{"id":2454,"date":"2021-08-24T12:08:00","date_gmt":"2021-08-24T12:08:00","guid":{"rendered":"https:\/\/www.realtrends.com\/blog\/2021\/08\/24\/game-changers-crushing-it-with-agent-recruitment\/"},"modified":"2025-03-13T02:38:57","modified_gmt":"2025-03-13T02:38:57","slug":"game-changers-crushing-it-with-agent-recruitment","status":"publish","type":"post","link":"https:\/\/www.realtrends.com\/blog\/2021\/08\/24\/game-changers-crushing-it-with-agent-recruitment\/","title":{"rendered":"Game Changers: \u2018Crushing it\u2019 with agent recruitment"},"content":{"rendered":"\n

For Anthony Lamacchia, CEO, Lamacchia Realty, Waltham, Massachusetts, the key to success is delivering the right support services to his agents. \u201cWe are a value-based brokerage,\u201d he says. \u201cWe obsess with helping agents to grow their businesses while living good lives.\u201d  Thanks to that commitment, along with effective agent recruitment and retention strategies, Lamacchia was named a RealTrends 2021 Game Changer for the company\u2019s rapid growth over the past five years.<\/p>\n\n\n\n

Lamacchia started in real estate in 2004 and quickly became a successful agent and team leader. \u201cWhen you build a team, there’s a ceiling to how much you can sell and how large you can scale your model,\u201d he says. \u201cTeams also depend on a leader to bring in business, and I didn\u2019t feel that was a smart business plan for me over the long haul.\u201d<\/p>\n\n\n\n

Lamacchia says it took about two years to make a successful transition to the brokerage model, making sure internal processes were in place to support his agents with a strong focus on training. In 2012, he launched a REAL Training program on tactics and strategies for success, and expanded the program in 2015 to include other agents across North America.  \u201cI didn\u2019t understand the impact that training can have [on agent recruitment], until we started a weekly program,\u201d he says. \u201cThat really moved the needle for us both in terms of business and in serving our agents.\u201d<\/p>\n\n\n\n

Using Facebook for recruiting<\/strong><\/h4>\n\n\n\n

In 2017, Lamacchia hired a recruiting coach to accelerate the company\u2019s growth. \u201cHe told me the problem was that I was not speaking or sharing information except at real estate conferences,\u201d he says.  \u201cOur coach told me to get out there, give agents tips, and talk about what’s going on in the market, and he was right on target.\u201d<\/p>\n\n\n\n

Lamacchia jumped on the suggestion to start a \u201cCrush It In Real Estate\u201d<\/a> Facebook page, offering advice to agents in the community. \u201cThat was a game changer for us in terms of agent recruitment and making our brokerage more attractive to people outside the company.\u201d<\/p>\n\n\n\n

Next, Lamacchia began inviting outside agents into his firm\u2019s trainings. \u201cI’m a sales trainer, and I’m not shy,\u201d he says. In January 2020, before the pandemic, he hosted a \u201cCrush It In Real Estate\u201d event with 700 real estate professionals, including 240 of his own agents. He also posts informational videos for agents on how to handle tricky situations, drawing thousands of views.<\/p>\n\n\n\n

Now, Lamacchia has about 29,000 followers on \u201cCrush It In Real Estate,\u201d giving his company great recognition in his local markets. \u201cAlmost everyone who joins our company mentions the videos,\u201d he says. \u201cThat\u2019s been the key for us because it exposes our brokerage to them. We’ve built a CRM platform, and marketing and advertising programs to serve our agents. So, once I learned how to recruit, we really started to grow organically, and now have 395 agents.\u201d<\/p>\n\n\n\n

Retention strategies<\/strong><\/h4>\n\n\n\n

Lamacchia\u2019s retention strategy focuses on supporting agents as they grow their businesses. \u201cIf you can help them succeed, everything else falls into place and they don\u2019t leave,\u201d he says. That approach to agent recruitment and retention includes providing leads, training, support and technology.<\/p>\n\n\n\n

\u201cNot everyone needs leads, but that\u2019s part of the value we provide,\u201d he adds. \u201cNewer agents love the training as well as the leads. Once they’re up and running, they can generate their own leads. That\u2019s when we focus on providing them with our services.\u201d Along with administrative and marketing staffers, Lamacchia has engaged licensed professionals in the field, who assist agents with immediate concerns. \u201cIf someone needs help covering a showing, an open house or a home inspection, we can deliver the support they need. That aspect of our company is a real value for agents.\u201d<\/p>\n\n\n\n

Last year, Lamacchia took another step forward, created four new \u201csuccess guide\u201d positions and offering personalized agent support services. These full-time business development professionals are assigned to new agents, helping to identify their needs and navigate through the company resources. For instance, one agent might need help getting leads while another might need coaching on open houses or listing appointments.<\/p>\n\n\n\n

\u201cWe also look at the volume of business our experienced agents are handling,\u201d Lamacchia adds. \u201cIf they are so busy they can\u2019t keep up with their personal lives, we suggest making changes to bring things into a better balance. That\u2019s another service that has helped us with retention.\u201d<\/p>\n\n\n\n

Looking ahead, Lamacchia says his goal is to be the largest brokerage in New England and the largest independent in the country. \u201cThat’s a tall order, but with our value-based approach I feel strongly that we’ll get there,\u201d he says. \u201cIt’s just going to take some time.\u201d<\/p>\n\n\n\n

Anthony Lamacchia, CEO, Lamacchia Realty, Waltham, Massachusetts, , was named a RealTrends 2021 Game Changer.<\/a> In the past five years, between 2016 and 2020, he achieved 212% growth.<\/em><\/p>\n","protected":false},"excerpt":{"rendered":"

RealTrends Game Changer Anthony Lamacchia found a video series to be a gamechanger for recruiting agents.<\/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":[19],"class_list":["post-2454","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-archive"],"acf":[],"yoast_head":"\nGame Changers: \u2018Crushing it\u2019 with agent recruitment - RealTrends - Blog<\/title>\n<meta name=\"description\" content=\"RealTrends Game Changer Anthony Lamacchia found a video series to be the missing link for successful agent recruitment.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.realtrends.com\/blog\/2021\/08\/24\/game-changers-crushing-it-with-agent-recruitment\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Game Changers: \u2018Crushing it\u2019 with agent recruitment\" \/>\n<meta property=\"og:description\" content=\"RealTrends Game Changer Anthony Lamacchia found a video series to be the missing link for successful agent recruitment.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.realtrends.com\/blog\/2021\/08\/24\/game-changers-crushing-it-with-agent-recruitment\/\" \/>\n<meta property=\"og:site_name\" content=\"RealTrends - 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