{"id":4128,"date":"2023-03-31T10:03:07","date_gmt":"2023-03-31T14:03:07","guid":{"rendered":"https:\/\/www.paperlesspipeline.com\/blog\/?p=4128"},"modified":"2025-06-12T11:27:50","modified_gmt":"2025-06-12T15:27:50","slug":"robb-campbell-use-personal-relationships-to-find-good-real-estate-agents-in-a-downturn","status":"publish","type":"post","link":"https:\/\/www.paperlesspipeline.com\/blog\/robb-campbell-use-personal-relationships-to-find-good-real-estate-agents-in-a-downturn","title":{"rendered":"Robb Campbell: Use Personal Relationships to Recruit the Right Agents in a Changing Market"},"content":{"rendered":"\n<p>Recruiting top agents can feel especially challenging when the market is in flux. Production is down in some areas, competition is up in others\u2014and brokers are working harder than ever to grow their teams with the <em>right<\/em> people, not just anyone who\u2019s willing to join.<\/p>\n\n\n\n<p>We recently connected with <strong>Robb Campbell<\/strong>, longtime broker and real estate recruiting expert, to talk about what\u2019s working right now.<\/p>\n\n\n\n<p>Robb built one of the country\u2019s most successful RE\/MAX offices\u2014the first franchise to hit $1 billion in annual sales\u2014and was consistently one of the top recruiters. Today, he helps brokers grow and streamline their operations using modern tools and relationship-first strategies.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">Robb\u2019s System<\/h2>\n\n\n\n<p>When the market slows down, agents often start questioning whether their current brokerage is truly supporting them. According to Robb, this is actually the <em>best<\/em> time for brokers to actively recruit.<\/p>\n\n\n\n<p>\u201cWhen production drops,\u201d he says, \u201cagents begin looking for better leadership, more efficient tools, and a brokerage that can help them stay competitive.\u201d<\/p>\n\n\n\n<p>Brokers who show up early\u2014before agents are fully ready to move\u2014are the ones who stay top of mind when that shift happens.<\/p>\n\n\n\n<p><strong>Build a targeted list.<\/strong><br>Start with a database of experienced agents in your area who align with your standards and values.<\/p>\n\n\n\n<p><strong>Hire someone to help with outreach.<\/strong><br>This person\u2019s job is simply to book a short 15-minute call between you and the agent\u2014<em>not<\/em> to sell anything.<\/p>\n\n\n\n<p><strong>Use the call to ask thoughtful questions:<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>How\u2019s business?<\/li>\n\n\n\n<li>What\u2019s going well?<\/li>\n\n\n\n<li>What\u2019s been frustrating?<\/li>\n\n\n\n<li>What are your goals for the next year?<\/li>\n\n\n\n<li>What\u2019s next for you?<\/li>\n<\/ul>\n\n\n\n<p><strong>Invite them to connect in person.<\/strong><br>Robb\u2019s go-to line: <\/p>\n\n\n\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\">\n<p>\u201cI know you\u2019re happy where you are and probably not looking to move. But I\u2019ve got a system that might help you hit your goals. Let\u2019s connect\u2014I\u2019d love to build a relationship in case there\u2019s an opportunity to work together down the road.\u201d<\/p>\n<\/blockquote>\n\n\n\n<p><strong>Follow up intentionally.<\/strong><br>After your meeting, have someone check in to gauge where the agent stands:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Not interested but open to staying in touch<\/li>\n\n\n\n<li>Curious but cautious (needs time to explore fit)<\/li>\n\n\n\n<li>Ready to make a move now (rare, but possible)<\/li>\n<\/ul>\n\n\n\n<p><strong>Keep in touch with value.<\/strong><br>Most agents won\u2019t move right away\u2014but by staying in touch with helpful, relevant communication, you\u2019ll be top of mind when they <em>are<\/em> ready.<\/p>\n\n\n\n<p>Robb notes that the more experienced and successful an agent is, the longer their decision-making process tends to be\u2014because they have more to lose. Patience and consistency pay off.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">Stay competitive in a changing market with Paperless Pipeline<\/h2>\n\n\n\n<p>One of the best ways to attract and retain great agents is by offering the kind of tools they actually want to use.<\/p>\n\n\n\n<p><strong>Paperless Pipeline<\/strong> was built specifically for real estate teams, brokers, agents, and transaction coordinators. It helps you run your business more efficiently\u2014and gives agents the flexibility and simplicity they expect.<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>No long-term contracts<\/li>\n\n\n\n<li>Mobile-friendly and easy to use<\/li>\n\n\n\n<li>Built to support the way real estate pros already work<\/li>\n<\/ul>\n\n\n\n<p><strong><a href=\"https:\/\/app.paperlesspipeline.com\/accounts\/register\/\">Try it free for 14 days<\/a><\/strong>\u2014no credit card required.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Recruiting top agents can feel especially challenging when the market is in flux. Production is down in some areas, competition is up in others\u2014and brokers are working harder than ever to grow their teams with the right people, not just &hellip; <br \/><a href=\"https:\/\/www.paperlesspipeline.com\/blog\/robb-campbell-use-personal-relationships-to-find-good-real-estate-agents-in-a-downturn\" class=\"excerpt-continue-reading\">Continue reading <span class=\"meta-nav\">&raquo;<\/span><\/a><\/p>\n","protected":false},"author":14,"featured_media":0,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[2],"tags":[],"class_list":["post-4128","post","type-post","status-publish","format-standard","hentry","category-blog"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Robb Campbell: Use Personal Relationships to Recruit the Right Agents in a Changing Market<\/title>\n<meta name=\"robots\" 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