Roberts Realty International

06/15/2026

Every business owner I know has hit a wall at some point.

Whether it's $3M a year or $300M — at some point the growth just slows. The money slows. And no matter how hard you push, you can't seem to get past it.

I've hit mine more than once. I've still got the scar on my nose to prove it.

This morning I wrote up why it happens — and what I've seen actually break through. Not what most people think.

https://www.linkedin.com/pulse/every-business-hits-wall-mine-left-mark-hows-yours-scott-alan-roberts-e3jef

06/11/2026

40 years in. Thousands of conversations. Sales floors, restaurants, construction sites, broker offices, kitchen tables, hotel lobbies.

The truth I keep coming back to is simple:

It was never about the system. It was always about the connection.

Wrote my thoughts on this today over on LinkedIn. If you've ever built a team — or been on one — I think it'll land.

After 40 years around sales teams and business owners, I've learned one truth that stands above everything else. It's never really been about the system, the script, the compensation plan, or the latest methodology.

05/18/2026

When a sales team isn't hitting their numbers, the natural reaction is to look at the reps. Better hiring. Sharper outreach. More activity. More accountability.
But after years of watching this pattern, I've come to a different conclusion. The issue usually isn't with the reps at all.
It's that the manager above them was never really shown how to lead them.
Owners promote for real reasons — top sellers, ride-or-die reliability, a gut signal. None of those teach a person how to actually develop a team.
If you're an owner wondering why your sales numbers aren't where you want them, the most important change might need to happen one level up.
Full read here → https://www.linkedin.com/posts/thescottalanroberts_the-5-skills-that-actually-move-sales-results-activity-7462238030326587392-mqZu

05/15/2026

Most comp plans aren't broken because of the numbers — they're broken because the plan was built for one tier of business and the actual deals live in a different one.
Tier 1 (under $1k), Tier 2 ($1k–$50k), and Tier 3 ($50k+) each require a different comp structure. The math, the cycle, the base/variable split, the quota assumptions — all different.
When the plan and the work don't match, attainment stays stuck in the 30s and 40s and everyone blames the wrong thing.
The fix isn't paying more or paying less. It's naming the tier first.

Full read here...

https://www.linkedin.com/posts/thescottalanroberts_name-the-tier-first-then-build-the-plan-ugcPost-7461046422172368896-7Igt?utm_source=share&utm_medium=member_desktop&rcm=ACoAADNHImwBViL0BWg2Vh0GOR1ePrN6yOIc6sU

05/12/2026

81 out of every 100 sales opportunities never close.
That's the 2025 number from Ebsta and Pavilion's B2B sales data. Win rates collapsed from 29% to 19% in a single year — and most founders are reading it and adding more pipeline.
That's the wrong fix.
The 3x coverage rule came from a 1990s era when 33% win rates were normal. At today's 19-21% win rates, that math doesn't hold. The fix isn't more pipeline — it's pipeline built on the math that actually exists.
Full piece on LinkedIn →
https://www.linkedin.com/posts/thescottalanroberts_your-pipeline-isnt-broken-the-assumptions-ugcPost-7459955601683406848-9XJM?utm_source=share&utm_medium=member_desktop&rcm=ACoAADNHImwBViL0BWg2Vh0GOR1ePrN6yOIc6sU

05/11/2026

Most agency owners I work with are still running a playbook from 2018 in some form: get in first, fill the top of funnel, push reps for cold-call volume.

The market looks different now. Buyers don't behave the way that playbook assumes they do.

In 2026, recent data shows roughly 67% of B2B buyers prefer a rep-free experience for early research. They complete somewhere between 60 and 70 percent of the buyer journey before they contact any vendor. By the time they reach out, the average buyer has already evaluated 4.5 to 5 vendors and is leaning toward one already on their shortlist.

The first meaningful sales conversation now happens around 61% through the buyer journey. A lot of the work is over before your rep ever picks up the phone.

This doesn't mean cold outreach is dead. It does mean more volume probably isn't going to solve what isn't working. The leverage point shifted.

The teams I see winning in agency-land aren't optimizing for "who can get in first." They're optimizing for being the right voice when the buyer reaches out — visible in the right places, posting the right substance, named in the right rooms before the search even starts. Their reps don't chase. They show up to conversations that buyers initiated.

Same operating system, different point of leverage. Volume of calls becomes signal of reach. Activity becomes presence.
If your sales team is still being measured purely on "dials per day" in 2026, it's worth asking whether that's a productivity issue — or a strategy one.
— Scott

05/08/2026

The agency founders building $5M+ books with remote sales teams aren't doing it with US hires alone.

Most have at least one person in Colombia, Mexico, or Honduras. Sometimes the whole team.

The reason isn't cost arbitrage — though that's real. It's talent depth. The closers in Medellín who built their books on global accounts. The people prospecting in Mexico City who run bilingual pipelines without flinching. The team leads in Tegucigalpa who manage US clients across three time zones because they've been doing it for a decade.

What I keep seeing: the founders who win this aren't the ones who bolt LatAm hires onto a US-built playbook. They're the ones who designed the system around how the team actually works — async-first, written-clear, comp built for what each person produces.

Different version of the same operating system. Built for the team you have, not the team your investor expects.
— Scott

INSTAGRAM
Image: Aura #2 — crop to 4:5 vertical
Caption:
The agency founders building $5M+ books with remote sales teams aren't doing it with US hires alone.
Most have at least one person in Colombia, Mexico, or Honduras. Sometimes the whole team.
The reason isn't cost arbitrage — though that's real. It's talent depth. The closers in Medellín who built their books on global accounts. The people prospecting in Mexico City who run bilingual pipelines without flinching. The team leads in Tegucigalpa who manage US clients across three time zones because they've been doing it for a decade.
What I keep seeing: the founders who win this aren't the ones who bolt LatAm hires onto a US-built playbook. They're the ones who designed the system around how the team actually works — async-first, written-clear, comp built for what each person produces.
Different version of the same operating system. Built for the team you have, not the team your investor expects.
— Scott


Post LinkedIn first → X → Facebook → Instagram. Ping me when all four are live and I'll mark Day 2 done.

05/06/2026

Wrote about why most remote sales team comp plans break — not because they were bad ideas, but because they were never actually designed in the first place.

If you've watched a top performer go quiet on comp lately, you know what I mean.

https://www.linkedin.com/pulse/top-performers-dont-quit-comp-plans-feeling-unseen-scott-alan-roberts-jggif

02/05/2016

2926 Corkwood Rd W,
Jacksonville, FL 32277
4 beds 3 baths 2,535 sqft

FOR SALE
$219,000

Your home, in the middle of everything you love about the Ft Caroline area North of Merrill Rd, will give you great pride from the moment you drive up to your home, in this nice neighborhood to each room in your spacious home. You will be proud to show off your, well-appointed Kitchen, including Breakfast Bar area with separate Dining Room. Your Master Suite is its own private oasis, including your extra large walk-In Closet, and Master Bath. The rest of the home boast of Living Room, Family Room, and an extra large Bedroom Suite, Great for In-Law Suite or Game room including separate entrance and bath. Let us know when you would like to move in. (We can include desired refrigerator within any agreed price.)

02/05/2016

5 beds 4 baths 2,883 sqft

FOR SALE
$469,000

Your home is a part of an exclusive "Tacito Woods" neighborhood, right off Scott Mill Rd in the heart of Mandarin and close to the St Johns River, San Jose, 295, great schools, and all that you love in the Mandarin/Jacksonville area. You will enjoy your, almost 1 acre hideaway with a large backyard overlooking a tributary to the St Johns River. Relax in your Screened-in porch or enjoy your 2,883 sqft, 5 bedroom 4 bath home boasting of high tray ceilings, Master suite, mother-in-law/guest suite, and a large, second floor, separate room for entertainment, bedroom or office. You have so many possibilities with your home distinguished with a large kitchen including, 42" cabinets, Granite, and real wood floors...
Your "Master Suite" designed for tranquility along with your distinguished appointed "Master Bath". Give us a call to get your move-in date ready (904) 304-4853