I get this question all the time from brokerage owners and team leaders: “How do I start recruiting today when I don’t have everything built yet?”

They often feel stuck in a catch-22: They think they need to build their vision first in order to start recruiting, but they don’t have the money or resources to build it because they don’t have agents yet.

Here’s the answer: People will buy into your vision as long as you can articulate it clearly and tie it to a timeline.

When you’re talking to agents, say something like:

"I’ve got this vision of the kind of company I want to build. I’m looking for a few people who want to get in on the ground floor and help me build it. We call them ‘founder agents.’ They’ll be right there, side by side with me, helping shape this vision. Can I explain to you what I’m trying to create?"

If you can sit with people and lay out a clear vision of what you’re working towards, they’ll buy into it. It doesn’t have to be 100% built yet—that’s what you’re wor...

If I were to walk into your office right now and put my hands up in the air, asking, “What do I feel? What’s the energy in the room?”—you might think that sounds a bit new agey, especially when it comes to running a real estate company or team. But it’s true.

You can feel the energy in a room.

Let me give you an example. How many of us have been to a concert? You can feel the energy, right? A better example is a sporting event—you can feel the waves of energy when a point is made or lost. The energy is palpable.

Now, who sets the tone for that energy? It’s the players on the field, the musicians—the people performing. They create the energy in the room.

As a leader, whether you're a broker or team leader, you are the one setting the energy in your office. You create the weather. And how do you do that? It’s through your positivity, your enthusiasm, how you carry yourself, and how you walk into the building.

If you walk in with your shoulders slouched, talking about your bad mornin...

Are you an aspiring entrepreneur in the real estate industry? Do you dream of starting your own successful real estate brokerage? Look no further! In this comprehensive guide, we will take you through the essential steps and strategies to help you build a thriving real estate brokerage from the ground up. Get ready to embark on an exciting journey towards financial independence, professional autonomy, and limitless growth opportunities.

Section 1: Understanding the Path to Success

1.1 The Difference Between a Real Estate Agent and a Real Estate Broker

Before diving into the world of building a brokerage, it's important to clarify the distinction between a real estate agent and a real estate broker. While agents hold a real estate license and work under a licensed broker, brokers have an additional license that grants them the independence to operate their own real estate firm and hire agents as employees. By earning your broker's license, you open the door to higher earning...