The brokerages that grow through every market have one thing in common: leaders and recruiters who practice empathetic persistence. It isn’t a sales tactic you teach agents. It’s how you lead, how you build your team and how you recruit.
Persistence, Not Pressure
The line between the two is everything.
- Pressure looks like micromanaging, demands without support, aggressive outreach, overpromising and not really listening to what a recruit wants.
- Empathetic persistence looks like championing your vision every day, backing your people with real support, building genuine relationships with recruits, showing your value patiently and being a trusted advisor on their career decisions.
What It Signals
When you lead and recruit this way, people notice. Your team sees your commitment to a shared vision. Recruits sense that you care about their growth, not just their production. Everyone sees a culture that meets challenges with solutions instead of blame.
Six Habits of Persistent Leaders and Recruiters
- Champion the vision and celebrate wins, from team milestones to individual successes.
- Recruit with clear purpose. Know why each agent would want to join you. My 8 D’s of Agent Movement are a good place to start.
- Anticipate what’s coming. Plan for market shifts and future talent needs before they arrive.
- Stay consistent. A slow quarter or a hesitant recruit calls for steady, value-driven outreach, not panic.
- Use resistance as data. Agent concerns and recruit objections show you what to improve.
- Keep growing. The best leaders and recruiters never stop working on communication, strategy and team development.
Why It Matters
Strong cultures aren’t built overnight. Top agents are discerning, and winning them is a marathon, not a sprint. Credibility comes from showing up the same way, especially in hard times.
When “I’m happy where I am” is the answer, empathetic persistence keeps the door open. Stay in touch, keep offering value and be there when the moment comes.
Framework: This post is part of Create Your TRIBE, the Recruiting Insight framework built on one belief: recruiting is an act of leadership. See all five steps: Think, Research, Influence, Block and Embrace.
Want help applying this in your brokerage? Book a 30-minute conversation with Mark at calendly.com/mjsession.
3 thoughts to “The Unshakeable Brokerage: A Coach’s Guide for Leaders & Recruiters to Build & Win Through Empathetic Persistence”