Robb Campbell: Use Personal Relationships to Recruit the Right Agents in a Changing Market
Recruiting top agents can feel especially challenging when the market is in flux. Production is down in some areas, competition is up in others—and brokers are working harder than ever to grow their teams with the right people, not just anyone who’s willing to join.
We recently connected with Robb Campbell, longtime broker and real estate recruiting expert, to talk about what’s working right now.
Robb built one of the country’s most successful RE/MAX offices—the first franchise to hit $1 billion in annual sales—and was consistently one of the top recruiters. Today, he helps brokers grow and streamline their operations using modern tools and relationship-first strategies.
Robb’s System
When the market slows down, agents often start questioning whether their current brokerage is truly supporting them. According to Robb, this is actually the best time for brokers to actively recruit.
“When production drops,” he says, “agents begin looking for better leadership, more efficient tools, and a brokerage that can help them stay competitive.”
Brokers who show up early—before agents are fully ready to move—are the ones who stay top of mind when that shift happens.
Build a targeted list.
Start with a database of experienced agents in your area who align with your standards and values.
Hire someone to help with outreach.
This person’s job is simply to book a short 15-minute call between you and the agent—not to sell anything.
Use the call to ask thoughtful questions:
- How’s business?
- What’s going well?
- What’s been frustrating?
- What are your goals for the next year?
- What’s next for you?
Invite them to connect in person.
Robb’s go-to line:
“I know you’re happy where you are and probably not looking to move. But I’ve got a system that might help you hit your goals. Let’s connect—I’d love to build a relationship in case there’s an opportunity to work together down the road.”
Follow up intentionally.
After your meeting, have someone check in to gauge where the agent stands:
- Not interested but open to staying in touch
- Curious but cautious (needs time to explore fit)
- Ready to make a move now (rare, but possible)
Keep in touch with value.
Most agents won’t move right away—but by staying in touch with helpful, relevant communication, you’ll be top of mind when they are ready.
Robb notes that the more experienced and successful an agent is, the longer their decision-making process tends to be—because they have more to lose. Patience and consistency pay off.
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One of the best ways to attract and retain great agents is by offering the kind of tools they actually want to use.
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- No long-term contracts
- Mobile-friendly and easy to use
- Built to support the way real estate pros already work
Try it free for 14 days—no credit card required.