SystemBuilding a Team
Recruiting Is a Long Game
The agent you want probably won't move the first time you reach out. Or the fifth. It takes a dozen or more touches before an experienced agent makes a move, and most leaders quit after two. That gap is the whole opportunity.
The follow-up is the strategy
- Every touch is a deposit, not an ask. A video, a helpful article, a congratulations. You're building trust, not applying pressure.
- Space it out and stay useful. If every message is 'come join us,' you're the person they avoid at the copy machine.
- End every conversation with an open loop, 'you were going to work on that, how'd it go?', so you always have a real reason to circle back.
Do the thing you tell your agents to do
- You coach your agents to follow up on a lead ten, twelve times. The average agent quits at three. So how's your follow-up on the agent you say you want to hire?
The reason recruiting feels like it doesn't work is almost always the same: you reached out three times and called it dead. Three isn't the long game. The person who keeps showing up with value, long after everyone else quit, is the one who gets the yes.
Do This Week
Pick one agent you'd love on your team. Map the next six touches over the next six weeks, all value, no ask. Then actually run them.
You don't lose the recruit to a competitor. You lose them to the follow-up you didn't make.
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