Most brokerages think they’re growing: more agents, more recruiting, more activity. But the data tells a different story. The reality is many brokerages are quietly losing productivity. Even while adding agents.
In fact, across the top 100 brands, agents leaving are 46 percent more productive than the ones being recruited. That means growth on paper, but decline in performance.
In this episode of Real Estate Insiders Unfiltered, Sean Soderstrom, CEO of Courted, breaks down one of the most comprehensive reports on brokerage recruiting and retention and what it actually reveals about the industry. If you want to understand what’s really happening behind brokerage growth, this episode will change how you look at your business.
Highlights
This conversation dives into:
- Why most brokerages are trading down in agent quality
- Why recruiting alone doesn’t fix the problem
- The hidden impact of agent movement and attrition
- Why middle-producing agents are the most valuable and most ignored
- What leaders should actually be measuring (and almost none are)
Soderstrom also breaks down the bigger issue: Real estate is built on a constantly shifting agent population, in which nearly half of the industry joins, leaves or switches brokerages every year. And if your strategy doesn’t account for that, you’re not growing, you’re just replacing.
If you’re a broker, team leader or operator trying to build something sustainable, this episode is required listening.
Connect with Sean Soderstrom on LinkedIn.
Real Estate Insiders Unfiltered is now exclusively on Inman. Tune in for agent- and team-focused content on Mondays and leadership interviews on Wednesdays each week. Listen on Apple or Spotify.
James Dwiggins is the Co-CEO of NextHome, Inc. and co-host of Real Estate Insiders Unfiltered.
Keith Robinson is the Co-CEO of NextHome, Inc. and co-host of Real Estate Insiders Unfiltered.
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