How much is a recruit worth?

For this analysis, we based these benchmarks on:

• 800 randomly selected offices from across America
• The 6,352 agents recruited by these 800 offices
• Since some agents are recruited into “100% offices”, we included revenue from both the Agent split and the Agent billing
• We looked at agents who started after 1/1/2018 and finished the first full year before the start of COVID (3/31/2020). The benchmarks represent a full first year of new recruit production.

Question 1: How many agents are offices recruiting?

In our survey, offices are recruiting on average 8 agents per year (8.97).

Important Note: This calculation is per office, not per company. So a company with 5 offices would likely average 40 recruits.

In this analysis, the median and highs and lows are also very interesting. The median number of agents recruited per year is 5 agents per year per office. This means that some out-performing offices are making the averages higher.

recruits	average	median	top performer
per office per year	8	5	88

Question 2: What caliber of agents are being recruited?

If we look at agent’s production in their first year, we see a wide variation in production levels. The production levels give us some indication of the agents who will most commonly be recruited. The survey indicates that almost 30% of agents recruited will add nothing to the office’s net income.

1st year production	# of agents in survey	% of agents in survey
no production in 1st year	1864	29.35%
less than $25,000 AGCI	2660	41.88%
from $25K to $50K AGCI	845	13.30%
from $50K to $100K AGCI	582	9.16%
from $100K to $200K AGCI	290	4.57%
from $200K to $300K AGCI	53	.83%
from $300K to $400K AGCI	27	.43%
from $400K to $500K AGCI	9	.14%
from $500K to $7500K AGCI	13	.20%
from $750K to $1M AGCI	3	.05%
over $1M AGCI	6	.09%

Question 3: What is average production of a new recruit in their first year?

In our survey, we looked at 800 random offices who collectively recruited 6,352 agents. The average production numbers look like this:

AGCI: $42,665
Agent Net: $30,175
Company $: $9,270
Total Sides: 6
List Sides: 2.5
Sell Sides: 3.5
Total Volume: 1,597,375
List Volume: 684,507
Sell Volume: 912,865

Starting with 1st year recruits with the lowest production level (under $25,000 AGCI), offices are averaging 28.87% as company split % (gross profit) and the median company $ to the office on this group of recruits was $2,222 in the 1st year.

Median AGCI	Median Agent Net	Median Total sides	Median Total Volume	Median Company $	Median Company %
$8,505	$5,185	1	283,500	$2,222	29.9%

Categorizing 1st year recruits in our survey revealed interesting and consistent trends in the company dollar split percentages as outlined in the tables below:

For 1st year recruits in our survey with AGCI between $25K and $50K: Offices are averaging 26.6% as company split % (gross profit) and the median company $ to the office on this group of recruits was $9,205 in the 1st year.

Median AGCI	Median Agent Net	Median Total sides	Median Total Volume	Median Company $	Median Company %
$33,700	$22,206	5	1,284,500	$9,205	19.81%

For 1st year recruits in our survey with AGCI between $50K and $100K: Offices are averaging 21.59% as company split % (gross profit) and the median company $ to the office on this group of recruits was $15,093 in the 1st year.

Median AGCI	Median Agent Net	Median Total sides	Median Total Volume	Median Company $	Median Company %
$67,331	$48,667	9.35	2,563,091	$15,093	22.35%

For 1st year recruits in our survey with AGCI between $100K and $200K: Offices are averaging 18.78% as company split % (gross profit) and the median company $ to the office on this group of recruits was $25,017 in the 1st year.

Median AGCI	Median Agent Net	Median Total sides	Median Total Volume	Median Company $	Median Company %
$131,681	$98,149	15.5	4,890,142	$25,107	18.80%

Summary

• Almost 30% of recruits are likely to have no production in their 1st year.
• 1st year Non-productive agents when combined with recruits that have AGCI under $25K in their 1st year will likely represent over 70% of your recruits.
• For recruits with AGCI under $25K in their 1st year can be budgeted to each bring $2,222 to the office’s gross Profit.
• Recruits with higher 1st year AGCI are consistently receiving a larger percentage of the commission. So when reviewing recruits with AGCI between $100K to $200K we see that their production is double that of the recruits with AGCI between $50K to $100K. Yet, the income to the office is only 65% greater.
• Agents with AGCI under $200K represent 98.26% of recruits in the survey