I have heard it said numerous times that over 90% of new real estate agents won’t make it past their first year. There are a number of reasons for that. I want to look at the first reason: recruiters, trainers and managers.
You see for a brief while I worked for a major firm here in Las Vegas as a recruiter. This one particular company had it’s own in house real estate school. What few realized is that the agency could care less what became of the agents. They just wanted new students paying tuition. We were given a number of promises to make to the students. Unfortunately, as my first wave made it through school, I saw those promises vanish. The broker didn’t keep his word.
All too often, recruiters, trainers and managers simply want to get the agents to commit to their office to see about getting what little numbers they could out of them. Too many figure that if they told them the “Real world”, the agent would go somewhere else. I know I lost agents I was recruiting to other offices. That was because I wasn’t about sunshine, rainbows and puppies, but laying out the truth of a real roadmap to ensure success. I lost those agents who were told stories by other brokers about how deals will just fall into their laps.
When agents are misled this way, can you blame them for leaving the business? The truth is in my experience that if you tell a prospective agent up front what work they will need to do and how they will need to do it, yes you lose more agents to other brokers. However, the agents you do get are more than twice as likely to succeed.
The blame for the 90% isn’t solely on recruiters, trainers and managers. This is just the first part, I will cover more soon.
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