How to Handle Toxic Top Producers and Build a Stronger Real Estate Team

Let’s talk about the Primadonna agent.

We’ve all heard the term, but what does it mean? It refers to someone—hopefully not in your office—who believes they hold power over the broker or staff. They might wield this perceived power by being verbally aggressive or abusive, saying and doing things that are completely inappropriate. They think they can get away with it because of their production level or tenure in the office.

So, what do you do with a Primadonna agent? Here’s the unspoken fear many office and team leaders face: If I get rid of them, I’ll lose money. Maybe they’re a top producer, and you’re thinking, “I can’t afford to lose someone like that.”

But when you let this fear control your actions, it gives them even more strength—and their behavior gets worse over time. Worse still, having this kind of toxic person in your office impacts your recruiting. Potential recruits may avoid your office entirely, even if they don’t say it outright. They may think, “I’d join, but I can’t work with that person.”

Your office, or team, ends up crossed off people’s lists because of this one bad apple—or maybe multiple bad apples. So what’s the solution?

You have to take control. The tail doesn’t wag the dog. It’s time to confront the issue. Let them know their behavior is unacceptable. You might say:

“You can’t be verbally abusive to the staff.”
“You need to treat everyone respectfully.”
“You’re not going to get special treatment over others just because of your production level.”

If they can’t abide by these boundaries, you may need to let them go. And yes, firing a top producer can be tough. But here’s what will happen when you do:

Your team will thank you. You’ll see a shift in recruiting because people will recognize that you’re running a strong, respectful company. It might cost you in the short term, but you’re not running a business for short-term gains—you’re building for long-term growth.

When you allow a Primadonna to dictate terms, you’re holding your company back. Don’t let that happen. Take control, enforce your standards, and watch your company thrive.

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Why do Brokerage Owners, Office Leaders, Team Leaders, and Solo Agents choose Jim to be their coach?

+ 32 Years of Real Estate Sales, Management, and Coaching Experience
+ Top 1% REALTOR Himself (he has been in the trenches)
+ Opened his First Real Estate Company at 23
+ Grew his Real Estate Company to 17 Offices (largest in Oregon)
+ His Current Team Closed $1.4 Billion in Sales in One Year
+ He is a Current Real Trends Top 500 Broker

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