How Top Brokerages Double Their Production (Without Selling a Single Home)

If you own a brokerage or you're a team leader, I’ve got a question for you:

How much of your time each day is spent recruiting? And why is recruiting such a high priority for the top offices and team leaders in America?

The reason is simple: top leaders understand that at the end of the day, we don’t actually sell real estate—the agents who work with us do. What we do is provide the environment, support, administrative resources, marketing, and tools necessary for agents to succeed.

We don’t sell real estate—we help people who sell real estate.

That leads to a big mindset shift. If we’re not serving buyers and sellers directly, who are our customers?

Our customers are the agents.

When you reframe your business like that, it changes how you grow. Just like your agents grow by serving more buyers and sellers, you grow by serving more agents. That means recruiting more agents is how you scale your business.

One of the biggest mistakes office leaders make is this: They think that in order to grow from $50 million to $100 that they need to sell more real estate.

But that’s not the full picture.

Yes, you should help your current agents increase their production. But the fastest way to grow production is to add more producing agents to your roster.

Add 10, 20, 30 agents—and suddenly, $50M to $100M becomes much more realistic. It’s the same path from $100M to $200M… or $200M to $1B.

If recruiting hasn’t been a priority, now’s the time to reset. Break all your goals down by how many agents you need to reach your production targets.

Once you know the average production per agent—say $3M, $4M, or $5M—it’s simple math. If your goal is $100M and your average agent produces $5M, then you need 20 agents.

Now you’ve got a clear target.

The next question becomes: How do I do the work to attract and recruit those agents?

This is where daily consistency comes in. You need to carve out dedicated time—ideally at least an hour a day—for focused recruiting activity. That means phone calls, texts, video messages, handwritten notes, emails, networking events—all the same things agents do to generate leads.

Recruiting is lead generation… But instead of buyers and sellers, your leads are agents.

Now the next question is:

What do you say?

This is what I call “opening the door.” You need the right scripts to start conversations without sounding pushy or salesy. If you come off too aggressive, people will run. But if you approach it with the right tone—authentic, natural, and conversational—you’ll see doors open.

That’s exactly what we specialize in at my company: Helping brokerage owners, office leaders, and team leaders just like you open doors to meaningful recruiting conversations in an organic and effective way.

If you want to learn more how opening the door is the quickest way to scale your business, schedule a free discovery call with me here:

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When you work with Jim there is no "team" of coaches - you are being trained by Jim and tapping his knowledge and experience.

When your office or team joins our brokerage coaching platform, every agent at your firm will tap into our training and coaching resources.

These benefits include:

20 Weeks of On-Demand Lead Generation Coaching: Access our extensive coaching program, offering daily guidance for 20 weeks, empowering your agents with proven lead generation strategies.

Extensive Downloads Library: Gain access to a vast collection of resources, including scripts, texts, emails, drip campaigns, checklists, systems, forms, and more, all designed to enhance your agents' productivity and success.

Marketing Assets: Stay at the forefront of real estate marketing with new social media and digital assets delivered to your team on a weekly basis, ensuring you have the latest tools and strategies to effectively reach your target audience.

Live Monday Coaching: Kickstart your week with our live Monday coaching sessions, where we deliver the biggest and brightest ideas in the industry. Gain invaluable insights and stay ahead of the curve.

Live Wednesday Coaching: Join our tech and marketing experts every Wednesday as they dive into the hottest real estate tech and trends. Discover innovative tools and strategies that will give your agents a competitive edge.

Live Friday Coaching: Tap into our live podcast series, where we interview some of the biggest names in the real estate industry. Learn from the best and gain inspiration from their success stories.

At eRealEstateCoach.com, we are committed to helping you and your team thrive. Productive agents become raving fans helping you attract the top talent in the industry.

Visit https://www.erealestatecoach2.com/explorecoaching to learn more.