Spokane brokers halt recruiting, get surprising results

JW Webb and John Anderson of Professional Realty Services International were named 2022 RealTrends GameChangers for growing 217% between 2017-2021 by transaction side percentage.

Today’s RealTrending features 2022 RealTrends GameChangers, JW Webb, Founder, and CEO, and John Anderson, President, of Professional Realty Services International in Spokane, Washington. Their brokerage grew 217% over the past five years by transaction side percentage based on RealTrends 500 data.

JW and John talk about how they did the unthinkable — halted recruiting — last year to ensure the agents they already had were getting the service and tools they needed.

Here is a small preview of today’s interview featuring JW Webb. The transcript below has been lightly edited for length and clarity:

Tracey Velt: Tell me about your growth over the past five years.

JW Webb: Most of it is organic. We haven’t had any true mergers or acquisitions. We have had several broker-owners become a part of our company because of the way that we do business. The way that we serve aligned with the way that they wanted to do business. But the best majority of our growth is organic.

Last year was really interesting because we actually pulled back just a little bit on our recruiting. I didn’t want what we did for our partners to suffer. So we pulled back for about nine months and the first two quarters were pretty surprising.

Our first quarter was almost 90% referral from our existing partners. The second quarter was 91% referral. On average, we’re usually between 50% and 55%. So, that was a really big shift. So we grew as much as we would’ve with our recruiting efforts, even though we pulled back.

RealTrending features the brightest minds in real estate. Twice a month, brokerage leaders, top agents, team leaders, and industry experts share their success secrets, trends, and lessons learned navigating this ever-changing industry. Hosted by Tracey Velt and produced by Elissa Branch.