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Real Estate Team | 4 minute read

How to Recruit Agents and Build Your Team

Firepoint Jul 16, 19

More agents doesn't necessarily mean more success or more profits. You need to hire the right people who will adapt to the systems you have in place and strengthen your operations.

Real estate is a service-oriented industry. Especially with the amount of technology available today and the freedom it gives buyers to research listings and market prices independently. What actually sets real estate agents apart is the customer service they can provide as people.

To build a top team, you need agents who can assimilate to your team and learn from proven strategies while adapting your systems to magnify their strengths.

Attract Top Agents With Your Culture

Before you can hire new agents, you need to have a clear understanding of the benefits of being on a real estate team,  and also your team as it currently exists.

  • Who are you?
  • How do you operate?
  • What direction is your team heading in?
  • What is your culture?

If you can't answer those questions, how can you effectively integrate new agents into your team? You need to understand your team's culture and MO in order to look for the right characteristics in potential recruits. Setting clear expectations will enable high-fit recruits to flourish.

Use your culture to attract top agents. Every agent operates differently, so you can't change the way you operate to best suit each new recruit — that'll alienate your existing team members and weaken the environment you've established.

You can teach systems and software, but you can't teach cultural fit or preferred operating style.

If you're a call-heavy team and hire someone who only texts and emails, you're going to have trouble training them and getting them up to speed on your team's way of doing things. If you force them to make constant phone calls, they're going to be miserable because that's not how they operate and they told you that. They might still be interested in your team because of the leads and tools you can offer to them, but it's a team leader's responsibility to ensure you're hiring good fits, not just skilled agents.

Hire Specialists Not Jack-of-All-Trades

Good teams consist of generalists, but top teams are made of individuals focused on the tasks they excel at, instead of splitting their time among a variety of things they're good at.

One of the main benefits of being on a real estate team is a community supporting them and helping them out. Use that to your advantage and allow each agent to focus on what they do best instead of forcing everyone to do everything. Then, hire for the roles you need filled.

Listing agents require different skills than buyer's agents.

A listing agent needs to be able to determine the pricing and marketing strategy that'll get them the most money possible in the least amount of time. They're going to need to be able to negotiate with multiple potential buyers and stay in control of the sale process.

Listing agents are responsible for handling the liquidation of the most expensive asset a person owns, so they need to be able to confidently determine what to do and then make that happen.

Buyer's agents, on the other hand, need to be more nurturing and relationship-driven. Buyers can find all the info they need online, so they're looking for an agent that can help guide them and open doors for them.

Knowing the roles you're looking to fill can help you identify what personality traits you're looking for in candidates so you can hire good-fits that fully understand the benefits of being on a real estate team, and ultimately strengthen your team.

Hire slow, fire fast.

Patience is an essential trait in any real estate agent, and it's an important trait for team leaders hiring agents as well. Just as it takes time to build a relationship with a lead, it takes time to find recruits who share your team's vision and culture.

Don't hire for the sake of it. Bring on agents who'll be good fits for your team and thenenable them with the tools they need to succeed.

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