Stop competing on commission splits: Make agent production a recruiting advantage

Commission splits have long been one of the most visible and powerful tools brokerages have to attract agents. And while compensation will always matter, competing primarily on splits can put brokerages in a difficult position. The reality is that there is always another brokerage willing to offer agents just a little bit more.Brokerage leaders have an opportunity to rethink how they approach recruiting by shifting the conversation from what agents keep to what they can produce. After all, a better split of $0 is still $0! A more sustainable recruiting strategy is to compete on something that matters just as much to agents – their ability to build a productive book of business. For brokerage leaders, that means shifting the recruiting conversation from percentage splits to how they are going to help them produce. Production as part of the value prop Agents don’t join a brokerage simply to receive a commission split. They join to build a business. They need opportunities, marketing support, tools to manage their pipeline and systems that help them stay connected with prospects and past clients alike. Yet, many agents struggle to consistently turn those resources into transactions. L...