{"id":2408,"date":"2021-08-06T14:00:51","date_gmt":"2021-08-06T14:00:51","guid":{"rendered":"https:\/\/www.realtrends.com\/blog\/2021\/08\/06\/game-changers-driving-organic-growth-by-hiring-a-recruiter\/"},"modified":"2025-03-13T02:38:48","modified_gmt":"2025-03-13T02:38:48","slug":"game-changers-driving-organic-growth-by-hiring-a-recruiter","status":"publish","type":"post","link":"https:\/\/www.realtrends.com\/blog\/2021\/08\/06\/game-changers-driving-organic-growth-by-hiring-a-recruiter\/","title":{"rendered":"Game Changers: Driving organic growth by hiring a recruiter"},"content":{"rendered":"\n

Game Changer Jason Sherman uses a real estate recruiter to help drive organic growth.<\/p>\n\n\n\n

When Jason Sherman launched his brokerage in Chevy Chase, Maryland, nine years ago, he had a clear strategy in mind: Focus on his agents and let them deal with buyers and sellers. That approach paid off, and\u00a0 the CEO of RLAH Real Estate <\/a>was named a RealTrends 2021 Game Changer<\/a> for the company\u2019s rapid growth over the past five years.<\/p>\n\n\n\n

\u201cOur job is to take care of the agents throughout the life cycle of their businesses and their careers,\u201d says Sherman, who leads six-office team of 350 agents serving the District of Columbia, Maryland and Virginia (DMV) market. \u201cSo, we do everything an agent would need, including marketing, media, transaction coordination, and contract support, so they help their clients through the home buying or selling process.\u201d  <\/p>\n\n\n\n

While Sherman keeps looking for ways to refine and improve the delivery of services to agents, his brokerage model hasn\u2019t changed since 2012. \u201cWe’ve become more successful, and having more revenue allows us to reinvest in the company,\u201d he says. \u201cThat makes our services stronger and better, and that really was the plan from the beginning.\u201d<\/p>\n\n\n\n

Engaging a recruiter<\/strong><\/h4>\n\n\n\n

Through the years, the company has grown organically, with only two acquisitions of 10-agent brokerages. Initially, Sherman spent much of his time prospecting for new agents, but several years ago he hired a real estate recruiter with excellent results.<\/p>\n\n\n\n

\u201cOur real estate recruiter serves as the point person for our agents\u2019 referrals, and this structure has worked out well,\u201d Sherman says. \u201cI\u2019ve talked with other brokers who say it\u2019s hard for them to give up that role. But to grow a company, you have to be willing to shed certain responsibilities in favor of other priorities, and make hard decisions along the way.\u201d<\/p>\n\n\n\n

When recruiting a new agent, Sherman says it\u2019s vital to explain the company\u2019s promise \u2013 and be prepared to deliver. \u201cIf our recruiter is saying, \u2018We will handle your media,\u2019 we show specific examples of how we work,\u201d he says. \u201cThose stories should resonate with the agent and help bring people aboard. You don\u2019t have to be creative. Just tell people what’s going on, and that generally works.<\/p>\n\n\n\n

Benefits of new agents<\/strong><\/h4>\n\n\n\n

Sherman says a strong real estate brokerage brings both experienced and new agents together in a healthy ecosystem. \u201cYou have listing agents who don\u2019t want to sit [in] on open houses, and new agents willing to that every day,\u201d he says. \u201cSo you can\u2019t just recruit seasoned people. You need newcomers as well.\u201d<\/p>\n\n\n\n

That\u2019s a lesson Sherman learned a few years ago with excellent business results. \u201cThis year we had three \u201c30 Under 30\u201d finalists and two winners. We helped them succeed through education, mentorship and business development.<\/p>\n\n\n\n

To support his new agents, Sherman takes a personalized approach, including group meetings, Zoom sessions, and one-on-one calls. \u201cNot everyone needs you in the same way,\u201d he says. \u201cWe try to understand their needs, look at the obstacles that need to be overcome and figure out the best way to accomplish their goals.  We have spent a lot of time with our new agents over the past few years, and it\u2019s worked out great.\u201d<\/p>\n\n\n\n

Retaining productive agents<\/strong><\/h4>\n\n\n\n

Along with recruiting, Sherman pays close attention to retaining productive agents. In fact, he feels retention may be even more for growth than bringing in new people. \u201cOnce an agent walks in your door, that’s when the real recruiting begins,\u201d he says. \u201cYou need to keep them happy and engaged, and show that you care.\u201d<\/p>\n\n\n\n

To do so, Sherman spends time listening to his agents about their current problems and how company operations could be improved.\u00a0That\u2019s the best way to fix things and fulfill the company\u2019s promises, he adds.<\/p>\n\n\n\n

While offering robust tools and platforms is important for agent success, Sherman says the key to his retention strategy is showing how much the company cares. \u201cThat makes it harder for agents to leave, because they aren\u2019t convinced the next broker will care as much,\u201d Sherman says. \u201cBecause it\u2019s so easy for agents to move, you need to honor your word, invest in new products that make sense, and deliver on your promises.\u201d<\/p>\n\n\n\n

Reflecting on his company\u2019s success, Sherman says every day brings new challenges. \u201cWhen you run your own business, it\u2019s exhilarating and scary at the same time,\u201d he says. \u201cYou have to keep pushing forward through the tough times and never stop. If something doesn\u2019t feel right, trust your gut, and you\u2019ll probably be all right.\u201d<\/p>\n\n\n\n

Jason Sherman, CEO, RLAH Real Estate, Chevy Chase, Maryland, was named a RealTrends 2021 Game Changer.<\/a> In the past five years, between 2016 and 2020, he saw 172% growth.<\/p>\n","protected":false},"excerpt":{"rendered":"

RealTrends Game Changer Jason Sherman uses a real estate recruiter to help drive organic growth. Find out why he’s had success doing so.<\/p>\n","protected":false},"author":15802,"featured_media":4822,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[3255],"tags":[],"coauthors":[1023],"class_list":["post-2408","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-archive"],"acf":[],"yoast_head":"\nGame Changers: Driving organic growth by hiring a recruiter - RealTrends - Blog<\/title>\n<meta name=\"description\" content=\"RealTrends Game Changer Jason Sherman uses a real estate recruiter to help drive organic growth. 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