I’m a big fan of Sean Cannell. Sean helps aspiring entrepreneurs develop YouTube businesses, and he has captured almost 3.5M subscribers. While he’s really good at sharing his video domain expertise, he’s even better at online marketing.
Insight Topics
How Experienced Agents Progress Toward a Hiring Decision–Part 2
Your recruiting prospects will want to talk with you, tell you things, and agree to follow-on appointments when… They feel listened to and validated in a nonjudgmental way. They feel accepted and liked. They feel you understand and appreciate their goals, priorities, and aspirations. They feel you truly understand the context of their situation.
How to Use Recruiting Personas to Improve Your Hiring Results
In late January, we pre-released our Real Estate Personas and Avatars Guide for Real Estate Leaders to just Insight readers.
This week, we’re releasing to the general public. This 15-page resource outlines the 11 most common real estate personas.
To Scale: Recruiting Must Be Your #1 Focus
The purpose of adding great people to your team is to multiply your efforts. It’s the most productive work you can be doing. Any time you’re pulled away from this work, you’re giving up your opportunity to multiply, and it reduces your long-term effectiveness and ability to grow.
Who’s Moving Right Now?
We just finished the first quarter, and we’re getting our first look at the year-to-date agent movement data for 2026. Who’s moving? For the solo agent, the most common movement profile is an individual doing about $2.7M in production with a sell-side ratio of just over 40%.
How Recruiting Prospects Change Their Minds–Part 2
If you’re only engaging those recruiting prospects who can be swayed by logic, you’ll miss most of the opportunities.
How Recruiting Prospects Change Their Minds
To get someone to change their mind, it’s helpful to classify their decision-making perspective and use a different approach depending on their viewpoint.
The Hidden Characteristic Most High-Performing Recruiters Share
It may seem like a subtle distinction, but what you believe about yourself and your organization taints all parts of the recruiting process—for the good or for the bad. Recruiters, therefore, have a tremendous amount of power as change agents in their companies.
Set Yourself Apart by Listening More
By making listening one of your signature strengths, you’ll stand out among your competitors and engage more recruiting prospects.
The #1 Source of Recruiting Success
Raising follow-up to the level of being the most important recruiting activity requires many hiring managers to make a paradigm change. The interview/recruiting appointment is not the end of the recruiting process–it’s the beginning. It just gives you the right to compete for this prospect’s attention in the months ahead.
Assessing Motivation During Interviews
Intrinsically motivated individuals tend to perform their work with dedication and commitment. Research demonstrates that this motivation must be constantly cultivated in order to be maintained. With such a stark difference between the two types of motivation, it’s an important topic to cover during both interviews and follow-up.
Why Struggling is a Great Predictor of Success
Those who aren’t stars in youth and who don’t land the plum jobs early on, must cast about for direction and meaning. When they find their way, they’re already trained in the mental habits of managing difficulty and re-framing expectations.
Stop Hiring Amateurs and Hacks
So, what do high-performing managers do? They build for the long-term and insist on surrounding themselves with professionals. They hire slowly to weed out the amateurs from the professionals, and fire quickly to get rid of the hacks.
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.
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.
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.
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.
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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 Recruiting 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.