What is a standard agent and a gap agent?

If you're a brokerage owner or team leader, you need to understand the difference between the two because it can really impact your recruiting.

Let's say you've created a master list, what we call an avatar list in our coaching program that includes people you're trying to go after. Maybe it's 300, 400, or 500 agents in your market that you've identified as ideal candidates for your company. They're the ones you want to bring on.

Now, if you started researching them individually, you'd likely find that you could classify them as either a standard agent or a gap agent.

What’s a standard agent? A standard agent is someone who has closed a transaction in the last 90 days, meaning they’re typically closing four to six to twelve or more deals a year.

A gap agent, on the other hand, is someone who may have done well in the past but hasn’t closed a transaction in the last 90 days.

Who’s more likely to make a move? The gap agents.

They're lookin...

How many agents have contacted you—called, texted, emailed—in the last 30 days to say they want to work for you? If that number is four or five, or even more, congratulations! You're in a position where you're attracting agents to your company. That’s a rare position to be in, and not many offices can say the same.

But if you're not attracting a lot of people, the question becomes: why not? There could be many reasons, but the number one thing we need to focus on is building a company that is attractive.

It sounds simple, but it's not. There are many factors involved. Agent productivity, the training and education you offer, and how your company appears from the outside all matter.

Do you have a great culture?
Are your agents engaged in the community?
Is your company active on social media?
Do you have a YouTube channel?
Do you have a great office environment?

Being a visible leader in the MLS and the market helps too. Your agents should be out there, talking positively about your ...

Hey folks, let's talk about the big picture in real estate—how long are you planning to stay in the game? Is it a year, two, five, ten, or even twenty? Are you testing the waters with just a toe in or is this a full-blown career for you?

Many agents tend to have a myopic view, making crucial career decisions based solely on today's market conditions. Yes, sales volume is currently at a 20-year low, but assessing your entire career based on a single down year is shortsighted.

If you envision being in the business for the next 10 or 20 years, one year of reduced sales shouldn't define your career. Recessions in real estate occur every 10 to 12 years, and what follows is typically a decade-long period of rising prices and increased sales volume. It's a market reset, not the end of the road.

For those considering exiting the industry for a "real job," think about the earnings over the next decade in that new job. If you're fortunate, maybe a hundred grand a year. Now, contrast...