The Gallup Organization reports that managers account for at least 70% of the variance in employee engagement scores across businesses in all industries.

When it comes to engaging agents and meeting their needs in the real estate industry, great managers are the key to unlocking high performance and creating a magnetic culture.

When individuals lack good management or have no management at all, they become disengaged and often leave their companies.

This is a valuable insight for recruiting both experienced and new-to-real-estate agents.

For experienced agents, most of your prospecting efforts should be directed at organizations that are known to have poor first level managers.

When a manager leaves or has a crisis at one of your competitor’s offices, it’s time to strike.

Agents are most likely to change companies when the agent/manager relationship is disrupted or strained.

For new-to-real-estate agents, make sure your interviews include several open-ended questions about the candidate’s experience with their current and previous managers.

Often this is where the pain and frustration will exist.

If candidates can envision a future with a great manager, it will serve as a strong attraction to you and your company.