4 Reasons Why You Want More OSAs on Your Team (And How to Attract Them)

Building a team of great outside sales agents can increase your real estate business’ revenue. You just need the right techniques to find the best people for you.

There’s a solo agent who’s been working really hard…

And over time, now, he’s got more and more deals!

Great for him, right?

What’s not so great is that with more deals, that means he now has to work 50 to 60 hours each week. And he soon realizes that he won’t be able to keep this crazy pace up for long.

But going back to working fewer hours but for fewer deals isn’t an option.

So, he then thinks to himself, “What can I do to spend less time on work but still close more deals?”

The answer he found is this:?

Build a team of outside sales agents. Or what the industry calls, OSAs.

Just like this agent, if you want to scale your real estate business, this is one thing you should consider.?

And in this article, I’ll share with you the 4 reasons why you should get OSAs onto your team. I’ll also give you my 5 tips for attracting the right agents.

The 4 Reasons

Reason #1: You’re in the People Development Business

If you want to close 500 deals a year, then you’ll need to add more and more agents to your team. And that involves not just getting more agents but also training your team and coaching them through problems in the industry to set them up for success.

Keep in mind that well-developed agents make a well-developed real estate business.

Reason #2: The Bigger You Grow Your Team, the More Time You’ll Have?

As a solo agent, you’ll spend 50 to 60 hours a week closing 10 to 30 deals per year. Meaning, ending up with a lower number of deals closed and a lot of time wasted.

So, build a team of OSAs focused on increasing sales. This way, you’ll spend less time working IN your business and more time ON your business.

Reason #3: One OSA Equals One Deal Per Month

Imagine that you have 10 OSAs on your team, each of them closing just one deal a month? That means an additional 10 more deals per month and 120 deals over an entire year!?

Now, a little more fun math…think of the number of deals closed if you have 20, 30, or even 50 OSAs. The perfect “equation,” to easily scale your real estate business, right?

But remember to consider this number as a general rule of thumb, as conditions may still vary.

Reason #4: Attrition Happens

Let’s face it. Chances are that you’ll hire certain people who aren’t really meant to stay. They might end up disliking real estate or maybe just not a good culture fit with your company’s core values.

But when you have more OSAs on your team, you’ll rest easy knowing that even if an employee does leave, it won't affect your sales.

How to Attract the Right OSAs

Getting the right people to join your team can be a challenging process. So let, me share some of my success proven tips for finding the best OSAs for a real estate business:

Tip #1: Spend More on Recruitment Ads

The more ads you run across different platforms, the more agents you’ll reach and encourage to apply to join your real estate company. So, post anywhere - on job search websites, social media, billboards, even print media.?

Having different variations of your ads will also allow you to tap into newer markets. So, don’t hesitate to tweak them.

Here’s a bonus tip: constantly have ads running for executive assistants, inside sales agents, and outside sales agents. Those are the positions that you’ll end up needing to fill consistently.?

Tip #2: Give 3 to 5 Agents a Backstage Tour of the Team

By having multiple prospective OSAs at the same time in your office, you’ll be able to select which one of them would be the best fit for your team. This saves you time and energy spent chasing down every other agent.?

And as the owner of your real estate business, you’ll have the unique power to immediately figure out who among the applicants can make a valuable contribution.

Tip #3: Always Be in a State of Hiring

Real estate business owners who constantly seek talented people are more likely to get those people on their team... as opposed to those who limit the window when they need to hire.?

What’s more, the real estate industry is largely a talent acquisition business. And every opportunity you get to bring a good salesperson and agent onto your team equates to a guaranteed return on investment.

Tip #4: Be Okay with Accepting New Real Estate Agents

Yes, you should consider hiring someone who’s still working towards their license.?

This will give you the advantage of training them and building their loyalty to you even before they get in the field. And once they get their license, they’ll be off to the races getting more deals for your real estate business.?

It’s these agents, their emerging talent, that will help launch you to success.

Tip #5: Find Out Your “Three Uniques”?

Identify your "three uniques" in order to attract agents to join your company instead of anywhere else.?

For me, these are leads and appointments, coaching and mentoring, and support staff to help these agents focus on more important work.

You have to find what sets you apart from other companies to attract better OSAs and ultimately get more deals with their help.

So, identify what your agents need and how you can offer it when they join your team. Another example could be providing incentives or paying more per transaction.?

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There’s Strength in Numbers

Hiring outside sales agents is a beneficial step for your real estate business.?

Remember, the more agents you have, the faster you’ll secure more and more deals over time. And getting one deal from each of your OSAs every month already sets you on your way to that goal.

And when you use a good strategy to develop the right group of agents, you’ll maximize your resources and develop a high-performing team for your real estate business.

Need more help in attracting OSAs for your real estate business? Feel free to jump on a discovery call with me.