This week, Ring in the Sales features Sarah Richardson, the broker-owner of Tru Realty in Scottsdale, Arizona. Sarah shares her advice about how you can build a high-performing, diverse real estate by assembling both new, fresh agents and veterans of the business.
RITS:
Recently, you’ve been getting a major wave where the industry is looking at Tru Realty as a very innovative brokerage… You’re seen as a thought leader. How does one position their brokerage to be known like that?
SR:
Brand isn’t just a logo — just a sign in your yard. Brand is your community, your technology, it’s your people, it’s your agents, it’s your presence, it’s your outreach. And I think a lot of it has to do with our blogs and our outreach, and a lot of the content that we’re producing. We’re really good also with our mentorship and our training. So, taking agents directly out of school and turning them into closers.
RITS:
Most brokers who I talk to want to hire seasoned vets. It’s kind of different to hear you want to hire people right out of school and train them.
SR:
A lot of the future of real estate right now is in school, because of technology. The average real estate agent in Maricopa County right now is 57, and they don’t leverage technology, they don’t know how to relate to millennials. So, we’re focused on getting the new fresh successes. So, 80% of these people are going to fail. But, if we can try to retain them and have them do 5-10 deals a year, we know that we’re gonna get a couple of nuggets, that we’re going to get some of these people that are 30, 40, 50, 60 million dollar producers… But, we’re also recruiting seasoned agents because we have to have that balance. If you have all these people that are brand new and have no one to look up to, they’re gonna leave.
To hear more sage advice from Sarah on building a winning real estate team, click here and listen to the interview in its entirety.