10/09/2026
I recently had the opportunity to speak at RISMedia's CEO & Leadership Exchange on a panel about the future of independent real estate brokerages.
One idea from that conversation has stuck with me.
The scarce resource isn't the agent. It's the transaction.
For decades, brokerage growth was largely a recruiting game.
Want to grow? Recruit more agents.
And recruiting still matters. Good agents bring relationships, experience and production with them.
But adding agents one by one doesn't scale the way it used to.
We've spent more than three years in an existing-home sales environment of roughly 4 million transactions annually, while the number of real estate professionals competing for those transactions remains historically large.
That changes the math.
Recruiting another 20 agents may add production. But it doesn't create 20 new consumers who suddenly decide to buy or sell a home.
So I think broker/owners need to ask a different question: How many transaction opportunities is my brokerage helping create for the agents I already have?
That moves the conversation from headcount to productivity.
From recruiting alone to customer acquisition.
From competing for agents to competing for consumers.
Recruiting still matters.
But in today's market, the scarce resource isn't another agent.
The scarce resource is another transaction.
Full Article: https://app.fijiapp.com/resources/the-new-playbook-for-independent-real-estate-brokerages?utm_source=facebook&utm_medium=social&utm_campaign=the-new-playbook-for-independent-real-estate-brokerages&utm_content=fiji_carousel
