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Sign into your accountRecruiting or Retention of Agents?
April 29 2015
In a recent meeting I attended of broker owners, there was a question posed:
What's more important in your business – Recruiting or Retention of agents?
There seemed to be an overwhelming lean toward recruiting and it is hard for me to understand why.
When we look at operational effectiveness in a brokerage, we look at things like brand, leadership, and culture. Brand is measured by the opinion of agents and customers. Leadership is measured by the popularity of executives among staff, managers, and agents. Culture is the happiness measurement of executives, staff, managers, and agents.
The common goal of building strong brands, leaders, and culture is accomplished over time. These are things that are developed through trust.
Are we overly concerned about getting people in the door to the detriment of the people already amongst us? Sometimes brokers are.
Is the brokerage more concerned with lead generation than customer for life? Is the brokerage more concerned with recruiting new agents rather than completing the process of developing a successful agent who loves their company?