Field Guide to Recruiting & Retaining Salespeople
(Updated April 2016)
In this highly competitive real estate marketplace, how do you find and hire successful agents—and what's the best way to prevent your top producers from switching to another firm? The material on this page will help you discover what makes a top producer and offers some of the latest tips and techniques for hiring successful, reliable agents and keeping them on your team. (D. McCormick, Budget & Operations Manager)
E - EBSCO articles available for NAR members only. Password can be found on the EBSCO Access Information page.
Tenure of REALTORS® at Their Present Firm
Source: 2015 NAR Member Profile, (National Association of REALTORS® - Research, 2015).
Recruiting systems that work while you’re asleep, (Inman, Mar. 21, 2016).
The Secret to Hiring the Best Salespeople to Grow Your Business, (Forbes, Jan. 5, 2016).
A 7 Step Guide to Consistently Recruiting Great Salespeople, (LinkedIn Talent Blog, Nov. 18, 2015).
5 Ways to Recruit Like a Pro, (RISMedia, Oct. 15, 2015).
The Right Recruitment Strategy for Long-Term Success, (RISMedia, Oct. 8, 2015).
8 Questions to Ask a Salesperson Before Hiring, (Bullseye Recruiting, July 8, 2015).
Recruit, Ramp, Reward, Retain, (RISMedia, May 13, 2015).
One Piece of Recruitment Advice to Ignore, (REALTOR® Magazine, April 2015).
Effective Recruitment Marketing Version 2.0: Part 2, (Business 2 Community, Mar. 28, 2015).
6 ways real estate brokers can recruit like a tech startup, (Inman News, Mar. 19, 2015).
4 Rules for Hiring and Retaining Your Best Employees, (RISMedia, Feb. 12, 2015).
Tips and Scripts to Successfully Recruit, (REALTOR® Magazine, February 2015).
5 Ways Real Estate Brokers can Attract the Best Talent, (Real Estate Leader, a McKissock Blog, Oct. 16, 2014).
8 Must-Know Steps for Recruiting Top Talent, (RISMedia, Sept. 4, 2014).
Real Estate Recruiting: It’s Not Just a Numbers Game, It’s a People Project, (Realty Times, Aug. 19, 2014).
Retaining Salespeople Starts with a Strong Culture, (REALTOR® Magazine – Speaking of Real Estate Blog, Aug. 11, 2014).
Recruiting and Retaining Top Agents with Quality Leads, (realtor.com®, Aug. 8, 2014).
Step One to Recruiting the Agents You Want, (Realty Times, June 1, 2014).
Knock Down Recruiting Obstacles, (REALTOR® Magazine, May 2014).
Webinar on recruiting real estate agents – full video, (YouTube, May 9, 2014).
Are You Sure Your Agents Have the Right Personality for the Job?, (REALTOR® Magazine – Speaking of Real Estate Blog, Apr. 11, 2014).
How to Build an X-Factor Team, (REALTOR® Magazine, Apr. 2014).
Attracting Talented Real Estate Agents, (RISMedia, Feb. 20, 2014).
Real Estate Industry Cites Recruiting Young Agents as No. 1 Concern, (RISMedia, Sept. 25, 2013).
45 Recruiting Ideas in Real Estate, (Slideshare.net, July 19, 2013).
10 Ideas for Successful Real Estate Recruiting, (BHGRealEstateBlog.com, June 12, 2013).
The Recruitment Tool Kit, (REALTOR® Magazine – Tool Kits).
Choosing a Path (Best’s Review, Mar. 2013). E
LinkedIn as an Information Source for Human Resources, Competitive Intelligence, (Online Searcher, March/April 2013). E
Gen X / Gen Y Agents
The Millennial Wheel: Recruiting – and Retaining – Tomorrow’s Agent, (RISMedia, March 7, 2016).
Three Must-Haves to Recruit Millennial Agents, (RISMedia, Sept. 23, 2015).
3 steps to begin working with millennials, (Inman, Aug. 25, 2015).
Recruiting and Retaining Millennial Agents and Customers, (RISMedia, May 14, 2015).
How to get millennial agents (and clients) on your team, (Inman, April 6, 2015).
Help Wanted: Looking for Generation Y, (REALTOR® Magazine, Feb. 2015).
How to get millennial agents (and clients) on your team, (Inman News, April 6, 2015).
Brokers Concerned about Generation Y but Expect a Better 2015, (RISMedia, Nov. 13, 2014).
Recruiting and Retaining Millennial Agents and Customers, (RISMedia, Aug. 21, 2014).
Attracting younger talent into real estate, (Chicago Tribune, Jan. 4, 2014).
Five Tactics for Recruiting Millennial Agents, (Boomtownroi.com, Sept. 19, 2013).
Real Estate Industry Searches for its Next Generation (The Business Review, Mar. 1, 2013).
Pittsburgh’s talent wars challenging companies (Pittsburgh Business Times, Jan. 17, 2013).
Recruiting Generation Y: The Future of Real Estate (ERA Real Estate, July 9, 2012)
Real Estate as the Hot New Career Choice
Building a Career in the World of Real Estate (Palm Beach Post, n.d.).
Five Career-Building Tips for Millennials, (Realty Times, Feb. 16, 2015).
The Agent Funnel: Recruiting Tomorrow’s Agent with Today’s Technology, (RISMedia, Oct. 29, 2013).
Real Estate Training Is Hot for MBAs (Business Week, Jan. 17, 2013).
Recruiting Experienced Agents is More Important Than Ever (RISMedia, Oct. 22, 2008).
Attracting Quality Agents (Realty Times, Mar. 28, 2008).
6 Metrics to Improve Your Diversity Recruiting in 2016, (Jibe.com, Dec. 8, 2015).
Diversity Makes all the Difference, (National Real Estate Investor, Nov./Dec. 2015). E
Does Your Recruiting Effectively Attract Multicultural Agents?, (RISMedia, Nov. 17, 2014).
Recruiting and Retaining Millennial Agents and Customers, (HAS Home Warranty, Oct. 15, 2014).
Instantly Improve Diversity Recruiting Results With a Bonus for Diversity Referrals, (ERE Media, Sept. 14, 2015).
Tips on Diversity in the Workplace (Houston Chronicle Small Business, n.d.).
Come Together (Commercial Investment Real Estate, Mar./Apr. 2007).
The Real Estate Market Reflects Growing Diversity (Realty Times, Aug. 24, 2006).
Embracing Diversity and Preventing Workplace Discrimination (Mortgage Banking, July 2006). E
Shatter the Glass Ceiling, Dodge the Shards (HR Magazine, Apr. 2005). E
eBooks & Other Resources
The following eBooks and digital audiobooks are available to NAR members:
Be a Recruiting Superstar (Kindle, Adobe eReader)
Bringing Out the Best in People (Overdrive Audiobook)
Confessions of a Recruiting Director (Kindle, Adobe eReader)
Hiring Great People (Adobe eReader)
How to Hire and Develop Your Next Top Performer (Adobe eReader)
Interviewing Techniques for Managers (Adobe eReader)
Making Successful Hires (Adobe eReader)
The Easy Step by Step Guide to Recruiting the Right Staff (Kindle, Adobe eReader)
Ready-Made Employment Contracts, Letters & Forms (Adobe eReader, Kindle)
Recruit or Die (Kindle, Adobe eReader)
Recruiting, Interviewing, Selecting & Orienting New Employees (Overdrive Audiobook, Adobe eReader)
Recruiting on the Web (Adobe eReader)
Recruiting, Retaining and Promoting Culturally Different Employees (Kindle, Adobe eReader)
Retaining Top Employees (Adobe eReader)
Who: The A Method for Hiring (Kindle, Adobe eReader)
Books, Videos, Research Reports & More
The resources below are available for loan through Information Services. Up to three books, tapes, CDs and/or DVDs can be borrowed for 30 days from the Library for a nominal fee of $10. Call Information Services at 800-874-6500 for assistance.
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 5438 C48
How to recruit top producers (New York: Alexander Communications Group, Inc., 1999). HF 5438 R22ho
Real estate office management: a guide to success (Mason, OH: South-Western, 2003). HD 1375 H47
Recruiting and retaining highly successful agents (Chicago, IL: National Association of REALTORS®, 1999). HF 5438 N21rec
Recruiting and retaining the best (Washington, D.C.: National Association of REALTORS®, 1996). HF 5438 N21re
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