Recruitment in Real Estate: 5 Field-Tested Moves to Start Building a Team That Lasts
Júlio da Zome®
Alumni Career Excellence Award Winner ’18 | COO at Zome® | Ex-Global Director @ TomTom
If I had to start building a high-performance team from zero — again — here’s what I’d do.
No theory. No fluff. Just five actions that work when you're serious about recruiting entrepreneurs into real estate.
1. Create a Shortlist Before You Make an Invitation
Don’t wait for “leads” to show up. Start by identifying 15 to 20 people in your extended network who fit your cultural values — even if they’re not looking.
Write down their names. Study their digital footprint. Ask yourself: “Would I bet on this person long-term?”
2. Your Calendar is Your Funnel
Prospecting is important. But meetings are everything.
Set a weekly non-negotiable: book at least 3 recruitment meetings, every single week. No excuses.
Even if one cancels. Even if one says no. You keep the pipeline alive.
“Most people overthink the strategy and underestimate the discipline. One hour per day on recruitment can change your year.”
3. Run a Powerful First Meeting — and Then Let Go
The first meeting is not a pitch. It’s a diagnostic.
Ask real questions. Understand their drivers. Tell them the truth — about the risk, the reward, and the rhythm.
And then… detach from the outcome.
4. Follow Up with Value, Not Pressure
Most consultants won’t say yes right away. That’s not rejection — that’s reflection.
The follow-up isn’t a nudge. It’s your chance to deliver context, relevance, and proximity.
Send value:
“If all you send is ‘just following up’, you’re not following up — you’re chasing. And nobody wants to be chased.”
5. Protect Your Energy — It’s a Long Game
You won’t win them all. You won’t get instant wins. But if you show up consistently — you compound.
“Recruitment is emotional work. Protect your energy like you protect your capital.”
Final Thought
If you’re serious about building a team — act like a professional prospector, not a casual seller.
Consistency over intensity. Quality over volume. Trust over tactics.
👉 What’s one recruitment habit that changed your results?
Real Estate | Cultura Organizacional & Felicidade no Trabalho | Desenvolvimento de Talento
2moFor me, the game-changer is protecting time for the tasks I consider key. If it’s important, it goes in the calendar, and then I let the calendar lead me. No excuses. That mindset makes all the difference.