Building a real estate business in multiple states with remote workers wasn’t even possible a decade ago, but now it is. How can agents take advantage of new opportunities? What keeps remote agents loyal? Should we hire experienced agents or invest in beginners and train them to become top performers? On this episode, team leader Aaron Rian shares what he did to build wealth and achieve business freedom.

The most profitable lead source is picking up the phone. -Aaron Rian

3 Things We Learned From This Episode

1. Learn from the top agents in your office  (11:00-13:00)

Finding the top agents in the office and offering ourselves to do the work for free will build experience and potential partnerships with other agents. Instead of focusing on the profits, especially in the beginning, we should focus on getting the job done well and receiving even more opportunities to get in front of potential clients.

2. The biggest challenge to expanding in other markets is agent loyalty (16:00)

Expanding into other markets can be pretty challenging, especially when we work with remote agents. In this case, building a relationship with them and making them feel valuable is more important than giving them the tools to get leads. There are other local brokerages who can offer the same things, but what makes agents stay is the way they are being treated.

3. The experienced agent often comes with a lot of bad habits (21:21-22:40

As the saying goes, we can’t teach an old dog new tricks. Experienced agents usually have their own systems and methods, and it’s really hard to make them adapt to our culture.

When hiring we have to make sure we don’t only look for skill set but also for things that can’t be trained, such as character and the ability to adapt to new settings. Senior agents are often too proud of their methods and have a hard time changing their ways to fit into a team. Instead, we should find coachable people who have the personality and the intelligence to become successful. Training new agents will also build loyalty. Agents who are trained by us have a lower chance of switching to another team.

Guest Bio-

Aaron is the Operating Principal at the Rian Group, Best Selling Author and Talk Radio Show Host. His clientele consist mostly of athletes, corporate executives, and high net worth individuals from around the world. His team has 11 team members in his home market of Portland, and 15 team members scattered in all major markets across OR and WA. Go to http://theriangroup.com/ for more info.