Recruit & Retain Talent

How to hire the best and have them stay

As a Broker, you know getting new talent in the door is essential to the ongoing success of your brokerage, but it can be a challenge to attract talent that will really make a difference. Although in-office perks like free daily coffee or a corner office may be compelling, they are not enough to sway the type of agents you really want. You need to be more strategic and offer true value that differentiates you from other contenders they may be considering. Below are three key elements of an effective Recruitment Plan you may want to review:

1. Optimize Your Value Proposition

You need to clearly understand and effectively articulate exactly what it is that makes your brokerage unique. What powerful tools do you offer your agents that others can not or will not? Is it technology, marketing assistance, a continuous lead source, professional coaching or training? Then spell out the qualitative and quantitative benefits of each and the specific impact they can have on their business, i.e. more leads, improved productivity, greater commission splits, etc. If you can show actual results (in aggregate) based on agents who have benefited from these tools in the past, even better. Do you have tried-and-true processes in place to support their success? Make a list and be sure to highlight all the tools, processes, training, incentives and other value-add items that have contributed to the success of your existing agents and business overall.

Once you hire, the real selling begins. Tailor the onboarding process in order to offer them a personalized onboarding experience and demonstrate your genuine commitment to their success at the company.

2. Create a winning brokerage culture

When you see a person that is smiling, laughing and having a good time, you are more likely to approach them than someone who looks tired, and over-worked. Does your brokerage culture inspire, motivate and support the former? Having a strong company culture can go far in winning new talent. As a broker, you have the opportunity to make work fun, uplifting, encouraging, and enjoyable. Your business will benefit by doing so. Consider adding authentic stories into your company blog and onto your careers page about experiences or events that showcase your great work culture.

Consider Real Estate Manager, Dave Robison's, short list from “Create a Winning Brokerage Culture”*:

  • Do what you say: Set expectations of your team (and yourself) and stick to them.
  • Provide incentive: Higher commission splits, awards, prizes, contests, kudos… lots of options here!
  • Promote accountability, top to bottom: Everyone is a part of the team and should act professionally.
  • Provide resources for success: High-quality training and technological tools that improve efficiency can boost not only your bottom line but also agent morale.
  • Share (and repeat) your core values: What’s important at your company? Share and spread these values among your team members.

An authentically strong Brokerage culture can not only attract top talent, but help retain them and boost productivity. A win-win for everyone.

*View Source:

3. Leverage Technology to Make Data Based Decisions

Be systematic in your approach. Data can help you recruit. Like all areas of business, measurement is key. Treat recruiting exactly the same way you treat other key investments of time and money — track everything and constantly optimize. Consider implementing a 'Try, Measure, Analyze and Adjust' methodology. Essentially this means to set up a measurable recruitment system, implement it, and then analyze its performance before deciding on next steps to optimize the results. If this sounds overwhelming, consider leveraging technology to automate much of this process and keep you organized.

For example, iBroker, has a powerful Agent Recruitment Module to help busy Brokers and Office Administrators manage their recruitment process and keep track of hiring efforts. With ease, you can:

  • Create and edit prospect profiles
  • Manage appointments
  • Manage interview schedules
  • Manage job offers
  • Track candidate follow-up

Designed to simplify office administration, this new recruitment module is a natural extension to the iBroker application. Request a demo @


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