Look, I’m as tired of hearing about iBuyers as you are. So this isn’t an article about how they affect agents or whether they’re the “future” of real estate.

But, iBuyers can remind us something about recruiting. Or, more accurately, they can remind us something about business in general:

Want to know the best real estate agent recruiting strategies I've collected over the last 5+ years?

Last week I made the argument for why business cases don’t work in recruiting appointments.

The quick summary is they don’t work because the decision to switch brokerages is an emotional one, not a logical one.

And whenever I make that argument, I’m typically asked about two situations:

Have you heard you should make a business case to persuade agents to join your company?

Making a business case means focusing the recruiting appointment on the numbers.

And on the surface, making a business case seems like a logical way to conduct a recruiting appointment.

If you would’ve asked me a few months ago about the one thing that makes recruiting much easier, I would’ve said momentum.

Recruiting producing agents gets the attention of other producing agents and makes them curious about what you offer.

And while it’s true momentum makes recruiting easier, I no longer believe it’s the one thing that makes recruiting MUCH easier.

I have a confession to make…

I’ve said every single one of the three worst things to say on a recruiting call.

And you probably have too.

A big part of my job is knowing what’s on agents’ minds. So, I spend quite a bit of time in real estate Facebook groups.

The other day I was in the Inman group and Brad Inman posted an email from an agent who was interested in switching companies.

I went to my first Inman Connect last week and it was an interesting experience.

Inman attracts a different set of industry professionals than other real estate conferences I’ve attended.