Podcast
Recruiting Insight
Hosted by Ben Hess & Mark Johnson · EN
In the Recruiting Insight podcast, industry veterans Mark Johnson and Ben Hess deliver timely, relevant, and actionable insights for real estate leaders. Together, they serve as Managing Partners at Recruiting Insight, a comprehensive talent acquisition solutions provider for the real estate industry, specializing in agent recruitment, hiring, and retention.
Ben Hess is serial entrepreneur, writer, and coach who has helped hundreds of real estate companies, teams, and managers excel at recruiting. In 2006, he co-founded ThirdPool Recruiting, a new agent recruiting marketing and software company that operates in more than 100 metro areas in the United States. He also co-founded CoRecruit, a coaching and training company specializing in experienced agent recruiting.
Mark is the former President and CEO of JPAR, a high performing real estate company with $8B in sales and 4,000 agents. Under his leadership, JPAR expanded rapidly and grew revenue 5X in five years. Mark’s passion and expertise is helping real estate owners and team leaders create the systems, structure, and processes to support their growth.
10episodes
Episodes
Newest firstAll episodes
How to Hire 24 Experienced Agents this Year (Proven Recruiting Playbook)
Apr 1400:33:16Tap to summarizeSend us Fan MailDarrell Morgan, Sales Manager at Berkshire Hathaway HomeServices, breaks down the simple recruiting system behind 240 appointments and 24 hires — including his go-to text script, how he runs low-pressure first meetings, and why he never leaves without booking the next appointment.
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The Simple Psychology of Real Estate Recruiting [2nd Edition]
Jan 2401:46:25Tap to summarizeSend us Fan MailUnlock the secrets of effective real estate recruiting. Revised to include actionable frameworks for sharper execution and to help you turn psychological theory into a repeatable recruiting system.Book a Consult with Recruiting Insight
Transcribe →Book More Recruiting Appointments: The Expert's Formula for a 30% Conversion Rate
Jul 2200:35:06Tap to summarizeSend us Fan Mail💡 ** Book More Appointments: The Exact Formula for a 30% Conversion Rate **Unlock the proven strategy real estate leaders use to consistently convert 30% of leads into appointments—and turn your pipeline into profit!In this power‑packed session, you’ll learn: 1. 🔍 Targeted Lead IdentificationHow to pinpoint and prioritize high-quality prospects who are ready to engage. 2. 🗣️ Scripted Outreach with a Personal TouchThe exact phrasing to grab attention, build trust, and spark interest. 3. ⏱️ Timing & Follow‑Up StrategiesThe sweet spots for reaching out—and when to follow up for maximum impact. 4. 📈 Tracking & Optimization TemplatesEasy-to-implement trackers and metrics to monitor performance and keep improving. 5. 🎯 Bringing It All TogetherWatch a real-world walkthrough of the formula in action, complete with common objections and polished rebuttals.⸻Why It MattersA 30% conversion rate isn’t just a nice-to-have—it’s a game changer. Whether you’re an independent agent or a team leader, this system helps you: • Stop chasing cold leads • Maximize every conversation • Book more real, committed appointments⸻
Transcribe →Learn how LYON REAL ESTATE Captured an Additional $405K in Company Dollar Last Year by Focusing on Experienced Agent Recruiting
May 29, 202400:35:34Tap to summarizeSend us Fan MailOur theme this season is going to be: “How’d YOU Do That?”And we’re going to talking to leaders who developed and executed a compelling recruiting strategy…that really worked. This week we’re going to be connecting with Anthony Jackson.Anthony is the Vice President of Finance and Operations of Lyon Real Estate --one of the most prominent real estate companies in central California.About 18 months ago the Lyon executive team and managers set out to increase the % of experienced agents they brought into the company. And they’ve had great success, increasing experienced agent hiring by 180% in 2023. Anthony is going to walk us through this transition from a financial and operations perspective. I think you’ll learn a lot from Lyon’s journey and capture of some take aways you start using right away. Let’s get started.
Transcribe →Learn How Jack Conway Recruited over $139M in Experience Agent Production Last Year
May 15, 202400:32:46Tap to summarizeSend us Fan MailIt’s a great day to recruit! Thanks for joining us as we kick-off our summer season of the Recruiting Insight podcast.Our theme this season is going to be: “How’d You Do That?”And we’re going to talking to leaders who developed and executed a compelling recruiting strategy that produced incredible results under today’s market conditions.This week we’re going to be talking to Carol Bulman.Carol is the CEO of a Jack Conway--one of the most prominent real estate companies in the Boston metro area.Under Carol’s leadership, Jack Conway has grown into a regional powerhouse with 19 offices stretching from the North Shore of Boston all the way out to Cape Code.With just under 700 agents, Carol is no stranger to recruiting. She’s a fierce competitor, and fights for every agent that she and her team bring into company. But what I admire the most is her ability to pivot and change course when things aren’t working and make the changes necessary to not only survive, but also thrive.You’re going to love her story…so let’s get started.
Transcribe →Recruiting Mastermind: Fire Your Excuses with Dr. Bill Dyment
Apr 25, 202400:49:57Tap to summarizeSend us Fan MailRecruiting Mastermind hosted by Mark Johnson, Managing Partner of Recruiting Insight.Mark is joined by guest Dr. Bill Dyment, author of the empowering book “Fire Your Excuses."Dr. Bill, renowned for his expertise in frontline team resiliency and workplace burnout prevention, has addressed over 678 organizations worldwide including Fortune 500 companies. With a track record of over 4,000 impactful seminars, he's a beacon of actionable steps that increase effectiveness.In this dynamic conversation, Dr. Bill tackles the burning question: “What's realistic during this uncertain season—for you personally, professionally, or as a leader of your staff?” Whether you're seeking resilience, or leading others, this discussion promises insights for all. Learn more about Recruiting Insight by visiting: https://recruitinginsight.net
Transcribe →Recruiting Mastermind: Navigating the Post-NAR Settlement with Travis Robertson
Apr 25, 202400:53:27Tap to summarizeSend us Fan MailRecruiting Mastermind hosted by Mark Johnson, Managing Partner of Recruiting Insight.In this Special Edition of the Recruiting Mastermind series, Mark is joined by coach Travis Robertson as they delve into the intricacies of post-settlement dynamics. Travis will present and discuss the components of an upcoming session tailored specifically for agents. He also outline essential steps for navigating the remainder of 2024.Why Listen?Leadership, guidance, and effective communication have never been more crucial. Watch this interactive session where we unravel complexities, share practical insights, and chart a course toward success in the transformed real estate landscape!Learn more about Recruiting Insight by visiting: https://recruitinginsight.net
Transcribe →Recruiting Mastermind: Real Estate Growth Stories with Michael Guthrie
Mar 13, 202400:47:20Tap to summarizeSend us Fan MailRecruiting Mastermind hosted by Mark Johnson, Managing Partner of Recruiting Insight.Are you ready to grow and expand?If you are, then you don’t want to miss this opportunity to join Mark and his special guest, Michael Guthrie, as they share their insights and secrets on how to attract, retain, and recruit top talent in the industry. You will hear from Michael, who has over 40 years of experience in the real estate business and has achieved remarkable success in every aspect of it. He has been a top-producing agent, a leader of a large firm, a manager of small and large offices, and a regional director of 13 offices. He and his team have also successfully positioned the company for growth and acquisition. Michael’s specialties include marketing, creating affiliated services, growing companies in profitability, recruiting new and experienced REALTORS®, and training people to find their own individual ways to be successful no matter what type of business.This is your forum to hear another growth story from someone who has done it all and knows what it takes to succeed in growing a real estate office and firm. Whether you are a new or experienced recruiter, a manager, or a leader, you will find valuable tips and strategies that you can apply to your own situation and goals. Learn more about Recruiting Insight by visiting: https://recruitinginsight.net
Transcribe →Recruiting Mastermind: Strategies for Growing Through Uncertainty with Dean Cottrill
Feb 13, 202400:55:20Tap to summarizeSend us Fan MailRecruiting Mastermind hosted by Mark Johnson, Managing Partner of Recruiting Insight.Mark is joined by Dean Cottrill, Associate Partner & EVP at T3 Sixty.Dean and Mark have a lively, interactive discussion on the current state of affairs in the real estate industry and how they relate to your talent attraction and recruiting efforts.In times of uncertainty, it can feel normal for your growth plans to slow down. But, we know from history that firms can grow and thrive through tough market conditions. Dean and Mark share several actionable strategies and tactics you should consider executing immediately to help your team flourish.Learn more about Recruiting Insight by visiting: https://recruitinginsight.net
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Recruiting Mastermind: Maximizing Your Recruiting Pipeline with The CE Shop
Nov 17, 202300:43:39Tap to summarizeSend us Fan MailRecruiting Mastermind hosted by Mark Johnson, Managing Partner of Recruiting Insight.Do you have visibility of your recruiting pipeline through licensing? Our ThirdPool and The CE Shop solutions give you more visibility to agents in your recruiting pipeline. Plus, the Agent Essentials modules provide a deep resource of tools that enable retention and attraction with relevant content to your agents and prospective agents. Worried about the NAR verdict? During this session, we will cover some of the material available to help broker-owners, managers, teams, and agents better articulate their value, offering, and fees. During our Mastermind, Mark, Nate, and Josh will cover many of the best practices for license visibility and continuing education to drive growth in your firm. Learn more about Recruiting Insight by visiting: https://recruitinginsight.net
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