How Jason Campbell Added $100M in Revenue by Eliminating Lead Leakage
The ROI Question
Jason Campbell, founder of Option 1 Real Estate, does not care for the "just trust your instincts" approach when it comes to spending money on software. Any tool used by his team has to show its value with quantifiable data—actual numbers, not estimates or forecasts.
His management team had one straightforward goal: determine whether the platform was worth what they were paying for it. The question was not only whether leads were coming in, but where the business was losing money without anyone noticing.
Jason has always believed that when deals fall apart, the lead is rarely to blame. More often someone on his team dropped it. People drop things; it happens. He needed a method to prove this theory rather than relying on guesswork or finger-pointing.
"I believe it's never the lead's fault. The lead's fine. It's the idiot calling the leads that's usually the issue." Hard to disagree with that.
Accountability Without Ambiguity
The proof showed up quickly once they started using MaverickRE. Excuses about effort stopped working because the system showed exactly who was doing what. There is limited room for interpretation when the data sits right there.
Management could point to specific leads that were not getting followed up on. Instead of saying "I think you are slacking," they could say "these twelve leads from last Tuesday have not been touched." The specificity changes the entire dynamic of the conversation.
The "Hot Hand" Strategy
That specificity changed how they viewed lead distribution. Jason's team now handles routing in a manner similar to a basketball coach. Whoever is currently performing best receives more opportunities. Tenure and seniority do not factor into the equation; current output does.
They watch for complacency in real-time. An agent closes three deals in a month and decides to coast? The system catches that drop before it becomes a pattern. Leads get routed elsewhere until the agent is ready to pick it back up.
Simplified Coaching
Coaching conversations became simpler. Jason pulls up the data and asks one question: can you handle these leads? If yes, great. If no, that is fine as well. They pause new lead flow until the agent's bandwidth opens back up.
"We can put it in front of an agent saying, 'Okay, here's where you're kind of dropping the ball... can you pick that up, yes or no?' If you can't, we'll pause you on your leads until you can."
No drama, no guilt trips. Just capacity management.
A $100 Million Difference
That operational clarity added up quickly. The audit Jason requested came back with numbers that were difficult to ignore. They fixed the follow-up gaps, made sure leads only went to agents actually working them, and saw a massive shift in closed volume.
| Metric | Impact |
|---|---|
| Revenue | "MaverickRE... has made us an extra 100 Million last year." |
| Follow-up | Fixed follow-up gaps and eliminated "finger-pointing." |
| Decision Making | Shifted from "instincts" to "numbers don't lie" data-driven decisions. |
Jason is no longer questioning whether the platform pays for itself. The accountability it created turned into revenue they would have lost otherwise.