Agents mirror their brokerages.

If that’s true, then leaders carry a responsibility beyond year-one basics. Most offices do a solid job getting new agents off the ground. But we see a steep drop-off around years three to five, when “work your sphere, be consistent” stops being enough.

What’s next?

We talked about three operating modes: transactional, systemic (your Buffini, Ninja, Ferry foundations), and design-by-identity. The third is a missing gear for many mid- to senior-career agents. It’s not anti-system. It’s the translation of a system into something authentic.

Joel underscored the risk of outsourcing your identity to third-party curricula without customizing it to your culture and your agents. Becky reminded us some folks thrive in that middle lane—great. But a meaningful slice wants more depth and credibility, not just likability.

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