Recruiting & Retaining Salespeople


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.


We've already done the research for you. References (formerly Field Guides) offer links to articles, eBooks, websites, statistics, and more to provide a comprehensive overview of perspectives. EBSCO articles (E) are available only to NAR members and require a password.

Tenure of REALTORS® at Their Present Firm

Source: 2017 NAR Member Profile, (National Association of REALTORS® - Research, 2017)

Recruiting Basics

Recruiting Talent for Your Team? Try These 4 Inexpensive Strategies, (Inman News, Mar. 8, 2018)

How to Use LinkedIn to Recruit Quality Real Estate Agents, (Weichert Blog, Feb. 8, 2018)

How Brokerages Recruit and Retain Top Real Estate Agents, (Updater Blog, Feb. 5, 2018)

5 Ways Real Estate Brokers Can Attract the Best Talent, (Real Estate Leader, a McKissock Blog, Oct. 5, 2017)

How to Recruit Successful, Reliable Agents to Your Brokerage, (RISMedia, Sept. 21, 2017)

How to Recruit Agents Using Facebook Ads, (REALTOR® Magazine, Sept. 2017)

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)

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, Apr. 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, Feb. 2015)

Gen X / Gen Y Agents

Tapping Into Millennial Talent: How Next-Generation Agents are Redefining Real Estate, (RISMedia, Feb. 22, 2018)

Why a Career in Real Estate Is the Perfect Fit for Many Millennials, (Housing Wire Blog, July 24, 2017)

Attracting Young Pros to Commercial Real Estate, (REALTOR® Magazine, July 2017)

Real Estate Industry Strives to Attract Young Talent via Competitions, University Partnerships, (National Real Estate Investor, May 3, 2017)

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, Apr. 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)

Real Estate as the Hot New Career Choice

2018's Best Places to Be a Real Estate Agent, (WalletHub Blog, Apr. 25, 2018)

The Secrets of Being a Successful New Real Estate Agent, (The Balance Blog, Feb. 21, 2018)

10 Reasons Most Real Estate Agents Fail, (Inman News, Jan. 25, 2018)

Find Out If a Real Estate Agent Career Is Right for You, (The Balance Blog, Dec. 23, 2017)

Top 6 Benefits of Why Real Estate Should Be Your Next Career Move, (Validum Institute Blog, Sept. 8, 2017)

Grow Your Real Estate Career: Where is Your Real Estate Career Path Heading?, (Real Estate Express Blog, Apr. 4, 2017)

Five Career-Building Tips for Millennials, (Realty Times, Feb. 16, 2015)


Recruit, Train and Mentor to Create a Diverse Workforce, (Miami Herald, Oct. 22, 2017)

Why the Real Estate Industry is a Diversity Champion, (Forbes, Oct. 6, 2017)

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)

eBooks & Other ​Resources


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 Member Support. 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 Member Support 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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