The question for you brokerage owners and team leaders out there:

Do you know your numbers?

And when I ask this question, people say, “Oh yeah, I know my numbers.” And then we test it and see if they really do know the numbers.

I'm going to test you right now. I'm going to ask you a couple of questions about your market, and I want you to be able to tell me if you know your numbers.

When I say your market, I'm talking about your agents that work within your company. That is your local market, by the way.

And here are the questions:

1. What is your average pending price with your agent body? What is your average listing price with your agent body? What is your average close price with the agents that work for you today?

2. How does that compete with the rest of the market versus the MLS? Are you higher or are you lower? Where are you at?

And then I'm going to go deeper than that. I'm going to ask you this really tough question:

3. What's your average agent's productivity based ...

I get this question all the time from brokerage owners and team leaders: “How do I start recruiting today when I don’t have everything built yet?”

They often feel stuck in a catch-22: They think they need to build their vision first in order to start recruiting, but they don’t have the money or resources to build it because they don’t have agents yet.

Here’s the answer: People will buy into your vision as long as you can articulate it clearly and tie it to a timeline.

When you’re talking to agents, say something like:

"I’ve got this vision of the kind of company I want to build. I’m looking for a few people who want to get in on the ground floor and help me build it. We call them ‘founder agents.’ They’ll be right there, side by side with me, helping shape this vision. Can I explain to you what I’m trying to create?"

If you can sit with people and lay out a clear vision of what you’re working towards, they’ll buy into it. It doesn’t have to be 100% built yet—that’s what you’re wor...