MindsetBuilding a Team
They Join the Leader, Not the Split
Every agent who ever quit on you told themselves it was about the split. It almost never is. Agents join a leader and they leave a leader. Get that and you stop competing on price.
Why the comp pitch backfires
- The minute you lead with money, you've told them the most valuable thing you offer is a number. Someone can always beat a number.
- An agent whose first question is 'what's the split' is telling you exactly what they'll leave for. That's not your person.
- You want the agent who asks 'how will you help me grow?' Growth is the one thing no competitor can copy overnight.
Recruit on the climb
- Sell the version of their business that's bigger than the one they have now, and your track record of getting people there.
- Talk comp last, and only after they can see the value. In the absence of value, all that's left to talk about is price.
How come your best agents haven't left for a better deal somewhere? They could. They haven't. It was never really about the money. Build the thing that makes them stay, and you'll recruit the same way.
Do This Week
On your next recruiting conversation, don't mention your comp plan at all. Spend the whole time on their goals and how you'd help them get there. Let them be the one to bring up money.
Compete on leadership and you're the only one in the room. Compete on split and you're one of twenty.
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