In this episode, Brian Icenhower dives into one of the most common—and dangerous—mindsets that hold brokerages back: selective growth. Many brokers claim they’re “growing selectively,” but in reality, it’s often a mask for scarcity thinking and limiting beliefs that prevent true expansion.

Brian explains why growth always beats retention and how abundance thinking—not exclusivity—creates thriving brokerages and teams.

• 🚫 The myth of selective growth – why “being picky” about which agents to bring in can actually strangle your brokerage.

• 👥 The power of agent mix – why brokerages need a balance of top producers, new licensees, and everyone in between.

• ⚠️ Who to avoid – two types of agents you should say no to: those with repeated ethical violations and those who spread toxicity.

• 📈 Growth fuels retention – why social proof and expansion are the strongest retention tools you have.

• 🏆 Abundance vs. scarcity mindset – how your beliefs about recruiting directly impact your brokerage’s future.

• 🔑 The 80/20 rule at work – why your brokerage will always reflect this principle, no matter how “selective” you try to be.

Brian also shares real-world recruiting strategies, lessons from coaching brokerages across all markets, and hard truths about why trying to stay “small and elite” usually leads to burnout and stagnation.

👉 Tune in now to learn how to break free from selective growth and build a brokerage that scales with strength, sustainability, and abundance.

Book a FREE coaching call: http://CoachCallFree.com

Enroll in our online courses: http://www.IcenhowerInstitute.com

Sign up for coaching: http://www.IcenhowerCoaching.com

Sign up for an Agent Management Portal: http://AgentManagementPortal.com

Join the fastest growing Facebook Group for Top Producers: https://www.facebook.com/groups/REagentRoundTable

Most brokers don’t fail because they don’t have a business plan — they fail because they never implement it.

In this episode, real estate coach Brian Icenhower walks broker-owners through a practical, step-by-step framework to put their plan into action using a simple 1-3-5 business planning model. You’ll also get access to a Real Estate Brokerage Business Plan PDF free download so you can follow along, customize it for your company, and finally create accountability around your goals.

Brian breaks down why most agents and leaders resist “extra work,” how that sabotages growth, and how to build a weekly rhythm that keeps you and your leadership team moving forward in small, consistent baby steps.

You’ll learn how to prioritize your top 15 objectives, eliminate impulsive decision-making, and use short weekly meetings to push your brokerage forward all year long.

Book a FREE coaching call: http://CoachCallFree.com

Enroll in our online courses: http://www.IcenhowerInstitute.com

Sign up for coaching: http://www.IcenhowerCoaching.com

Sign up for an Agent Management Portal: http://AgentManagementPortal.com

Join the fastest growing Facebook Group for Top Producers: https://www.facebook.com/groups/REagentRoundTable

Recruiting in real estate is often misunderstood — especially when it comes to attracting high-producing agents. In this episode, Brian Icenhower breaks down what it really takes to train an effective recruiter and why most fail over time. You’ll learn why “shark tactics” poison the well, how patience and consistent appointments drive success, and why recruiting top producers is as much about coaching as it is about leadership.

Brian shares his proven Recruit Pipeline System, explains why retention and culture must be production-centric (not just “family-oriented”), and reveals how to transform recruiters into the most valuable people in your organization.

What You’ll Learn in This Episode:

• Why most recruiters only succeed with new licensees — and why that’s not enough

• How “poisoning the well” kills your ability to get appointments with top producers

• The importance of patience and consistency: tracking appointments for 6–12 months

• Why recruiting is less about selling and more about listening, diagnosing, and adding value

• How to build a production-centric culture that attracts and retains top talent

• The role of the Recruit Pipeline in tracking progress, identifying needs, and moving prospects toward joining

• Why the best recruiters also become the best coaches — and how to train yours to do both

If you’re a broker, team leader, or manager looking to grow agent count and profitability without burning bridges, this episode will show you the mindset, systems, and accountability needed to build a world-class recruiting process.

Book a FREE coaching call: http://CoachCallFree.com

Enroll in our online courses: http://www.IcenhowerInstitute.com

Sign up for coaching: http://www.IcenhowerCoaching.com

Sign up for an Agent Management Portal: http://AgentManagementPortal.com

Join the fastest growing Facebook Group for Top Producers: https://www.facebook.com/groups/REagentRoundTable