In a recent podcast, Steve Murray explains how the real estate industry is becoming increasingly segmented.
It used to be the segmentation was that brokers offered a graduated commission plan…or a 100% commission/flat-fee plan.
Now, agents have 8 to10 brokerage models from which to choose.
Even 10 years ago, the traditional brokerage model offering to agents (technology, marketing, office space, managerial oversight, deal doctoring, coaching, mentoring, etc.) captured 70% of agents.
But this is no longer the case as the market has segmented like never before.
What does this mean for recruiting?
The competition for productive agents will continue to be intense.
Agents will be more educated than ever and aware of what’s being offered in the marketplace.
Your ability to win will depend on how well you can carve out and dominate a small recruiting niche inside a large market.
A recruiting niche answers the question:Â We ___________ better than anyone else in the marketplace.
For example:Â We help part-time agents transition to being full-time professionals better than anyone else in the marketplace.
There are dozens of recruiting niches available, and they’re all waiting to be claimed by leaders who understand the importance of focusing on something clear and specific.
As Steve put it:
Don’t get caught in the middle without any clear differentiation in what you’re offering. It must be clear. It must be distinct.
