Brokerage Growth logoBrokerage Growth
Services/How to Recruit Real Estate Agents/Guide

Recruiting guide · 7 min read

Real estate recruiting plan template — the 1-page framework.

Most brokerages "plan" to recruit and never do it because the plan is a paragraph in someone's head. Below is the exact 1-page recruiting plan template behind 470+ agent hires — goals, target list, cadence, scorecard, and KPIs.

The 1-page plan

Every real estate recruiting plan we install has five sections. That's it:

  1. Goal — net-new agents this quarter.
  2. Target list — named agents you're pursuing.
  3. Cadence — the weekly rhythm of outreach and calls.
  4. Scorecard — activity metrics you review weekly.
  5. KPIs — outcome metrics you review monthly.

If it takes more than one page, it won't get followed.

Goals & math

Reverse-engineer from the outcome:

  • Goal: 6 agents / quarter
  • Close rate on qualified calls: 25% → need 24 qualified calls
  • Show rate on booked calls: 70% → need 34 booked calls
  • Booked-call rate on replies: 40% → need 85 replies
  • Reply rate on outreach: 15% → need ~570 quality touches / quarter (~44 / week)

The math either shows the plan is achievable or immediately tells you what to cut. A plan without math is a hope.

Target list building

Pull 50-100 named agents in your market from MLS closings, LinkedIn, local Realtor events, and referrals from your existing roster. Rank them A (must-recruit), B (would love to have), C (fit the profile).

The list is the plan. Anyone who says "we need to recruit more agents" without a named list of 50 targets isn't actually recruiting yet.

Weekly cadence

Every recruiting week we run looks the same:

  • Monday: 90-minute outreach block, 20 new touches.
  • Tuesday: follow-ups from prior weeks (~30 touches).
  • Wednesday: booked recruiting calls.
  • Thursday: booked recruiting calls + case-study sends.
  • Friday: pipeline review, add 10 names to target list.

Scorecard & KPIs

Weekly activity metrics (leading indicators):

  • New touches sent
  • Replies received
  • Calls booked
  • Calls held

Monthly KPIs (lagging indicators):

  • Reply rate (goal: 12-20%)
  • Booked-call rate on replies (goal: 30%+)
  • Close rate on held calls (goal: 20-35%)
  • Net-new agents signed
  • 90-day retention on signed agents

Deeper dive on the numbers in recruiting KPIs that matter.

Download-ready template

Copy this structure into a Google Doc, Notion page, or the top of your CRM. Whichever you'll actually open on Monday morning. If you want us to install this (offer, scripts, CRM, dashboards) inside your brokerage, see our recruiting service.

FAQ

How many agents per quarter is realistic to recruit?

For a solo broker running the plan themselves, 3-6 net-new agents per quarter is realistic. With a dedicated recruiter, 8-15. Anything above 20 requires a real recruiting org.

Should a solo broker and a team follow the same plan?

Same structure, different volume. A solo broker runs 30-50 target names at a time; a team runs 150+ across multiple recruiters. The KPIs and cadence stay identical.

How often should I review the recruiting plan?

Weekly review on pipeline health, quarterly review on the plan itself. If you're rewriting the plan monthly, you don't have a plan — you have a wish list.

Related guides

Recruiting KPIs that matter

Which numbers actually predict whether your recruiting is working.

Read the guide

How to recruit real estate agents

The full playbook — sourcing, cadence, offer, and onboarding.

Read the guide

Ready to install this in your brokerage?

The full playbook — done with you.

Back to How to Recruit Real Estate Agents
See all services·Privacy·Terms

By application

Bring on the consultant who's already done it.

I partner with a small number of brokerages at a time. If you're serious about building something real, let's see if your market is still open.