John Foley, co-founder of Peloton, once said,

Risk is the tariff paid to leave the shores of predictable misery.

Like many entrepreneurs, Foley risked everything to start and grow his company, but his starting point was unique.

Finding himself stuck in a dead-end job in his early forties, he had some similarities to those you’re frequently trying to recruit.

Most talented people who get into real estate come from other industries where they have established jobs, but they’re miserable.

If a person is miserable, why would they stay in an unfulfilling job and suffer knowing nothing will change?

Risk.

Risk of losing. Risk of failing. Risk of being embarrassed if things don’t work out.

As a hiring manager, it’s important to understand risk and learn how successful individuals keep risks from inhibiting the accomplishment of their goals.

To start discovering this important insight, ask your most successful agents how they managed risk when they got started.

Then look for patterns among the answers these agents provide.