Brokerage owners, team leaders—I know that you're recruiting every day because you're supposed to do that to build your business. I know you're doing it.

And when you're doing this, and you're setting aside one hour a day for recruiting, who are you targeting? Well, who you should be targeting is the people that are going to be the most receptive to your message.

And often, we just target the top producers in the market, or we target a certain group of people that has done this much production over this number of years.

But let me give you another target: “Gap Agents.”

What's a gap agent?

This is an agent who has not closed a deal in the last 90 days.

They have closed deals in the past. Maybe they've been a top performer. Maybe they were a consistent 3 or 4 or 5, 6, 8, 9 top producer.

But for whatever reason, in the last 90 days, they have not closed a transaction.

These folks will be much more receptive to having a conversation with you because they're looking to be rescued. T...

Here’s a question I get almost every day from people who think they need to start recruiting to grow their business.

As a real estate brokerage owner or team leader, the only way to grow profitability is by increasing the number of agents working for you.

You have to switch hats. Many of you are coming from being top-producing agents, where your focus is on personal production. But when you move to the brokerage side, it’s no longer just about your production—it’s about where production comes from.

Production doesn’t come from one, two, or even ten agents. It comes from a team of agents working under you. Your customers are no longer buyers and sellers. As a brokerage owner or team leader, your customers are agents.

If you want to grow, you need more customers—more agents. If you stay stagnant with the same number of agents, you won’t just fail to grow; you’ll become less profitable over time. Inflation is constantly eating away at your profit margins. It’s grow or die. Expanding y...