Disruptors How To Reduce Staff And Double Sales
Dec 23, 2025
Join Frank Cava, a seasoned real estate operator and founder of Cava Companies, as he reveals how cutting his staff by 70% transformed his business. He discusses the perils of bloated teams and the benefits of focusing on key metrics for conversions. Frank shares insights on mastering a niche market, maximizing ROI through targeted marketing, and the importance of hands-on involvement for owners. He also touches on housing policies and the resilience of Section 8 as a strategy in uncertain times. Tune in for valuable lessons on simplifying operations for greater success!
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Never Leave An Appointment Without A Contract
- Pre-qualify leads on the phone and require acquisition reps to be invited to sit on appointments.
- Never leave an appointment without leaving a contract unless there's a clear, documented reason.
From Ten Reps To Three: The Becca Promotion
- Frank cut acquisition reps from ten to three and promoted the best performer, Becca, into a lead role.
- He assembled a complementary trio of closers with emotional, steady, and aggressive styles to cover different seller types.
Use Call Time Thresholds And A 72‑Hour Rule
- Measure call engagement thresholds: 12 seconds to avoid hangups and two minutes to mark a meaningful conversation.
- Use a 72-hour rule to schedule appointments because cancellations spike after 72 hours.