How Our Teams Recruit, Onboard, and Retain Agents [SUMMIT]

14 snips

Jun 24, 2025

In this discussion, Emily Smith, COO of Wemert Group Realty, and Gio Sanginesi, VP of Growth for Pozek Group, share their insights on recruiting and retaining real estate agents. They reveal how to attract top performers, such as $10M producers, and discuss their different onboarding strategies. The importance of matching agents with the right team culture and structured processes for the first 90 days is highlighted. They also emphasize mentorship and personal connections as key elements in fostering a supportive team environment.

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ADVICE

Qualify Agents Early

Conduct a 15-minute pre-interview to gauge agent motivation and understanding of team splits.
Immediately disqualify agents focused only on commission split without appreciating the value proposition.

ADVICE

Use Detailed Applications

Require prospective agents to fill out detailed career forms including resumes, production data, and personality tests.
Use these to assess if agents follow instructions and are serious about joining the team.

ADVICE

Structured 90-Day Onboarding

Utilize a structured 90-day onboarding with clear milestones like completing three contracts.
Provide leads from a pool while mentoring to help new agents succeed within the probation period.

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Welcome to our fifth episode in the all-new Summit Series! As we were in the second episode, we’re joined by two operations leaders in one conversation:

- Emily Smith, Chief Operating Officer for Wemert Group Realty
- Gio Sanginesi, Agent Partner who's also served as VP of Growth for Pozek Group

See or hear our first conversation with Emily and Gio: www.realestateteamos.com/episode/real-estate-team-agents-productive-scale-summit-series

Here in this second conversation, we get an end-to-end walkthrough of agent recruiting, agent onboarding, and agent retention from leaders inside 60-agent and 30-agent teams (Wemert and Pozek, respectively).

Learn how they’re attracting $10M producers and helping them level up. Hear similarities and differences in their processes - including how one team uses a clear 30/60/90-day process and the other doesn’t.

Watch or listen to this Summit Series episode for insights into:

- Growing to 60 agents without a recruiting funnel - with half of the team at a tenure of 5 years or longer

- Key aspects of their agent avatars and why neither focuses on brand new agents

- Questions they ask to create a match between agent and value prop

- Elements of the 15-minute pre-interview and other ways to pre-qualify agents

- What the first 90 days looks like as a new agent with Pozek Group from Associate Agent Partner to Agent Partner

- Learn what the first two weeks looks like as a new agent at Wemert Group Realty, who agents meet, and how the process is supported by their Monday.com build out

- How both teams balance financial and cultural factors to improve retention

- Specifically why Gio joined Ken Pozek as an agent and why he’s continued to stay with the team

In case you missed these Summit Series episodes:

- Team Leaders: When, How, and Why We Started Our Teams

- Team Leaders: How Our Teams Create Growth Opportunities with Agents

- Ops Leaders: How Our Teams Keep Agents Productive at Scale
- Agents: Successful Team Agent vs Successful Solo Agent

We recorded this series at The Creator House, a studio in Orlando created and run by our friends at Sweet Fish Media.

Sign up for subscriber-only episodes and email-exclusive insights so you don’t miss any of them: https://realestateteamos.com/subscribe

Follow our Summit Series guests:

- Emily Smith https://www.instagram.com/emily_t_smith/

- Gio Sanginesi https://www.instagram.com/gio407realtor/

Real Estate Team OS:

- https://www.realestateteamos.com

- https://linktr.ee/realestateteamos

- https://www.instagram.com/realestateteamos/