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The Fundamentals of Recruiting the Best Broker


The success of any CRE brokerage firm is dependent upon recruiting and keeping the best brokers. Michael Sheinkop, EVP and Regional Managing Director for Newmark Grubb Knight Frank, stresses that one of the keys to successful recruitment is building and maintaining a culture that benefits the brokers. It’s the “ying & yang” of commercial real estate; a great culture attracts the best people and the best people foster the best culture.

Michael sees himself as much a coach as a real estate professional. He draws an analogy to the Oakland Athletics brilliant GM, Billy Beane and asks the question, “How do you build a great team.”

Michael also touches on the concept of only recruiting people who are happy.

An important thing to note is that although Michael is recruiting for a commercial real estate brokerage firm, the concepts discussed are applicable to any business.

Finally, I would like to take this opportunity to thank Geoff Kasselman and NGKF for allowing me to attend their National Industrial Conference and interview some great people.

Something to Add?

  • Andrew Bermudez

    Awesome stuff, Howard. I’d like to add that in my personal experience recruiting brokers, the #1 thing they want is to grow their business. If you have a platform that helps the brokers you are trying to recruit get more clients, then they are most likely to join your team.