They’re Not Lazy, You’re Leading Wrong

Low energy isn’t a rep problem. It’s a leadership symptom.

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Sales Systems
May 30, 2025

In partnership with

The key to a $1.3T opportunity

A new trend in real estate is making the most expensive properties obtainable. It’s called co-ownership, and it’s revolutionizing the $1.3T vacation home market.

The company leading the trend? Pacaso. Created by the founder of Zillow, Pacaso turns underutilized luxury properties into fully-managed assets and makes them accessible to the broadest possible market.

The result? More than $1b in transactions, 2,000+ happy homeowners, and over $110m in gross profits for Pacaso.

With rapid international growth and 41% gross profit growth last year, Pacaso is ready for what’s next. They even recently reserved the Nasdaq ticker PCSO.

But the real opportunity is now, before public markets. Until 5/29, you can join leading investors like SoftBank and Maveron for just $2.80/share.

This is a paid advertisement for Pacaso’s Regulation A offering. Please read the offering circular at invest.pacaso.com. Reserving a ticker symbol is not a guarantee that the company will go public. Listing on the NASDAQ is subject to approvals. Under Regulation A+, a company has the ability to change its share price by up to 20%, without requalifying the offering with the SEC.

They’re Not Lazy, You’re Leading Wrong

Low energy isn’t a rep problem. It’s a leadership symptom.

If your team’s coasting, missing targets, or treating every Monday like a funeral, don’t jump to blame. Your reps aren’t lazy. They’re disengaged and that’s on leadership.

Here’s the reality: A-players want to win. If they’re not moving with urgency, confidence, or focus, it’s because they don’t see a system worth investing in.

They’re unclear on expectations.
They’re tired of busywork.
They’ve lost the connection between effort and impact.

This isn’t about motivation speeches. It’s about structure. Purpose. Leadership with teeth. The best managers create environments where action is rewarded, feedback is constant, and wins are visible.

When you lead right, “lazy” reps either level up or leave. And either way, your team wins.

5 Leadership Shifts to Reignite Your Team

  1. Replace Fluff With Focus
    Kill vague KPIs. Set specific, daily expectations tied to outcomes.

  2. Coach in Real Time
    Don’t wait for the QBR. Give fast, tactical feedback on live deals.

  3. Broadcast Wins Publicly
    Recognition is fuel. Make achievement visible across the team.

  4. Tie Activity to Revenue
    Show reps how effort drives pipeline and how pipeline drives pay.

  5. Stop Managing, Start Building
    Don’t just ask for numbers. Build skills, systems, and habits that produce them.

Your reps want to win. Give them a game worth playing.


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