Recruiting & Retaining Salespeople

Overview

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? Discover what makes a top producer and get some of the latest tips and techniques for hiring successful, reliable agents and keeping them on your team.

References

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Before you search elsewhere, take advantage of the research we've already done for you. Formerly known as Field Guides, References tabs contain links to external articles, titles from the NAR Library eBooks collection, websites, statistics, and other material to provide a comprehensive overview of perspectives on each topic. EBSCO articles (E) are available only to NAR members and require a password.


Tenure of REALTORS® at Their Present Firm

Source: 2016 NAR Member Profile, (National Association of REALTORS® - Research, 2016)

Recruiting Basics

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, Mar. 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, Apr. 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)

Attracting younger talent into real estate, (Chicago Tribune, Jan. 4, 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)

Building a Career in the World of Real Estate (Palm Beach Post, n.d.)

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)

Multicultural/D​iversity

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

eBooks​.realtor.org

The following eBooks and digital audiobooks are available to NAR members:

Be a Recruiting Superstar (Kindle, eBook)

Bringing Out the Best in People (Audiobook)

Confessions of a Recruiting Director (Kindle, eBook)

Hiring Great People (eBook)

Hiring Greatness: How to Recruit Your Dream Team and Crush the Competition (Kindle, Audiobook, eBook)

Hiring the Best: The Fast Track Guide to Win by Effective Interviewing, Recruiting Hiring and Keeping the Best People (eBook)

How to Hire and Develop Your Next Top Performer (eBook)

Interviewing Techniques for Managers (eBook)

Making Successful Hires (eBook)

Mastering the Art of Recruiting (Kindle, Audiobook, eBook)

Planning the Recruitment Process – What You Need to Know: Definitions, Best Practices, Benefits and Practical Solutions (eBook)

The Easy Step by Step Guide to Recruiting the Right Staff (Kindle, eBook)

Ready-Made Employment Contracts, Letters & Forms (eBook, Kindle)

Recruit or Die (Kindle, eBook)

Recruiting, Interviewing, Selecting & Orienting New Employees (Audiobook, eBook)

Recruiting on Social Media with LinkedIn, Facebook and Twitter: High-impact Strategies – What You Need to Know: Definitions, Adoptions, Impact, Benefits, Maturity, Vendors (eBook)

Recruiting on the Web (eBook)

Recruiting, Retaining and Promoting Culturally Different Employees (eBook)

Retaining Top Employees (eBook)

Who: The A Method for Hiring (Kindle, eBook)

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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The inclusion of links on this page does not imply endorsement by the National Association of REALTORS®. NAR makes no representations about whether the content of any external sites which may be linked in this page complies with state or federal laws or regulations or with applicable NAR policies. These links are provided for your convenience only and you rely on them at your own risk.

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