Hiring new talent seems like a straightforward path to growth, right? But beneath the surface of onboarding paperwork and welcome lunches lie significant, often overlooked costs, especially in performance-driven industries like mortgage lending. A recent article in National Mortgage News sheds light on the real financial burden lenders face when bringing on new Loan Officers […]
Category: Attract Talent
Recruiting and selection for real estate brokerages and teams: who to call, what to say and who to sponsor. Start with The 8 D’s of Agent Movement and Create Your TRIBE.
The Recruiter as Coach: Mastering the Art of Powerful Conversations
In today’s dynamic recruitment landscape, the best recruiters aren’t just salespeople; they’re coaches. Historically, leaders, and by extension recruiters, were expected to have all the answers. But now, success lies in empowering others to find their own. This shift requires a coaching mindset, where we focus on connection, inspiration, and growth. Just like a great […]
Market Update: Shifting Trends and Their Implications for Brokers & Recruiters
Market data as of March 2025. For the latest numbers in your area, see my live Altos Research market report. We’re seeing a unique confluence of factors: declining mortgage rates alongside persistent buyer hesitation. Market Overview: Mortgage rates have fallen for six consecutive weeks, with 30-year fixed rates now averaging 6.63%. This is a positive […]
The 8 D’s: Beyond Sales, They’re Your Agent Attraction Blueprint
As leaders in the real estate industry, we’re all familiar with the “8 D’s” of real estate sales generation (created or made famous by my friend David Knox): Death, Divorce, Diamonds, Downsizing, Diapers, Deployment, Default, and Displacement. These life events drive transactions and shape our market. But what if we flipped the script? What if […]
Unlocking Top Talent: The 4 Pillars of Elite Recruitment
The real estate landscape is fiercely competitive. Attracting top talent, seasoned professionals and bright-eyed newcomers alike, requires more than just posting a job ad and hoping for the best. It demands a strategic approach, unwavering commitment, and a deep understanding of what motivates high-achieving agents. In this blog, we’ll dissect the four key traits shared […]
Is It the Market? Me? Or My Broker? The Real Reason Agents Leave
How often have you heard an agent say they’re leaving for greener pastures? Usually it comes with one of three explanations. It’s the market. It’s me. It’s my broker. Sometimes a move really is the right call. But in my experience, the root cause is usually simpler and harder to fix. Agent success, and agent […]
Leave Nothing To Chance
It seems in business, there are two approaches: Those who are prepared and those who are not. A commonly observed trait of peak performers? Leave nothing to chance; always be prepared. Anticipate, and prepare for, the six key questions: Why: Why does this client, recruit or project matter, and why now? Who: Who are the […]
Schedule Your Success: 7 Ways to Secure Daily Appointments
Mark’s Note: Originally published February 2023 and updated with the 8 D’s of Agent Movement. Pull up your calendar from last week. Now pull up your new appointment count for the same week. Do the two tell the same story? The calendar shows how you spent the week. The appointment count shows what it bought […]
What Can A Gym Teach Us About Recruiting?
Equinox’s campaign “We Don’t Speak January” caught my attention. Equinox did not offer new members the opportunity to join on January 1st, which made a statement about the type of member they wanted. In their words, “it’s not you; it’s January.” The company called the month of January “a fantasy, delivered to your door in […]