A street-tested playbook for brokers who are done with the "numbers game" and ready to win the battle for top talent. ...
Insight Topics
Explore a wide range of topics, from recruitment strategies and leadership challenges to adapting to market trends and personal development. You can also find Insights that discuss the importance of branding, effective communication, and innovative practices, providing real estate leaders with insights and tools to become better at recruiting.
Building a New Agent Checklist
In previous Insights, I’ve encouraged you to spend some time quantifying your ideal recruiting prospect. It may be helpful to go one step further and convert your collection of desirable characteristics into a checklist–especially for new agents.
A More Effective Way to Ask for a Referral
“Do you know anyone…?” is open-ended and quite overwhelming. It likely will produce the respectful response: “Well, I’m not sure, I’ll think about it.” “Who do you know who…?” will likely move your guest into searching their mind for just one person who might be a fit for you.
The “I’m Happy Where I’m at” Objection
It reminds us that recruiting inertia is real, but your recruiting prospects are always looking for something a little better. This hope for something better is nearly universal, and it’s the weak spot in the defenses of every recruiting prospect.
Educate Your Recruiting Prospects
So how do you keep a large pipeline like this engaged over a long period of time? One way is to educate them on how to solve their problems.
Recruiting Fast, Recruiting Slow
So, from the outside, it can look like they’re hiring fast.
But in reality, they’ve created a system that is always hiring.
Ask for Permission to Follow-Up
Asking permission to follow-up changes the way recruiting prospects view your follow-up information—it’s now expected and has a better chance of being appreciated.
The Importance of Second Impressions
The second impression typically happens when the recruiter or hiring manager first connects with the candidate via phone or text message.
Why Recruiting Prospects Need Consistent Follow-up
The best recruiting outcomes happen when candidates recruit themselves by discovering (with a little help from you) a new reality that was not initially visible.
The Best Way to Start a Meeting
Mike Walker suggests that most meetings (including recruiting appointments) get off on the wrong foot because expectations are not properly set early in the conversation. To avoid this, he suggests using a set of “framing questions” to get your prospect ready to hear your value proposition and potential offer.
Narrow and Deep or Wide and Shallow
Building awareness one person at a time is a lot of work. Is there a shortcut? Yes. It’s called an employment brand.
Crafting Stories That Persuade
Perhaps you have some standard stories you share during the recruiting process.
While this is a good baseline, Rich Millington argues that stories become super-powered when they are customized to match the worldview of your listener.
How to Get More Prospects to Respond to Your Recruiting Emails
Emails that are short and contain one idea or question get the highest percentage of replies.
Recruiting Insight Unveils HiringCenter Pro: The AI-Powered Answer to Real Estate’s $15.7 Billion Migration Shift
New Platform Launch Addresses Critical “Communication Gap” Identified in the 2026 Agent Migration Report; Empowers Brokers to...
How Negative Emotion Kills Your Recruiting Effectiveness
Multitasking and constant interruptions at work can lead people to display negative emotions in addition to stress.
The connection between negative emotion and constant interruptions was so strong, the researchers likened it to a contagion.
Simple is Better (and It Leads to More Hires)
By doing the extra work to make things simple, author Jory Mackay says you’re clearing the way for your prospects to quickly and easily engage.
Find a Struggle to Share
If you want to connect with someone beyond the surface level, find something they’re struggling with and share in their pain.
Authors Chip and Dan Heath describe how this works:
One study found that when strangers were asked to perform a painful task together—in one case, submerging their hands in tubs of ice water to perform a sorting task—they felt a greater sense of bonding than did strangers who had performed the same task in room temperature water.
This bonding happened even though the task was pointless.
How to Turn Cancelled Recruiting Appointments into Hires
Getting experienced agent hires is often about staying in the game until the time is right for the prospect to make their move.
Capturing Small Offices and Teams
Industry veterans Mark Johnson (Recruiting Insight) and Kyle Hunter (Lone Wolf) will outline the most important movements and describe how you can use the data to improve your recruiting results.
Templates and Clear Instructions
Mundane activities like recruiting go better when you’re following a pre-planned regiment that include scripts, time-blocks, and ways to collect feedback on how you’re doing.
The Loyalty Perception Gap
Every organization has retention vulnerabilities, and the first step to solving the problem is admitting it exists.
Why Recruiting Conversations Feel So Awkward
The best recruiting happens when you’re able to temporarily ignore your basic need for connectedness and help those in your recruiting pipeline feel something remarkable.
How to Defeat Excuse-Making
Embracing a delayed gratification mindset starts with believing that overcoming excuse-making is both possible and necessary.
The Library Effect
The Library Effect is something you can easily apply to recruiting, and it’s one of the reasons that accountability groups are so effective.
Just getting together with other hiring managers and recruiting for a set period of time each week will short-circuit many of your recruiting excuses.
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Recruiting Solutions For All Stages of Your Business
TalentScout
Proactive Outreach to Your Ideal Agent
TalentScout is a US-based professional call center, specializes in making outbound calls to recruit experienced local agents, highlighting your unique value proposition to secure in-person recruiting appointments.
CoRecruit
Experienced Agent Attraction At Scale
CoRecruit offers coaching services to help real estate firms recruit experienced agents more efficiently, focusing on creating effective systems, processes, and habits. We equip leaders to consistently generate leads, maintain a talent pipeline, and convert prospects into hires.
ThirdPool
New Agent Sourcing At Scale
ThirdPool specializes in equipping real estate firms to efficiently recruit and hire promising new agents. Our methods and systems have transformed new agent recruitment into a profit center across North America.