Field Guide to Recruiting & Retaining Salespeople
(Updated April 2017)
In this highly competitive real estate marketplace, how do you find and hire successful agents—and what's the best way to prevent your top producers from switching to another firm? The material on this page will help you discover what makes a top producer and offers some of the latest tips and techniques for hiring successful, reliable agents and keeping them on your team. (D. McCormick, Budget & Operations Manager)
E - EBSCO articles available for NAR members only. Password can be found on the EBSCO Access Information page.
Tenure of REALTORS® at Their Present Firm
Source: 2016 NAR Member Profile, (National Association of REALTORS® - Research, 2016).
A Broker’s Strategy for Recruiting New Real Estate Agents, (Paradym Blog, Jan. 18, 2017).
This is How You Recruit the Best Real Estate Agents, (Recruiting Blogs, Jan. 9, 2017).
The Rise of the Inside Sales Agent, (REALTOR® Magazine, Jan. 2017).
How to Convince Agents Not to Leave, (REALTOR® Magazine, Sept. 2016).
Recruiting systems that work while you’re asleep, (Inman, Mar. 21, 2016).
The Secret to Hiring the Best Salespeople to Grow Your Business, (Forbes, Jan. 5, 2016).
A 7 Step Guide to Consistently Recruiting Great Salespeople, (LinkedIn Talent Blog, Nov. 18, 2015).
5 Ways to Recruit Like a Pro, (RISMedia, Oct. 15, 2015).
The Right Recruitment Strategy for Long-Term Success, (RISMedia, Oct. 8, 2015).
8 Questions to Ask a Salesperson Before Hiring, (Bullseye Recruiting, July 8, 2015).
Recruit, Ramp, Reward, Retain, (RISMedia, May 13, 2015).
One Piece of Recruitment Advice to Ignore, (REALTOR® Magazine, April 2015).
Effective Recruitment Marketing Version 2.0: Part 2, (Business 2 Community, Mar. 28, 2015).
6 ways real estate brokers can recruit like a tech startup, (Inman News, Mar. 19, 2015).
4 Rules for Hiring and Retaining Your Best Employees, (RISMedia, Feb. 12, 2015).
Tips and Scripts to Successfully Recruit, (REALTOR® Magazine, February 2015).
5 Ways Real Estate Brokers can Attract the Best Talent, (Real Estate Leader, a McKissock Blog, Oct. 16, 2014).
8 Must-Know Steps for Recruiting Top Talent, (RISMedia, Sept. 4, 2014).
Real Estate Recruiting: It’s Not Just a Numbers Game, It’s a People Project, (Realty Times, Aug. 19, 2014).
Retaining Salespeople Starts with a Strong Culture, (REALTOR® Magazine – Speaking of Real Estate Blog, Aug. 11, 2014).
Recruiting and Retaining Top Agents with Quality Leads, (realtor.com®, Aug. 8, 2014).
Step One to Recruiting the Agents You Want, (Realty Times, June 1, 2014).
Knock Down Recruiting Obstacles, (REALTOR® Magazine, May 2014).
Webinar on recruiting real estate agents – full video, (YouTube, May 9, 2014).
Are You Sure Your Agents Have the Right Personality for the Job?, (REALTOR® Magazine – Speaking of Real Estate Blog, Apr. 11, 2014).
How to Build an X-Factor Team, (REALTOR® Magazine, Apr. 2014).
Attracting Talented Real Estate Agents, (RISMedia, Feb. 20, 2014).
Gen X / Gen Y Agents
3 Ways to Recruit Millennial Real Estate Agents, (DotLoop Blog, Feb. 2, 2017).
How to recruit millennial real estate agents, (Casamatic Blog, Sept. 30, 2016).
Five Tactics for Recruiting Millennial Agents, (BoomTown Blog, June 17, 2016).
The Millennial Wheel: Recruiting – and Retaining – Tomorrow’s Agent, (RISMedia, March 7, 2016).
Three Must-Haves to Recruit Millennial Agents, (RISMedia, Sept. 23, 2015).
3 steps to begin working with millennials, (Inman, Aug. 25, 2015).
Recruiting and Retaining Millennial Agents and Customers, (RISMedia, May 14, 2015).
How to get millennial agents (and clients) on your team, (Inman, April 6, 2015).
Help Wanted: Looking for Generation Y, (REALTOR® Magazine, Feb. 2015).
How to get millennial agents (and clients) on your team, (Inman News, April 6, 2015).
Brokers Concerned about Generation Y but Expect a Better 2015, (RISMedia, Nov. 13, 2014).
Recruiting and Retaining Millennial Agents and Customers, (RISMedia, Aug. 21, 2014).
Real Estate as the Hot New Career Choice
Grow Your Real Estate Career: Where is Your Real Estate Career Path Heading?, (Real Estate Express Blog, Apr. 4, 2017).
Homes for Sale – A Career in Real Estate, (The Balance Blog, Mar. 2, 2017).
Five Career-Building Tips for Millennials, (Realty Times, Feb. 16, 2015).
The Agent Funnel: Recruiting Tomorrow’s Agent with Today’s Technology, (RISMedia, Oct. 29, 2013).
Real Estate Training Is Hot for MBAs (Business Week, Jan. 17, 2013).
Recruiting Experienced Agents is More Important Than Ever (RISMedia, Oct. 22, 2008).
Attracting Quality Agents (Realty Times, Mar. 28, 2008).
G3 Steps to Developing Diversity in the World of Real Estate, (Jopwell Blog, Aug. 1, 2016).
6 Metrics to Improve Your Diversity Recruiting in 2016, (Jibe, Dec. 8, 2015).
Diversity Makes all the Difference, (National Real Estate Investor, Nov./Dec. 2015). E
Does Your Recruiting Effectively Attract Multicultural Agents?, (RISMedia, Nov. 17, 2014).
Recruiting and Retaining Millennial Agents and Customers, (HAS Home Warranty, Oct. 15, 2014).
Instantly Improve Diversity Recruiting Results With a Bonus for Diversity Referrals, (ERE Media, Sept. 14, 2015).
Tips on Diversity in the Workplace (Houston Chronicle Small Business, n.d.).
Come Together (Commercial Investment Real Estate, Mar./Apr. 2007).
The Real Estate Market Reflects Growing Diversity (Realty Times, Aug. 24, 2006).
Embracing Diversity and Preventing Workplace Discrimination (Mortgage Banking, July 2006). E
Shatter the Glass Ceiling, Dodge the Shards (HR Magazine, Apr. 2005). E
eBooks & Other Resources
The following eBooks and digital audiobooks are available to NAR members:
Be a Recruiting Superstar (Kindle, Adobe eReader)
Bringing Out the Best in People (Overdrive Audiobook)
Confessions of a Recruiting Director (Kindle, Adobe eReader)
Hiring Great People (Adobe eReader)
Hiring Greatness: How to Recruit Your Dream Team and Crush the Competition (Kindle, Overdrive Audiobook, Adobe eReader)
How to Hire and Develop Your Next Top Performer (Adobe eReader)
Interviewing Techniques for Managers (Adobe eReader)
Making Successful Hires (Adobe eReader)
Mastering the Art of Recruiting (Kindle, Overdrive Audiobook, Adobe eReader)
The Easy Step by Step Guide to Recruiting the Right Staff (Kindle, Adobe eReader)
Ready-Made Employment Contracts, Letters & Forms (Adobe eReader, Kindle)
Recruit or Die (Kindle, Adobe eReader)
Recruiting, Interviewing, Selecting & Orienting New Employees (Overdrive Audiobook, Adobe eReader)
Recruiting on the Web (Adobe eReader)
Retaining Top Employees (Adobe eReader)
Who: The A Method for Hiring (Kindle, Adobe eReader)
Books, Videos, Research Reports & More
The resources below are available for loan through Information Services. Up to three books, tapes, CDs and/or DVDs can be borrowed for 30 days from the Library for a nominal fee of $10. Call Information Services at 800-874-6500 for assistance.
Building a magnetic culture: how to attract and retain top talent to create an engaged, productive workforce (New York, NY: McGraw-Hill, 2012). HF 5549 S552
Compensating the sales force (New York, NY: McGraw-Hill, 2004). HF 5438 C48
How to recruit top producers (New York: Alexander Communications Group, Inc., 1999). HF 5438 R22ho
Real estate office management: a guide to success (Mason, OH: South-Western, 2003). HD 1375 H47
Recruiting and retaining highly successful agents (Chicago, IL: National Association of REALTORS®, 1999). HF 5438 N21rec
Recruiting and retaining the best (Washington, D.C.: National Association of REALTORS®, 1996). HF 5438 N21re
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