It’s been a couple of weeks since the NAR settlement decision was announced.
Since then, I’ve heard from many of you and been amazed by your heroic efforts to come alongside your agents and provide leadership during this chaotic time.
Your agents need and appreciate this kind of support, and they’ll remember it in the months and years ahead as one of the defining moments that shaped the character of your organization.
It reminds me of what happened in March of 2020 as the covid crisis started to become a reality.
For the first few weeks, the best leaders responded quickly and decisively.
They opened new lines of communication, provided clear direction, and equipped their agents to continue to do business in the midst of a crisis.
The message was clear: The world may be falling apart, but we’re going to survive!
After a few weeks went by, something strange started to happen.
I began getting calls from several of our most progressive clients that sounded like this:
Hey Ben, I’ve noticed that many of the companies in our marketplace are not supporting their agents very well.
They seem to be hunkering down and hoping this crisis will pass quickly so they can get back to normal.
As a result, their agents are suffering.
As you might have guessed, this inflection point caused some leaders to quickly pivot from being defensive to doubling-down on recruiting.
Of course, they continued to provide a high level of support to their agents, but they also started offering others a safe place to land.
At the time, we called it “life raft recruiting,” and it resulted in a substantial number of recruiting wins for those who took the lead.
As the old saying goes: History doesn’t repeat itself, but it does rhyme.
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PS. I hope each of you has a joy-filled Easter weekend and will get to enjoy some downtime. Come back recharged–we have much to look forward to in the months ahead.
