Why Brokers Should Adapt to Agent Expectations
Agent engagement is less about office time and more about tailored leadership. Here’s how brokerages should be adapting to different production levels.
NEW YORK – Agent engagement is becoming less about where work happens and more about how brokerages lead and support different types of agents.
As more experienced agents seek flexibility and autonomy, one-size-fits-all meetings and mandatory trainings are losing relevance. At the same time, newer and underproducing agents often need structure, accountability and mentorship to build sustainable businesses.
Mid-level producers fall somewhere in between, with some focused on maintaining production and others looking to scale, form teams or expand their brand.
Serving these groups effectively requires firms to tailor support based on agents' goals rather than impose uniform expectations. That can include offering clear roadmaps, relevant education, peer learning opportunities and access to resources that align with where agents want to go professionally.
When leadership is centered on understanding individual objectives and providing meaningful support, engagement becomes voluntary rather than forced. Agents participate because they see value, trust the guidance offered and feel invested in the relationship, leading to stronger retention and healthier brokerage growth over time.
Inman (02/11/26) Muller, Lori
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