A 3-Step Plan to Real Estate Recruiting

Successful real estate agents often aspire to become a large team or brokerage. However, many have discovered a painful truth:

Transacting is not like managing or building a company.

The success you have experienced while working with buyers and sellers does not necessarily translate into success managing a team or brokerage. The skill sets you honed to generate business are not the same skill sets used to hire staff, build a brand and successfully recruit agents.

T3 Fellows has worked with dozens of teams and brokers to help them move from sales to management. Rather than teach hard and fast rules, we have found it best to teach how to approach challenges. That’s because we believe that one model does not fit all personalities and their respective strengths.

This particularly applies to recruiting agents, a key element in growing your organization. Here are the top 3 steps to recruiting and growing successful agents:

1. Understand yourself

Real estate attracts a wide variety of personalities – it’s one of the many things that make this business so interesting.

As a result, not every agent is a good fit with every leader. To attract the right personalities – the ones that best match yours – you need to understand yourself. What are you good at? What do you enjoy? What type of culture do you want to cultivate? Once you know these answers, only then can you build a foundation of success.


2. Recruit the right agent

It’s an unfortunate fact that even when leaders recruit a sizable number of agents, many of those agents don’t become successful. Rather than cast a wide net, long-term success comes from recruiting people who will grow – and stick – with you. Zero in on agents that gain the greatest benefit from you and your companies’ strengths.

An important element in finding the right people is focusing on their attitude. Agents that already have a steady inflow of leads or a big book of business may not be the best choice. These personalities can have rigid attitudes and be hard to work with. Instead, the ideal agents have drive, with an ability to adapt, adopt and improve.


3. Recruit to your strength

Once you understand yourself (see point 1), you can hone in on agents who need your specific services. Agent needs tend to fall into categories such as:

  • Need help getting started and building a business
  • Moving up their price point
  • Taking listings
  • Learning online lead generation and conversion


If you’re good in any one of these areas, you’ll know what types of agents to pursue and how to craft your message.

This process may sound easy, but as many have discovered, execution in an existing business can be challenging. T3 Fellows is a mentorship program designed specifically to help real estate teams and brokerages solve these problems. T3 Fellows advisors will lead you by discovering your needs, pairing you with leaders, and walking you through a curriculum that’s individualized for each participant. Apply now and see if you could benefit from this kind of support.

T3 Sixty – Trusted business advisors and management consultants.

Part of the T3 Sixty family of companies.

© T3 Sixty 2020. Enabling Intelligent Change.

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