Whether you’re recruiting to build a team or a brokerage, you have two duties: Increase your agents’ production Increase the size of your office by recruiting agents Either way, your office must be set up in a way that helps your agents sell more real estate. You have to be able to produce results, then get that message into the community. In our latest mastermind, Brian Icenhower shares how embedding productivity coaching at every level helped make his recruiting efforts explode. Elite Real Estate Systems Hangout Hosts Jeff Cohn and Matt Johnson with guest Brian Icenhower Icenhower moved to Kansas City three years ago, taking over a KW Market Center that had hovered between 50 and 80 agents for the previous decade. Icenhower’s background in coaching led him to bring an entirely different model to his office. Initially, Icenhower coached agents himself. But as his office attracted more agents, he installed productivity coaches. This model helped e...
- Think of your office as a built-in productivity coaching company.
- Get your agents focused on the right goals for the stage they’re in.
- The inside sales associate role is the toughest to coach -- if you haven’t done the work, you won’t have the credibility to hire and coach an ISA.