Recruiting in real estate is often misunderstood — especially when it comes to attracting high-producing agents. In this episode, Brian Icenhower breaks down what it really takes to train an effective recruiter and why most fail over time. You’ll learn why “shark tactics” poison the well, how patience and consistent appointments drive success, and why recruiting top producers is as much about coaching as it is about leadership.

Brian shares his proven Recruit Pipeline System, explains why retention and culture must be production-centric (not just “family-oriented”), and reveals how to transform recruiters into the most valuable people in your organization.

What You’ll Learn in This Episode:

Why most recruiters only succeed with new licensees — and why that’s not enough

How “poisoning the well” kills your ability to get appointments with top producers

The importance of patience and consistency: tracking appointments for 6–12 months

Why recruiting is less about selling and more about listening, diagnosing, and adding value

How to build a production-centric culture that attracts and retains top talent

The role of the Recruit Pipeline in tracking progress, identifying needs, and moving prospects toward joining

Why the best recruiters also become the best coaches — and how to train yours to do both

If you’re a broker, team leader, or manager looking to grow agent count and profitability without burning bridges, this episode will show you the mindset, systems, and accountability needed to build a world-class recruiting process.

Book a FREE coaching call:

Enroll in our online courses:

Sign up for coaching:

Sign up for an Agent Management Portal:

Join the fastest growing Facebook Group for Top Producers: