If you're a brokerage owner or team leader, what do you think agents are thinking about right now? Are they more nervous or less nervous than they were a year ago? Do you think they're feeling more emotional turmoil or anxiety than before? I would say yes, and the reason is the ongoing trade war, stock market turmoil, and what's happening with the overall economy.

There’s definitely some anxiety out there, and this is a great opportunity for us. I want you to see this as one of the best opportunities of the year for recruiting.

These agents want to be rescued.

They want leadership.

They want someone to tell them, "Hey, I’ve got a plan for you. We have a plan that can help you move from A to B, from B to C, and from C to D—helping you grow despite the market conditions. Our organization is not a market-driven company, but a strategy-driven company.”

If you can convey that passion and give examples of agents who joined you in the last 12 months and found success, your ability to rec...

Hey guys, with the trade war heating up, renters are concerned about inflation. This is a great opportunity to have a conversation with them, and really put it out there on social media. You could do a video, or send out mailings about inflation likely rising again.

We can say, "Hey, if you're concerned about the trade war and inflation starting to rise again, remember we all lived through COVID when rents skyrocketed. A lot of experts are starting to say that this could happen again. So, if you're worried about that, one of the best ways to hedge is to buy your own home."

I know buying a home can seem like a stretch if you’ve never explored that route, but here’s what buying a home does for you. Even though you might have to stretch a bit for that payment, it locks in your payment for 30 years.

Your payment might seem expensive today, but five, 10, or 20 years from now, it won’t be. If you stay a renter, your rent is guaranteed to increase every year. It’ll keep getting higher and ...

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...

Here's an interesting question to put out on social media to your audiences:

Would you move from your current market because of climate change?

I've been in the business for 35 years, and we never really talked about climate change as a motivator for people to move. But it's becoming more and more of a reason for people to relocate. In fact, 30% of Americans today, especially young people, say they would move because of climate change or make a decision about where to live based on it.

That’s why this is an interesting question to ask on social media.

Climate change can take many different forms. In my market area, for example, it's fires.

We had a fire come through our neighborhoods that burned down 2,700 homes. It was one of the biggest fires in the nation for destroying homes. Absolutely devastating for our community. We went through several summers of fire, and a lot of people moved because they couldn't deal with the smoke and terrible air quality.

On the flip side, you migh...

What's the top reason someone might sell their house in the next 12 months?

A recent study just unveiled the number one motivator for people moving in 2024…

…and it's all about craving more space—not just square footage but room to breathe.

A whopping 38% of respondents cited this as their primary driver for considering a change.

Another big one is being closer to family and friends, a universal priority. Job changes and the overall cost of living in one community versus another are also high on the list. Then there's the desire to snag a better housing deal or explore different neighborhoods for financial reasons.

Surprisingly, there are a couple of unique motivations emerging: Some folks want to live in areas that align better with their social views, which is a new trend.

So how can you approach this topic sensitively?

Here's one approach: Share a social post stating, "One of the top reasons people are relocating is to find a place that aligns with their social v...

Did you know that around 40% of business in most markets involves relocation?

This means people are moving within or out of your area due to various factors like jobs, financial changes, or retirement. In today's market, most relocations are motivated by necessity rather than choice.

To tap into this market, let's focus on strategic steps:

First, ask yourself if the term "relocation" appears anywhere in your marketing. If not, add it today: business cards, website, personal flyers—everywhere. Make it an SEO-friendly part of your business model.

Next, think about what your web pages convey about relocation.

Do you offer a downloadable relocation kit or area videos? Here's a top tip: Create a YouTube channel specific to your market. Share videos about the top 10 TripAdvisor-recommended things to do in your area. Link it to your website for engaging content.

Consider where relocators frequent—hotels, RV parks, campgrounds. Reach out to their managers, introduce yoursel...

We know that Google is the number one search engine. But what's number two?

As you think about that question, let me give you another a stat that's really going to blow you away:

One-third of Americans -- according to a Harris poll survey -- say that they plan to move after COVID ends.

Think about that.

Think about the power of what that could do to the country in terms of real estate relocation.

So circling back to that first question I asked though, what is the number two search engine?

The answer is YouTube.

And here's what you can do, which is really, really interesting.

When you dive into YouTube today, search for your hometown. Be hyperlocal as we call it and do this quick search: "moving to [your hometown]."

Or you do could another search, which is: "relocation [your hometown]" and see what the results are.

You might find, like I've found, in area after area, after area, after area is that there are very, very little results that include a REALTOR or zero r...