NAR Library & Archives has 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: Member Profile (National Association of REALTORS®, 2022)
Recruit Better Agents with This 15-Step Plan for Vetting Top Talent (Inman, Nov. 18, 2022)
“You have generated a great recruiting lead for your office or team. Whether you’re a broker-owner, manager, or team leader, your ability to conduct a successful recruiting interview will determine the ultimate success of your office or team.
A successful recruiting interview depends on how well you have prepared along with your ability to ask the right questions, assess whether the agent is a good fit for your company and to close the agent on moving to your office or team.”
Does Recruiting REALLY Solve Everything? (Chicago Agent Magazine, Oct. 3, 2022)
“If you are great at bringing talent in BUT not great at keeping them, then there’s an issue. The time and effort it takes to acquire new talent are extensive. New talent energizes (if they are the right choice) and helps with growth. Attrition, on the other hand, must be kept under control, or you are wasting your time.”
Sean’s 10 Best Real Estate Recruiting Strategies for Teams & Brokerages (+ Scripts) (The Close, Dec. 5, 2021)
Learn more about where to find potential agents, suggestions for recruiting questions, scripts for recruiting ads across various media, and ideas for events that will help local agents connect with your brokerage.
Stop Chasing, Start Attracting: Recruiting and Retaining Talent During the Great Resignation (REALTOR® Magazine, Oct. 29, 2021)
“It’s no longer enough just to offer reasonable benefits and market-rate pay. With 20% of workers saying their employer doesn’t prioritize work-life balance, 54% of employees feeling overworked, and 75% of high performers saying the pandemic made them question the potential for career advancement in their current jobs, people are looking at their jobs—and to their employers—to actively promote work-life balance, professional advancement, and more.”
Real Estate Recruiting Scripts – Conducting the Appointment (The Real Estate Trainer, May 3, 2021)
Know how to conduct a recruiting appointment or interview with potential agents with this seven step process. Each step is explained in detail with examples of questions to ask. Brokers should come away from the appointment with a better understanding of the agent’s needs and the agents should know more about what the broker can offer them.
Millennial and Gen Z Agents
The Pros and Cons of Hiring Young and Tenured Real Estate Agents (oXYGen Financial, Feb. 7, 2022)
Each generation brings its own benefits to the workplace. Many younger agents are eager to learn, adventurous, and flexible. Meanwhile, more tenured agents may offer more stability and don’t require as much training. Use these traits to your advantage when hiring for different roles.
Hiring the Next Generation of Commercial Real Estate Brokers (Voit Real Estate Services, Sep. 5, 2021)
As Generation Z (born 1995-2015) enters the workforce, understand their needs for successful recruiting and retention. Gen Z workers look to feel fulfilled at work, want jobs that make a positive impact, and prioritize competitive benefits. Your brokerage will benefit from the fresh point of view a younger agent brings to the table.
Why Real Estate Agents Love the New 9 to 5 (Real Estate Express, Aug. 4, 2021)
“Millennial workers, the future of the workforce, rate workplace flexibility as a prime reason for choosing a particular job. “Millennials at Work,” a global survey of workers age 31 or under, found that “flexible working hours” is the second most important workplace benefit, behind only “personal learning and development” and ahead of “cash bonuses.””
Recruiting and Retaining Millennial and Gen Z Talent (Allegis Group, Oct. 2, 2020)
“Unfortunately, many employers often fail to build vital relationships with Millennial and Gen Z workers due to weak talent practices that never evolved to keep up with changing needs.
The weaknesses of immature practices span the talent lifecycle. For example, how many employers post job descriptions that are inaccurate or fail to align with candidate needs and values? Without listening and adapting to the needs of the talent they seek, companies lose great candidates before they apply. Likewise, many employers rely on application processes that leave job seekers in the dark, not knowing their status or when the next step occurs. Subpar approaches to training, job flexibility, and career path development are also common.”
Make DEI a Reality in Your Brokerage Right Now (REALTOR® Magazine, Feb. 9, 2023)
“Ask yourself questions in each of these areas:
- What’s your commitment to DEI in this space?
- What’s the current makeup of your office and does it represent your commitment to DEI?
- Have you committed to working on uncovering unconscious bias?
- What statements are being made during the interview process?”
How to Move the Needle on Black Representation in Real Estate (Inman, Feb. 15, 2022)
Increasing the number of Black agents in real estate requires active engagement from everyone in the industry. Build relationships and advocate for Black agents to have a seat at the table. Engage diverse professionals through targeted job fairs and mentoring opportunities.
5 Steps to Building a More Diverse, Inclusive Workplace (Florida REALTORS®, May 20, 2021)
- “Start with an internal assessment.
- Set the tone at the top.
- Examine your current processes.
- Provide training.
- Expand your network.”
15 Tips for Attracting and Retaining A Diverse Real Estate Workforce (Forbes, Apr. 27, 2021)
Fifteen real estate professionals in leadership roles offer their perspectives on building a diverse and inclusive team. Suggestions include intentional actions, office culture shift, and a commitment from leadership.
eBooks & Other Resources
The following eBooks and digital audiobooks are available to NAR members:
Confessions of a Recruiting Director (eBook)
Hiring Greatness: How to Recruit Your Dream Team and Crush the Competition (Audiobook, eBook)
Hiring the Best: The Fast Track Guide to Win by Effective Interviewing, Recruiting Hiring and Keeping the Best People (eBook)
Mastering the Art of Recruiting (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 (eBook)
Ready-Made Employment Contracts, Letters & Forms (eBook)
Recruit or Die (eBook)
Recruiting, Interviewing, Selecting & Orienting New Employees (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, Retaining and Promoting Culturally Different Employees (eBook)
Retaining Top Employees (eBook)
Who: The A Method for Hiring (eBook)
Interview Others: How to Spot the Perfect Candidate (eBook)
Books, Videos, Research Reports & More
As a member benefit, the following resources and more are available for loan through the NAR Library. Items will be mailed directly to you or made available for pickup at the REALTOR® Building in Chicago.
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 5459 7 C53
Real Estate Office Management: a Guide to Success (Mason, OH: South-Western, 2003) HD 1375 H47
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