A potential client reaches out and specifically wants to work with the team lead. How do you distribute listing leads in this case, and how do you build trust with the seller?

Northrop Realty’s Creig Northrop went from team to brokerage with 100 percent retention. He says the key is keeping the culture exactly the same.

He also partnered up with Long & Foster, the relocation side, for national reach and Sotheby’s for international reach to take his locally popular brokerage to the next level.

Northrop says he gets about 2,000 listing calls each year. And he handles each one himself and flawlessly hands off the leads to team members, while maintaining the sellers’ trust along the way.

“You gotta get really good at making people understand that [your team members] are just as good as you are,” Northrop said. We’re all team members — one business, he added.

“That’s why [agents are] with a team … you want leads, coaching and training — and that’s what a good brokerage should also carry through as well.”

Moderator Kris LindahlKris Lindahl Real Estate, sat down with Northrop onstage at Inman Connect New York to talk through growth, seller leads, competing with iBuyers and more. 

Watch the full conversation above on Inman Select.

Email Inman

Show Comments Hide Comments


Sign up for Inman’s Morning Headlines
What you need to know to start your day with all the latest industry developments
By submitting your email address, you agree to receive marketing emails from Inman.
Thank you for subscribing to Morning Headlines.
Back to top
Log in
If you created your account with Google or Facebook
Don't have an account?
Forgot your password?
No Problem

Simply enter the email address you used to create your account and click "Reset Password". You will receive additional instructions via email.

Forgot your username? If so please contact customer support at (510) 658-9252

Password Reset Confirmation

Password Reset Instructions have been sent to

Subscribe to The Weekender
Get the week's leading headlines delivered straight to your inbox.
Top headlines from around the real estate industry. Breaking news as it happens.
15 stories covering tech, special reports, video and opinion.
Unique features from hacker profiles to portal watch and video interviews.
Unique features from hacker profiles to portal watch and video interviews.
It looks like you’re already a Select Member!
To subscribe to exclusive newsletters, visit your email preferences in the account settings.
Up-to-the-minute news and interviews in your inbox, ticket discounts for Inman events and more
1-Step CheckoutPay with a credit card
By continuing, you agree to Inman’s Terms of Use and Privacy Policy.

You will be charged . Your subscription will automatically renew for on . For more details on our payment terms and how to cancel, click here.

Interested in a group subscription?
Finish setting up your subscription