What I've Learned Recruiting Hundreds of Real Estate Agents

The agents who succeed long-term all have systems, not just ambition. After personally recruiting over 200 real estate agents in the past 18 months as Director of Growth at Pemberton Real Estate, I've learned that recruiting isn't about finding people who want to sell houses — it's about finding people who want to build a business. The difference between agents who thrive and those who struggle isn't talent or connections. It's whether they approach real estate like a professional business owner or just someone hoping to stumble into deals.

BLAKE'S TAKE

Here's what the numbers taught me: Out of every 100 agents I recruited, about 35 are still actively producing 18 months later. That sounds harsh, but it's the reality of this business. The ones who make it aren't necessarily the most charismatic or the best networkers. They're the ones who treat real estate like what it actually is — a business that requires systems to survive.

I've sat across from agents making $300K a year who are completely burned out because they're chasing every lead manually. I've also worked with newer agents pulling in $100K consistently because they built a follow-up system and stick to it religiously. The difference isn't the market, the leads, or even the brokerage. It's the system.