Hey guys, as a real estate broker, we all know we should be recruiting every day. But sometimes we get caught in a mental trap—thinking that being overly assertive or aggressive with potential recruits is the way to get results.

There’s a right way and a wrong way to recruit.

The right way is by creating relationships, building value in your conversations, and genuinely developing friendships with agents in the marketplace. When you do this effectively, making calls, sending texts, or emails doesn’t feel “salesy”—it feels natural because you’ve built a connection.

The wrong way is sending cold texts, emails, or voicemails repeatedly without making any meaningful connection. Eventually, people shut down, and you hit a brick wall—you’ll never break through.

Start from a position I call “no recruiting.” Don’t start with a recruiting pitch. Build a relationship first. The worst thing you can do is try to sell too early.

We’ve all experienced it—walking into a car lot or furniture stor...