Despite a large majority of the agents in the industry being minimally productive, the total number of agents has not really declined much in the last few years.
In one sense, this is a mismanagement of talent.
Rather than releasing unproductive agents, most brokerages continue to dilute their talent pool with unqualified individuals.
How do you fix this problem?
Of course, you should allow natural attrition to run its course and regularly prune those on your roster who are not producing.
But you must also increase your hiring standards when you rehire.
In the professional hiring manager’s mind, not everyone makes the cut.
They must meet selection criteria that are well-established and reflective of the desired performance level of the organization.
Your selection criteria can include factors such as work history, assessment results, interview performance, desired character traits, social network capacities, and other factors you’ve documented that will lead to success.
The goal is not to craft the perfect selection system–it’s to thoughtfully create one, and then, follow it.
