There’s a persistent myth in real estate that’s costing principals their best talent: the belief that you should always hire experienced agents.

But here’s what the data actually tells us.

Some of the worst performing team members I see in most businesses come with the most impressive resumes. That’s not an opinion – that’s cold, hard data from tracking performance across the agencies I coach.

When we analysed the numbers, we discovered something that challenges everything most principals believe about recruitment:

Agents with less than two years experience who underwent structured training dramatically outperform experienced agents within an eighteen month period.

Let that sink in for a moment.

Experienced agents often bring three major roadblocks to your business:

1. Baggage from previous agencies
2. Entrenched bad habits that are hard to break
3. Resistance to systems – the classic “I’ve always done it this way” syndrome

Meanwhile, fresh talent brings exactly what high-performing agencies need:

• Coachability
• Adaptability
• Hunger to succeed

You can’t just hire anyone, though. You need a systematic recruitment approach focused on potential, not just past performance.

Inside our program, we use a three-step process that’s revolutionising how real estate principals build their teams:

Step 1: Behavioural Profiling to Identify Natural Sales Traits

Instead of relying on gut feel, we use proven profiling techniques to identify candidates who naturally possess the traits that lead to real estate success.

Step 2: Commitment Testing Through Multiple Stage Interviews

This isn’t about making the process harder – it’s about ensuring you’re hiring people who want a career, not just a job.

Step 3: Structured Eighteen Month Development Pathway

Fresh talent needs structure. We provide a clear roadmap that takes new agents from zero to high-performer in 18 months.

When we implement these systems into our clients’ businesses, the transformation is dramatic:

• Retention rates soar
• Per agent productivity more than doubles

Stop chasing resumes and start building talent.

The agencies that embrace this approach are creating unstoppable teams whilst their competitors are stuck in the endless cycle of recruiting experienced agents who underperform and leave.