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Full Description
Leadership in Real Estate: A People-First Approach to Brokerage Recruitment, Retention, and Team-Building offers a relationship-focused approach to brokerage leadership, grounded in behavioral insights, practical tools, and real-world experience. Recruitment and retention are more than just business strategies. They're about building relationships, creating trust, and creating an environment where agents feel they belong.
Designed to support brokers across all models—from boutique independents to large franchises—the book focuses on the soft skills, leadership strategies, and cultural foundations that keep agents engaged for the long term. This comprehensive guide reveals the psychological profile of successful real estate agents while providing relationship-centered strategies to build loyalty and encourage professional growth through daily interactions. Readers will discover how to apply behavioral insights like Love Languages and Levers of Influence to strengthen trust and communication, alongside practical approaches for positioning their brokerage's unique value proposition to attract ideal candidates. The author seamlessly blends research-backed principles with real-world case studies, offering flexible, implementable strategies for creating a collaborative culture that inspires commitment, reduces turnover, and works across various brokerage models.
Whether launching a new brokerage, stepping into a leadership role, or simply reimagining what's possible, this book is ideal reading for managing brokers, team leaders, and other real estate professionals.
Contents
1. The Personality of an Agent. 2. Love Languages in Real Estate. 3. Levers of Influence in Real Estate. 4. Recruitment: Reaching Out to Your Network to Attract Agents. 5. The Closing Meeting: Getting the Agent to Choose You. 6. Retention: Strategies for Onboarding, Engaging, and Retaining Real Estate Agents. 7. Team Leadership: Building Trust, Loyalty, and Belonging. 8. Getting Your Agents to Commit. 9. Diversity, Equity, and Inclusion. 10. In-Groups, Out-Groups, and the Hidden Drivers of Turnover. 11. Conflict Prevention and Principled Negotiation. 12. Virtual and In-Person Offices: Creating a Space for Connection. 13. Business Partner Selection. 14. Creating a Unique Value Proposition that Resonates. 15. Creating a Learning Environment. 16. Bringing it All Together.
