Your Top Producers Aren't Always the Agents Who Need You Most
- Mark Cadesky
- 1 day ago
- 2 min read
When brokerage owners think about agent support, it's natural to focus on top producers. After all, they're closing deals, generating revenue, and contributing significantly to the brokerage's success.
But after working with many brokerages, I've noticed something interesting.
The agents who demand the most attention aren't always the ones who need it the most.
Looking Beyond Production
Production numbers tell one story:
They show who's selling.
They show who's growing.
But they don't always tell you who's thriving within your brokerage. Some high-producing agents operate independently and rarely require assistance. Others may be quietly struggling with compliance, organization, or managing a growing business.
Likewise, newer or mid-level agents often have tremendous potential but may need guidance to build confidence and consistency.
If support is based solely on production, valuable opportunities to develop your team can be missed.
Every Agent Has Different Needs
The strongest brokerages recognize that one-size-fits-all support rarely works.
Some agents benefit from coaching. Others need help with systems and time management. Some need encouragement to build their business. Others simply need someone available when complex situations arise.
Understanding those differences creates stronger relationships and better long-term retention.
Small Conversations Make a Big Difference
Not every check-in needs to be a formal meeting.
Sometimes a quick conversation can reveal challenges an agent hasn't shared.
Questions like:
How are things going?
What's been your biggest challenge lately?
Is there anything slowing you down?
Often uncover opportunities to provide meaningful support before small issues become larger ones.
Building a Brokerage People Want to Stay With
Agents don't stay at a brokerage simply because of commission splits.
They stay because they feel supported.
They know someone is invested in their success.
They trust that guidance is available when they need it.
That kind of culture isn't built overnight.
It's built through consistent leadership and genuine interest in helping people succeed.
The Bottom Line
Every brokerage has standout performers.
But long-term success comes from developing the entire team.
When brokerage owners understand what each agent needs - not just what they produce - they create stronger relationships, improve retention, and build a brokerage positioned for sustainable growth.
How AskMark Can Help
At AskMark, we help brokerages strengthen leadership, improve agent development, and create operational strategies that support both business growth and agent success.
Because a successful brokerage isn't built around a few top producers - it's built around helping every agent reach their potential.
