The “Five One” Retention Strategy to Keep Your Agents from Leaving

Why do agents stay at a company rather than leave and go somewhere else? Forty-three percent of agents report the number one reason they're loyal to their current company is not their compensation plan. In fact, only 13% rate their compensation plan as the number one reason they're staying.

Forty-three percent rate the culture at the company—the culture, the vision, and the leadership of the company they're working at—as the number one factor for sticking around and staying loyal. So think about that from your perspective as a brokerage owner or team leader.

What’s your culture like when somebody comes in? How do they feel about working in your environment or office space? Does it feel like a family? Does it feel like you’ve got esprit de corps, you're having fun, you're energized? Is it a fun place to be with a shared vision of what you're trying to build? Or do you not have that?

If you don't have that, you're at risk of losing people to other firms that have a better vision, better culture, and better atmosphere to work in.

This is intentional, and I like to use what we call the five-one rule to really bring this home. We used to call it “going big and going small” every day.

Going big means you're communicating with your entire group every single day in some way with a positive message. That could be your Facebook closed group, email, text groups, or a video text you send out.

And then you’re touching five people every single day on a unique one-on-one basis. You’re giving them a call, going to coffee, dinner, drinks, lunch, and having conversations.

You’re doing coffee-cup management when you’re walking around and asking them a key question many brokerage owners and team leaders have never asked because they're sometimes afraid of the answer.

You want the question?

The question is: How’s your pipeline?

When I get in a conversation, I’m always going to ask that. “Hey, great talking to you. Loved hearing about your recent trip. Hey man, how’s your pipeline?”

When people hear you ask that question, it signals that you care about their business. You care about what's going on in their lives, and you are there to help.

And when they say, “Oh, it’s down, I need some help,” that’s when you jump into coaching. Let’s plug into a playbook. You start to signal that you care about them as a human being. You care about their business, their family, and their success.

It’s a signal that there’s true vision, true leadership, and a culture of growth and excellence at your firm. That’s what people want.

If you want coaching on recruiting and retention, and you want to take your business and your company to the next level and see more profit, here’s what you should do: sign up for a discovery call with me here. 

We’ll have a 30-minute conversation about your goals for the next 12 months and how I can help you get there. You can hit all the goals you’ve set for yourself—you just need a plan, intention, and a coach to help you stay accountable.

Accountability is a struggle. It’s not just a struggle for our agents; it’s a struggle for us as leaders too. So sign up here.

Love to talk to you soon. Have a great day. Good selling.