People explore new opportunities and change careers because they hope to find something better.

Catching a vision for a better future has inspired some of the greatest accomplishments in human history.

And the same energy is behind the most remarkable accomplishments in the real estate industry.

As you talk with your recruiting prospects about the possibilities this year, lead with hope.

Hope for more income.

Hope to scale their business to the next level.

Hope to bounce back from last year’s difficulties.

Hope for working with others who share the same values.

Hope for ____________ (let your recruiting prospect fill in the blank).

Try starting your recruiting discussions with a simple question:

What are you hoping for in 2026?

After they provide an initial answer, follow-up with:

What else?

As an individual reveals what they’re trying to accomplish, it’s only natural then to ask:

What are the obstacles keeping you from getting there?

It takes more patience to have these kinds of conversations, so most of your competitors are not having them.

They’re too busy pushing their own agendas.