Use these real estate manager coaching techniques for brokers & managers to create a growth environment to both recruit and retain agents in their offices.
Real estate manager coaching can provide you with the tools you need to create a growth environment and be the best leader you can be.
Essentially, there are 2 things we can do as leaders:
- Focus our agents on growing their pipelines
- Recruit more agents
Growth makes you too big to fail. If you insulate your business by recruiting steadily, you won’t feel the effects of a downturn in the market.
VIDEO: Real Estate Manager Coaching to Grow Agent Count
Real estate manager coaching will teach you recruiting isn’t easy
Growing isn’t fun. I get it. Recruiting is hard.
There are very few people that have recruited more agents then I have so I can speak from personal experience. And believe me when I say that it’s a humbling experience to recruit. You sit down with people who know very little and act like they know everything.
But, you must recruit for growth
Any decreases in the market are going to be overcompensated by the growth on your team. That’s the goal! So even though it’s not easy, it is worth it.
It’s a numbers game
We talk abut this all the time with our real estate manager coaching clients. This objection to constantly recruiting is something that I hear very often. “I really just want to add one or maybe two more agents, that’s it.”
It does not work that way, guys.
There is a very low success rate in real estate. If you want one or two more agents, then you need to recruit four or five. Three or four won’t make it. Those are the numbers!
Within five years, most agents are quitting or moving on to a different team or brokerage.
It’s up to you to set up your onboarding systems and your trainings, and then it’s on your agents to meet you halfway. You can only motivate them so much. They must come with their own motivation. They have to want it.
I often say that if you have ten new agents join your organization, one of them will “make it” in real estate. The other nine simply won’t, and it’s a numbers game.
It’s up to you to set up your onboarding systems and your trainings and then it’s on your agents to meet you halfway. You can only motivate them so much. They must come with their own motivation. They have to want it.
Brian Icenhower
Real estate manager coaching: build a deeper bench
You must build a deeper bench. This is what successful leaders know.
This is true for every part of your business. Let’s say you have a fantastic office administrator. Your admin knows your business backwards and forwards and is absolutely excellent at their job. However, life happens, and sometimes administrators take a leave of absence, or move out of the area, or … anything! You need to have backup in all areas of your business.
This is why you constantly grow and add to your organization. It’s all padding and security so that you can continue to grow when road bumps come your way.
Building a deeper bench will get you off the real estate roller coaster. We all know what the roller coaster feels like and it’s awful. It is a stressful way to run a business. Instead of running your business reactively, run it proactively. Build your business by design instead of by default. It will absolutely change your life.
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Brokerage / Corporate Coaching Program
With the Brokerage / Corporate Real Estate Coaching Program, ICC will help firms set up the most effective and efficient systems for recruiting, agent onboarding, commission & fee structures, agent engagement & retention systems, recruiting, administrative work-flows, transaction management, staff hiring, agent onboarding, productivity training & accountability, financials & budgeting, marketing and much more!
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Executive Team Coaching Program
The Executive Team Real Estate Coaching Program is designed for a high functioning larger team. These team leaders will build their influence, structure their brokerage systems and growth, recruit, lead internal divisions to operate at a high level and leverage their time. Opportunities to add ancillary services to build wealth.
Building a deeper bench will get you off the real estate roller coaster.
Brian Icenhower
Real estate manager coaching: focus on what you CAN control
The only thing you can truly control as a leader is your recruiting efforts.
If you need more income, you need to insulate your business so you aren’t dependent on any one high-producing agent. This is why you build a deep bench.
If you don’t have a deep bench, you need to focus on the systems that will help you do the activities you need to in order to recruit at a higher level.
All of these activities belong on your recruiting dashboard. And you need to be held accountable for doing these activities to grow your business in the same way that you hold your agents accountable for doing their activities.
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Team Onboarding
Online CoursesInitial onboarding for agents joining teams.
Designed for all learning types
Video Training
In-depth professional video training on every module, presented by the author, Brian Icenhower.Written Modules
Detailed and downloadable written modules with detailed graphics, scripts, spreadsheets, forms, and so much more.Course curriculum
Enrollment includes access to the following course materials for 2 years
Module 1: Create Your Sphere of Influence Database- VIDEO: How to Create a Real Estate Sphere of Influence List – PART 1
- VIDEO: How to Create a Real Estate Sphere of Influence List – PART 2
- AUDIO: How to Create a Sphere of Influence List – PART 1
- AUDIO: How to Create a Sphere of Influence List – PART 2
- WORKBOOK: How to Create a Real Estate Sphere of Influence List
- VIDEO: How to Set Up Your CRM
- Script: Update Database
- SOI Member Contact Form (fillable)
- Daily SOI Contact Form (fillable)
- Script: Update Database & Direct Message
- VIDEO: Who Do You Know
- AUDIO: Who Do You Know?
- Workbook: Who to Put in Your SOI
- Who Do I Know From These Industries? (fillable)
- SOI Call & Text Contact Cycle
- QUIZ: Module 2 Part 1
- QUIZ: Module 2 Part 2
- Module 2 Action Steps
- VIDEO: How to Contact Your SOI
- AUDIO: How to Contact Your SOI
- Workbook: How to Contact Your SOI
- VIDEO: Create Your SOI Contact Plan
- AUDIO: Create Your SOI Contact Plan
- Workbook: Create Your SOI Contact Plan
- Sample Contact Plans
- Sample Plan #1: The Basic
- Sample Plan #2: Giving to Get
- Sample Plan #3: Social Butterfly
- Monthly Mailer Topics
- QUIZ: Module 4
- Module 4 Action Steps
- VIDEO: Get Uncomfortable
- AUDIO: Get Uncomfortable
- Workbook: Get Uncomfortable
- The Comfort Zone PDF
- Action Steps
- VIDEO: How to Grow Your SOI
- AUDIO: How to Grow Your SOI
- Workbook: How to Grow Your SOI
- VIDEO: Build Your Vendor Database
- AUDIO: Build Your Vendor Database
- Workbook: Build Your Vendor Database
- Script: Asking for Referrals
- Script: Update Database & Ask for Referral
- QUIZ: Module 6 Part 1
- QUIZ: Module 6 Part 2
- Module 6 Action Steps
- VIDEO: Developing Referral Networks
- AUDIO: Developing Referral Networks
- Workbook: Developing Referral Networks
- Who Do I Know From These Industries Worksheet
- Who Do I Know From These Industries Spreadsheet
- VIDEO: Growing Vendor Relationships
- AUDIO: Growing Vendor Relationships
- Workbook: Growing Vendor Relationships
- Script: Referral Business Partnership I
- Script: Referral Business Partnership II
- Script: Follow Up After Referring a Client to a Vendor
- Script: To Contact SOI to Grow Vendor List
- QUIZ: Module 12
- Module 12 Action Steps
- VIDEO: Rights vs. Responsibilities
- AUDIO: Rights vs. Responsibilities
- Workbook: Rights vs. Responsibilities
- Rights vs. Responsibilities PDF
- Action Steps
- VIDEO: Social Media Basics
- AUDIO: Social Media Basics
- Workbook: Social Media Basics
- VIDEO: Social Media Strategy – PART 1
- VIDEO: Social Media Strategy – PART 2
- AUDIO: Social Media Strategy – PART 1
- AUDIO: Social Media Strategy – PART 2
- Workbook: Social Media Strategy
- Social Media Calendar STAY Strategy for Content
- Script: Personal Facebook Direct Message
- 12-Month SOI Video Touch System
- QUIZ: Module 8
- Module 8 Action Steps
- VIDEO: Scarcity vs. Abundance
- AUDIO: Scarcity vs. Abundance
- Workbook: Scarcity vs. Abundance
- 5 Steps to Mastery PDF – full page version
- 5 Steps to Mastery PDF
- 5 Steps to Mastery – Social Media Post
- Scarcity Vs. Abundance Chart
- Action Steps
- VIDEO: Real Estate Video Texting
- AUDIO: Real Estate Video Texting
- Workbook: Real Estate Video Texting
- Video Texting Example #1
- Video Texting Example #2
- Module 9 Action Steps
- VIDEO: Facebook Business Page
- Workbook: Setting Up Your Facebook Business Page
- BONUS HELP: Creating a Facebook Page for Your Business
- BONUS HELP: Adding Essential Information to Your Facebook Page
- Facebook Description Examples
- BONUS HELP: Creating a Professional Cover Image for Your Facebook Page – PART 1
- BONUS HELP: Creating a Professional Cover Image for Your Facebook Page – PART 2
- BONUS HELP: How to Use Canva Tutorial
- BONUS HELP: How to Find Royalty Free Images
- BONUS HELP: Stock Photo Download
- Facebook Cover Templates
- Keyword Research Toolkit
- Successful Facebook Ad Examples
- VIDEO: Thoughts Control Actions
- AUDIO: Thoughts Control Actions
- Workbook: Thoughts Control Actions
- The Gandhi Circle PDF
- 6 Rules for Controlling Your Words PDF
- Action Steps for Module 16
- VIDEO: Open Houses
- Workbook: Open Houses
- Resource: Open House Prospecting Activities
- Resource: Open House Feedback Form (Printable)
- Resource: Positive Need Affirmation Sandwich (Fillable)
- Graphic: Open House Timeline
- Open House System Checklist (fillable)
- Open House System Checklist (editable)
- VIDEO: Listing E-Alert Updates – PART 1
- VIDEO: Listing E-Alert Updates – PART 2
- VIDEO: Listing E-Alert Updates – PART 3
- AUDIO: Listing E-Alert Updates – PART 1
- AUDIO: Listing E-Alert Updates – PART 2
- AUDIO: Listing E-Alert Updates – PART 3
- Workbook: Listing E-Alert Updates
- Listing E-Alert Campaign Promotional Ad (fillable)
- Script: Neighborhood Listing E-Alert Email Drip
- Script: Geographic Farming Listing E-Alert Email Drip
- Script: Seller Lead Listing E-Alert Email Drip
- Script: Buyer Lead Listing E-Alert Email Drip
- QUIZ: Module 14
- Module 14 Action Steps
- VIDEO: Embrace Routines & Rituals
- AUDIO: Embrace Routines & Rituals
- Workbook: Embrace Routines & Rituals
- Listing & Closing Checklists
- Action Steps for Module 19
- VIDEO: Time Management & Tracking
- AUDIO: Time Management & Tracking
- Workbook: Time Management & Tracking
- Daily SOI Contact Form (fillable)
- Lead Tracking (fillable)
- SOI Member Contact Form (fillable)
- Eisenhower Decision Matrix
- VIDEO: Daily Schedule & Time Blocking
- AUDIO: Daily Schedule & Time Blocking
- Workbook: Daily Schedule & Time Blocking
- Sample Weekly Calendar
- Daily Schedule for Realtors
- The Erase and Replace Rule
- VIDEO: Activities Over Results
- AUDIO: Activities Over Results
- Workbook: Activities Over Results
- Action Steps for Module 7
- VIDEO: Tracking with a Dashboard
- AUDIO: Tracking with a Dashboard
- Workbook: Tracking with a Dashboard
- ICC Team Dashboard – Excel Spreadsheet
- QUIZ: Module 19 Part 1
- QUIZ: Module 19 Part 2
- Module 19 Action Steps
- VIDEO: 2 Week Assault Plan Explained
- Workbook: Making Initial Contact with Online Leads
- Mastering Lead Follow Up – Infographic
- The Sales Process – Infographic
- Should I Keep Trying – Infographic
- They Didn’t Answer – Infographic
- Converting a Prospect to a Client – Infographic
- 2-WEEK ASSAULT PLAN For Making Initial Contact with Online Leads
- 2-Week Assault Plan Phone Call Scripts
- 2-Week Assault Plan Text Scripts
- 2-Week Assault Plan Email Template Scripts
- 2-Week Assault Plan Video Email Scripts
- 2-Week Assault Plan Facebook and Social Media Scripts
- VIDEO: Online Lead Follow Up Plans
- “I’ll Do You One Better”
- VIDEO: How to Be a Professional
- AUDIO: How to Be a Professional
- Workbook: How to Be a Professional
- Keep Emotions Between the Lines PDF
- DISC Behavioral Assessment Image
- Action Steps for Module 26
- Part One: Buyers don’t know what they don’t know
- Part Two: From contact to appointment
- Part Three: Buyer and lender consultations
- Part Four: Making things official
- Workbook: Buyer Lead Conversion & Consultation Process
- Buyer Questionnaire & Lead Sheet
- Pre-Buyer Consult Video #1 Script
- Buyer Consultation Video Script
- Scripts: Presenting the Exclusive Buyer Agency Agreement
- Scripts: Handling Objections to Signing the Buyer Agency Agreement
- Script: MLS Auto-Prospecting
- Part One: Overcoming common objections
- Part Two: Getting answers
- Part Three: The pre-listing packet
- Part Four: The kitchen table consultation
- Workbook: Seller Lead Conversion & Listing Presentation Process
- Seller Lead Sheet
- Price Reduction Graphic
- Listing Consultation
- Pre-Listing Consultation Video Scripts
- Pre-Listing Video #1 Script
- Pre-Listing Video #2 Script
- Pre-Listing Video #3 Script
- Pre-Listing Video #4 Script
- Pre-Listing Video #5 Script
- Virtual Listing Presentation – Luxury Theme
- Virtual Listing Presentation – Classic Theme
- Listing and Closing Checklists
- The Listing Consultation Script
- Objections about Finding a Home to Buy Before Listing
- Scripts for Listing Consultation Objections about Price
- Urgency Objections
- Overcoming Objections about Paying a Commission
- VIDEO: Fail Forward
- AUDIO: Fail Forward
- Workbook: Fail Forward
- Action Steps for Module 29
- VIDEO: Understanding the Needs Analysis
- AUDIO: Understanding the Needs Analysis
- Workbook: Understanding the Needs Analysis
- The Feelings Wheel
- Real Estate Trainer Podcast: Episode 196 – Real Estate Recruiting Scripts: Conducting the Appointment
- Action Steps for Module 30
- VIDEO: Negotiating With a Needs Analysis
- AUDIO: Negotiating With a Needs Analysis
- Workbook: Negotiating With a Needs Analysis
- Buyer Lead Sheet (fillable)
- Seller Lead Sheet (fillable)
- Action Steps for Module 31
- VIDEO: The Mirroring Technique
- AUDIO: The Mirroring Technique
- Workbook: The Mirroring Technique
- Real Estate Trainer Podcast: Episode 184 – NLP Real Estate Scripts for Realtors
- Action Step for Module 32
- VIDEO: Mirroring & Matching
- AUDIO: Mirroring & Matching
- Workbook: Mirroring & Matching
- Mirror & Matching – Real Estate Negotiation Strategies
- Action Steps for Module 33
- VIDEO: The Negotiation Blueprint
- AUDIO: The Negotiation Blueprint
- Workbook: The Negotiation Blueprint
- Meet in the Middle Negotiation Model Graphic
- The Icenhower Method Negotiation Model Graphic
- Action Steps for Module 34
About this course
- $349.00
- 252 lessons
- 15.5 hours of video content
Reviews
"I use ICC systems, the Online Learning Center, and the coaching program to coach and train my team of over 30 agents. I use the ICC dashboard systems to keep my entire team accountable for their activities and set proper expectations."
Jake Rockwell
Over 500 Units Sold Annually I have coached with ICC for over five years. ICC has helped me quadruple my luxury business through marketing strategies so that I receive listings and sales through lead generation and multiple pillars of income.
Dennis Adelpour
Luxury Agent - West Los Angeles When we started coaching with ICC we worked all the time with some degree of success. Now, seven years later, we have grown to have the #1 market share in our area, we more than tripled our income and production, while also improving our work-life balance to enjoy our personal life with family and friends.
Tammi Humphrey
#1 Market Share & 100 Million in Annual Sales Volume Instructor Brian Icenhower.I designed Team Onboarding to get new agents joining a team up into production quickly. In this course, we do it two ways.
First, you will learn how to generate and convert leads from potential customers looking to buy or sell a home that you don't know. You'll learn all the top methods with the highest conversion rates so you can generate business right off the bat. Second, you will learn how to generate business from your own personal sphere of influence (SOI). These are the people you already know. You will learn how to build your book of business, and as it grows over time, so you will find more and more business coming to you as you progress year by year. This course, which is over 30 modules long, will help you develop your business in those two healthy ways at the same time, so your own book of business is diversified. Along the way, you'll receive training on other essential topics, like time management, buyer and seller lead conversion, negotiations training, and mindset training. You'll learn all of these skills and tools (and more) that a new agent should learn to get them into production and selling real estate extremely quickly.
Get into production quickly.
One of the biggest challenges about starting out on a real estate team for the first time is the lag between starting on the team and getting into production. This course will accelerate your progress and allow you to get into production much more quickly, which will help you thrive as a new member on your team. Add to CartTeam Onboarding
More about this real estate training course
Talk to a coach
If you've been considering hiring a coach, now's the time. Book a FREE coaching consultation session with your purchase of this course! Book Your Call
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Recruit: Recruiting Real Estate Agents
ONLINE COURSESLearn to grow your real estate business by targeting, connecting with and ultimately closing on the best recruits around. We'll teach you how to find great candidates, qualify them, and say the right thing at the right time to bring them on board.
Designed for all learning types
Video Training
In-depth professional video training on every module, presented by the author, Brian Icenhower.Written Modules
Detailed and downloadable written modules with detailed graphics, scripts, spreadsheets, forms, and so much more.Audiobook
Since real estate agents are always on the move, your training must be too. This course provides a professional downloadable audiobook.Course curriculum
Enrollment includes access to the following course materials for 2 years
Module 1: Your Unique Value Proposition & Recruiting Targets- Workbook: Your Unique Value Proposition & Recruiting Targets
- Video: Your Unique Value Proposition
- Graphic: DISC Behavioral Assessment
- Graphic: DISC Profiles
- Commission Comparison Chart Template
- Workbook: The Recruiting Scoreboard
- Video: The Recruiting Scoreboard
- Graphic: The Big 3
- Resource: Sample Weekly Calendar
- Resource: Sample Recruiter Dashboard
- Resource: Recruiting Tools
- Workbook: Recruiting with Technology
- Video: Recruiting with Technology
- Graphic: 10-10-5 Daily Plan
- Workbook: Recruiting Sources
- Video: Recruiting Sources
- Script: Congratulations & Production Report
- Script: Congratulations on Production
- Script: Expanding into Your Area
- Script: New Listing
- Script: Thank You for Cooperating on Buyer Side
- Script: Thank You for Cooperating on Listing Side
- Script: Real Estate School and New Licensees
- Workbook: Setting Recruiting Appointments
- Video: Setting Appointments
- Script: Let’s Talk About Your Production
- Script: Provide a Production Report
- Script: After Closed Transactions #1
- Script: After Closed Transactions #2
- Script: When Recruit is Referred by One of Your Own Agents
- Script: When Recruit is Referred to the Recruiter
- Script: For a New Brokerage or New Recruiter
- Script: Looking to Build Relationships
- Script: Referred by Agent After Transaction
- Script: Students from Real Estate Licensing School
- Script: For Rookie Agents in Their First Year
- Script: For Up-and-Coming Agents
- Script: Increased Market Presence
- Script: Invitation to Class or Training Event
- Script: Invitation to Participate on Agent Panel
- Script: Confirming Recruiting Appointments
- Script: Objection Handler – Not interested in moving companies
- Script: Objection Handlers – I’m too busy #1
- Script: Objection Handlers – I’m too busy #2
- Script: Objection Handlers – Happy with current company
- Script: Objection Handlers – I need to wait until my transactions close
- Script: Objection Handlers – Let me think about it
- Recruiting: Scripts E-book
- Workbook: Conducting Recruiting Appointments
- Podcast Episode 196: Real Estate Recruiting Scripts – Conducting the Appointment
- Video: Conducting Appointments
- Script: The Recruiting Process
- Workbook: Setting Follow-Up Appointments
- Video: Setting Follow-Up Appointments
- Natural DISC Profile Business Generation Tendencies
- Script: Attend a Class or Training Event
- Script: Behavioral Assessment
- Script: Set a Coaching Appointment
- Script: Create a Business Plan
- Workbook: Closing recruits
- Video: Closing Recruits
- Agent Intake Pipeline
- Scripts: Closing and Objection-Handling
- Script: When, Not If
- Script: They Can’t Say No to Their Own Goals
- Script: Delay Causes Resentment
- Script: Commission Split
- Script: You Need Our Systems
- Script: Start Transitioning Ahead of Time
- Script: Can Your Broker Help?
- Script: Prepping the Broker Conversation
- Script: Transferring Current Business
- Workbook: Creating a Growth Environment for Recruiting
- Video: Creating a Growth Environment for Recruiting
- Graphic: Characteristics of a Growth Environment
- Graphic: DISC style identification
- Graphic: SWOT
- Real Estate Office Brokerage Training Monthly Calendar
About this course
- $199.00
- 82 lessons
- 5 hours of video content
Immediate Takeaways
Here is what you can expect to gain from taking this online course.
- SCRIPTS for recruiting. Congratulations & Production Report Script, Expanding into Your Area Script, New Listing Script, Thank You for Cooperating on Buyer Side Script, Thank You for Cooperating on Listing Side Script, Real Estate School and New Licensees Script, Objection Handlers, and many more
- RESOURCES to help you recruit effectively. Sample Weekly Calendar, Sample Recruiter Dashboard, Recruiting Tools, Recruiting Scoreboard, Agent Intake Pipeline
- HELPFUL GRAPHICS to illustrate takeaway points and reinforce learning. DISC Behavioral Assessment, DISC Profiles, The Big 5, 10-10-5 Daily Plan, DISC Style Identification, Characteristics of a Growth Environment, SWOT
- OPTIONS for how you learn best. Each module provides a downloadable PDF chapter as well as a featured video of Brian Icenhower, teaching the topic at hand. At the beginning of the course, you are also provided with a full audiobook to listen to. So however you learn best -- we have an option for you!
Certification & Designation Upon Completion
In this ICC online course, you will receive an official designation of "Certified Real Estate Recruiter" or CRER upon completion, as well as a downloadable (and printable) Certificate of Completion. Add your designation seal, as well as your designation letters, to your email signature to bolster your reputation and show off your expertise to clients and colleagues alike.Reviews
"I use ICC systems, the Online Learning Center, and the coaching program to coach and train my team of over 30 agents. I use the ICC dashboard systems to keep my entire team accountable for their activities and set proper expectations."Jake Rockwell
Over 500 Units Sold Annually I have coached with ICC for over five years. ICC has helped me quadruple my luxury business through marketing strategies so that I receive listings and sales through lead generation and multiple pillars of income.
Dennis Adelpour
Luxury Agent - West Los Angeles When we started coaching with ICC we worked all the time with some degree of success. Now, seven years later, we have grown to have the #1 market share in our area, we more than tripled our income and production, while also improving our work-life balance to enjoy our personal life with family and friends.
Tammi Humphrey
#1 Market Share & 100 Million in Annual Sales Volume Instructor Brian Icenhower.If your business isn't growing then it's dying.
To attract agents to your real estate team or brokerage, you must evidence your ability to increase their productivity and help them sell more real estate. In his most important work to date, veteran coach and real estate consultant, Brian Icenhower, shares the systems and strategies he used to build some of the fastest growing real estate companies in the United States. Recruiting is the single most valuable skillset in real estate and the linchpin of all successful real estate businesses. To exponentially and sustainably increase the net profit of your real estate business, it is essential that you operate a committed and systematic recruitment practice. From sourcing recruits and recruiting with technology to setting, conducting, and closing recruiting appointments, this exhaustive course provides invaluable insights and practical instruction for creating a production-centric growth environment that attracts agents to your real estate team or brokerage. With our consultative approach, recruits guide agents to a place where they self-discover that the best way to sell more real estate, become more successful, and increase their net income is by joining your team or company. We know not everyone learns the same way. For that reason, this course has videos, text modules, and a full audiobook. In addition, the text and audiobook are downloadable so you can keep this information for life, and take it with you wherever you go.
Recruiting for real estate agents
Recruiting is the single most valuable skillset in real estate and the linchpin of all successful real estate businesses. To exponentially and sustainably increase the net profit of your real estate business, this course will help you build and operate a committed and systematic recruitment practice. Add to CartRecruiting for Real Estate Agents
More about this real estate training course
Talk to a coach
If you've been considering hiring a coach, now's the time. Book a FREE coaching consultation session with your purchase of this course! Book Your Call
Real estate manager coaching: recruiting sources
Sometimes the hardest part of recruiting is figuring out where to look for agents to join your organization. Here are some recruiting sources to add to your list.
- New licensees through your SOI.
- Large office – Let everybody know you are hiring.
- Indeed, WizeHire, Craigslist, etc. – Have an online ad running at all times.
- MLS – Search for agents with a decline in production last year.
- Association of Realtor functions, broker open houses, etc. – Go where agents are hanging out!
Remember to emphasize your value. More and more, agents are looking for a team or brokerage that will give them value.
In your recruiting process, evidence your value. Tell them about the leads you will give them. Remind them that you have an onboarding process and that you will train them on systems that will help them grow.
I do believe that the best hire, most of the time, is a brand new licensee. As I mentioned above, they come with no bad habits which allows you to train them the right way.
