research, removing friction and eliminating the most common excuse for skipping prospecting activity.
• •Leaders Prospect First: Sales managers must participate visibly in prospecting blocks rather than retreating to offices during call sessions. When leaders sit beside reps and work the same lists, accountability becomes credible. Managers who avoid prospecting themselves cannot effectively hold their teams to that standard.