In chemistry, a catalyst is an intermediary that causes another chemical process to spontaneously happen or happen more quickly.

For example, the catalytic converter in a car contains platinum which serves as a catalyst to reduce unburned hydrocarbons and carbon monoxide by oxidizing them.

Like in chemistry, recruiting picks up pace in the presence of a catalyst event.

There are two types of recruiting catalyst events–reactive and proactive.

Reactive Catalyst Events. These are events that happen without your direct involvement.

For example, a manager leaves a competitor’s office. When this event happens, the agents in that office are suddenly more susceptible to being recruited.

Proactive Catalyst Events. These are events that you start with the intention of creating a reaction.

For example, you connect with a competitive agent and question the financial sense of their broker’s compensation model.

How much did your broker make on your last transaction?

High-performing recruiters are always looking for catalyst events or creating them on their own.

Without them, recruiting moves too slowly.