Some of the most successful teams take a lot of time and effort to build. What are the best recruiting practices to follow? How can we make sure that newly hired agents will fit the bill? And what happens when you go up a level and recruit a full-time recruiter? In this episode, broker and team leader Chris Watters takes us through his successful tactics about finding quality talent to join his team.

As you’re recruiting people, you want to find the future leads of your organization. – Chris Watters

Takeaways + Tactics:

  • A full-time recruiter needs to have ambition, drive, and a true desire to see other people succeed.
  • If you’re an Empire Builder, find your Empire Protector.
  • It’s harder to recruit people if you don’t have an established name in the community. Your recruiter has to have the gift of the gab to sell your company.

Resources & Links:

Expansion– Learn how you can partner with Elite Real Estate Systems – get lead generation, coaching, support, training and access to a culture of success – all without leaving your current broker.

Team Building Workshop – Spend the day observing these systems in person, including board meetings, Monday Team Meeting, agent one-on-one meetings. Also includes hours of private consulting to create your own custom roadmap to build and exit your real estate team.

Tools & Services – See all the tools, professional services and companies we use and recommends to help build your real estate team.


We started off talking about Chris’s team, where they’re based, and how expansion has worked for them so far. Chris identified the rising number of leads he was generating was one of the main reasons he looked into expansion. Afterwards, Chris shared how recruitment can sometimes feel like an uphill battle, as identifying an immediately successful salesperson can be almost impossible. Chris also mentioned that allowing candidates to step in the shoes of a realtor on their team was a game-changer for his recruitment process. Then we talked about the roles within Chris’ team and how different people’s skills have benefitted Chris’ business in different ways.

Then Chris went into a bit more detail of what makes a good first recruiter. After that, Chris went over the interview process with his company and the top qualities he looks for in a realtor. Chris built on that then, talking about the benefits of having a proven road map that people can follow in their development in the company. Chris also mentioned the benefits of hiring a coach and the process of implementing best practice in creating the best team. Finally, Chris talked about his recent book, The Million Dollar Real Estate Team, and how it can help people in the real estate industry build a successful team.

We also discussed:

  • How to identify that your team needs expanding
  • The importance of training and leading by example
  • Implementing roleplay in your interview process
  • The difference between an Empire Builder and an Empire Protector
  • The strategy on selling tactics but then introducing strategies to get results
  • Chris’ recent book and how it can help agents build something great

When you want to find the right people to take your business forward, you need to integrate a vigorous interview process. A winning tactic is to implement a 30-day trial period for new recruits. This will give you a chance to monitor their performance and it will show them what the life of a full-time Realtor is. Some of them may realize that it’s not for them there and then, others will just fail to get results. Be steadfast and let people go if they don’t meet your expectations. This is a good leadership quality and it also helps you ensure that you only hire the best talent on your team.

Guest Bio:

Chris Watters an original Austin Texas native and founder of Watters International Realty. He began his career in the real estate brokerage business. He began working as a real estate agent helping families and investors buy or sell property in Central Texas. Chris started Watters International Realty in 2010. In 2016, his team successfully closed over $100+ Million in sales and helped hundreds of families in the purchase or sale of a home. In 2015, Chris began opening branches across Texas and partnering with other successful agents and team leaders, assisting them in duplicating their success. To find out more about Chris and his team, visit http://www.christopherwatters.com or find out more about his book on getting started on building a team at wirbook.com.