There are two major challenges when it comes to recruiting real estate salespeople: attracting the right people and keeping them.
Most leaders would argue that the real challenge is attraction. But take a moment to reflect on the people who have joined your business and didn’t succeed. Were they the wrong people, or were they the right people who were never set up to win?
In many cases, the answer is both. At the end of this article, we provide details to request our proven 13-stage recruitment process, designed to help you attract the right people and give them the best opportunity to succeed.
At Smartre Training, onboarding is not a short-term exercise. It is a critical phase of your recruitment process.
Our onboarding program runs for three to six months, depending on your agency and marketplace. Hiring does not end when an employment contract is signed. It ends when a new recruit proves they can perform.
Until then, they are still being recruited.
At our recent Leadership Seminar in Melbourne, we introduced our Launch to Loungeroom program. This is a structured, three-phase onboarding system designed to take a new recruit from day one through to becoming a competent and confident salesperson.
It clearly defines expectations across:
• Prospecting
• Skill development
• Market knowledge
• Results
The question is simple. What is your system?
Over the past decade, many agencies have shifted toward the Sales Associate model. A new team member joins and works under a lead agent, gaining experience, learning the transaction process, and building a database.
There is value in this approach. But it also raises two important questions:
1. Is your sales team the size you want it to be?
2. Is your sales team truly profitable?
Many leaders report a consistent pattern. New associates join, but very few ever transition into successful standalone salespeople. Why? Most are shown how to be an assistant, not an agent. They are being trained by an agent focused on results, not recruitment.
Whilst this is happening, the wage and overhead costs of these non-income-producing roles place pressure on your agency’s profitability.
At Smartre Training, we recognise the role of Sales Associates. However, we define a clearer and more accountable pathway for them within a structured system.
Very few new hires within Smartre begin as Associates. Most begin as sales recruits and are up and running within that 3-6 month period.
Real estate will always attract a wide range of talent. Not everyone is suited to sales, but many are. The difference comes down to your process.
Do you have a system that consistently attracts, develops, and retains the right people?
If you want to understand how Smartre approaches this, we are happy to share it with you.
Email connect@smartretraining.com.au and we will send you an overview of our 13-stage recruitment process.
If it aligns with your thinking, we can help you implement it within your business and start growing your sales team in both size and profitability.
There are two major challenges when it comes to recruiting real estate salespeople: attracting the right people and keeping them.
Most leaders would argue that the real challenge is attraction. But take a moment to reflect on the people who have joined your business and didn’t succeed. Were they the wrong people, or were they the right people who were never set up to win?
In many cases, the answer is both. At the end of this article, we provide details to request our proven 13-stage recruitment process, designed to help you attract the right people and give them the best opportunity to succeed.
At Smartre Training, onboarding is not a short-term exercise. It is a critical phase of your recruitment process.
Our onboarding program runs for three to six months, depending on your agency and marketplace. Hiring does not end when an employment contract is signed. It ends when a new recruit proves they can perform.
Until then, they are still being recruited.
At our recent Leadership Seminar in Melbourne, we introduced our Launch to Loungeroom program. This is a structured, three-phase onboarding system designed to take a new recruit from day one through to becoming a competent and confident salesperson.
It clearly defines expectations across:
• Prospecting
• Skill development
• Market knowledge
• Results
The question is simple. What is your system?
Over the past decade, many agencies have shifted toward the Sales Associate model. A new team member joins and works under a lead agent, gaining experience, learning the transaction process, and building a database.
There is value in this approach. But it also raises two important questions:
1. Is your sales team the size you want it to be?
2. Is your sales team truly profitable?
Many leaders report a consistent pattern. New associates join, but very few ever transition into successful standalone salespeople. Why? Most are shown how to be an assistant, not an agent. They are being trained by an agent focused on results, not recruitment.
Whilst this is happening, the wage and overhead costs of these non-income-producing roles place pressure on your agency’s profitability.
At Smartre Training, we recognise the role of Sales Associates. However, we define a clearer and more accountable pathway for them within a structured system.
Very few new hires within Smartre begin as Associates. Most begin as sales recruits and are up and running within that 3-6 month period.
Real estate will always attract a wide range of talent. Not everyone is suited to sales, but many are. The difference comes down to your process.
Do you have a system that consistently attracts, develops, and retains the right people?
If you want to understand how Smartre approaches this, we are happy to share it with you.
Email connect@smartretraining.com.au and we will send you an overview of our 13-stage recruitment process.
If it aligns with your thinking, we can help you implement it within your business and start growing your sales team in both size and profitability.
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