“Hiring the wrong person can cost you momentum, time, and a whole lot of money.”

- Dan Rochon

Episode Summary

Hiring the Right Way

Welcome to the No Broke Months for Real Estate Agents blog. I’m Dan Rochon, your coach and host, and today I want to talk about something most agents skip—but can’t afford to: how to hire the right people.

When you're ready to scale your business, your first few hires are make-or-break. But too many agents rush through this process, hiring out of convenience instead of strategy. That’s a recipe for frustration, wasted time, and poor results.

So let’s fix that.

Why Most Agents Get Hiring Wrong

What I find, time and time again, is this: agents don’t take the time to hire systematically. They go off gut feeling. They hire their friend’s daughter. They bring someone on board because they “seem nice.”

The problem? Nice doesn’t move your business forward. Skill, drive, and alignment do.

Start Here: The Right Hiring Order

Let’s break it down. When you’re hiring your team, here’s what I recommend:

1. First hire: Client care

2. Second hire: Marketing support

3. Third hire: Buyer’s agent

These roles are essential to freeing up your time and growing your pipeline. But even more important than who you hire is how you hire.

What to Look For First

Let’s say you’ve got a stack of resumes in front of you. Here’s the first thing you’re scanning for:

✅ A proven track record of success

It doesn’t have to be in real estate—but it needs to be there. If the person hasn’t been in the workforce long, that’s okay. Look at how they’ve shown initiative in other ways.

Let me tell you about Tommy—a young guy I know. He was president of his 4H club for four years. He sold pallet furniture at a high-end DC market at 15. He bought and remodeled a school bus to use as a party bus. Now, that’s a self-starter. That’s someone who creates opportunities—that’s someone you want on your team.

The CLRRTS Acronym (Yes, It’s a Mouthful—But It Works)

I use the acronym CLRRTS when I hire. Here's what it stands for:

• Competitive

• Learning based

• Relationship focused

• Resilient/assertive

• Team player

• Self-starter

You’re not just hiring for today—you’re hiring for where you want your business to go. So make sure your team has the mindset to match.

Final Thought

Hiring isn’t a box to check. It’s a strategy to master. When you get it right, you don’t just build a team—you build leverage, momentum, and freedom.

Thanks for joining me on today’s post. Until next time, be grateful, make good choices, help someone... and go find a listing.

Do you doubt yourself? 

If yes, then I invite you to borrow our belief. You are unstoppable, and with CPI, you will achieve your goals!

You just need to find YOUR Way. 

I wrote Real Estate Evolution - The Ten Step Guide to Consistent and Predictable Income to help you discover YOUR Way and offer it as a gift for free. 

The book is a step-by-step manual that will guide you to understand how I have had No Broke Months (with an average of 10 monthly sales) since 2008 - and it will show you how you can do the same moving forward.

You can Claim Your Copy HERE.

Imagine that you are successful as an agent in six months, have figured out how to do the business and have monthly closings, and are reaching your potential, which means you will have the courage to stick to selling and make more money. 

Others will admire and value you. 

And don’t forget to join the Facebook group to network with the top agents:

https://www.facebook.com/TheCPICommunity