Using What You’ve Got Instead of Prospecting for Gold

Brokers Recruiting Always Looking for the Gold

Recruiting is a fallback for brokers. If they were profitable with what they had and built upon the agents in the office that are there now, they wouldn't have to recruit a 100 of your nearest and dearest competitors. Dave's article talks about how brokers need to embrace accountability. They focus too much on recruiting. They view recruiting your competitor as their only way to profitability. 

Dave makes the suggestion that with accountability you could have more profitability. Working with what you have is often more profitable than going out and finding the "greatest thing".  

Here is what Dave has to say "I believe there is a brokerage of the future that would embrace this principles of accountability. Today, if a brokerage wants to grow profitability, they recruit an unlimited amount of agents.  They may promise to help you be more successful, however, they are free to recruit your competition to help them be profitable as well.  If we are to apply the principles of accountability to a brokerage, then it would be structured differently. Imagine a brokerage where they only had a limited amount of agents.  Let’s say 100 agents.  How would they grow profitability?  The only way they would grow is if their 100 agents continually sold more homes and were more successful. Now their focus is on you being more successful (not recruiting their fallback) because they are held accountable to it. I believe the broker/owners would innovate and personally grow from it. This is a brokerage that puts their money where their mouth is."

The funny part of this article for me was that every broker I have worked for is always looking for introductions to your friends in the business and then they want to help your friends become successful and then compete against you.