How a 400-Agent Team Recruits Without Cold Calling with Jaclyn Barker | Ep 117

After nearly 25 in real estate sales, Jaclyn Barker found her next right fit, joining Tiffany Williamson at Navigate Realty as a full-time recruiter.

Over the past few years, Navigate has grown from roughly 80 agents across two North Carolina markets to approximately 400 agents in seven active locations, with Tennessee getting ready to launch. In Raleigh alone, the team is bringing in 15 to 20 new agents a month.

None of this growth came through cold calls, robo-calls, or robo-texts. As Jaclyn says in this conversation, “I despise cold calling … it’s just not my thing.”

Watch or listen to have Jaclyn walk you through the philosophy, process, and system behind this growth.

Learn why she treats recruiting exactly the way a great agent treats a client relationship, why she insists on in-person interviews of at least an hour with every candidate, and why she'll sometimes tell someone they're not ready to make the jump yet.

Find out what it looks like to build a recruiting function from scratch, when to make your first recruiting hire, and why retention is the half of the equation most teams ignore.

Watch or listen for Jaclyn's insights into:

0:00 Intro and welcome

2:25 How drive shows up early in a recruiting conversation if you know what to look for

3:38 Why recruiting and real estate sales are the same kind of people business, built on discovery and fit rather than pitching

5:33 How a long career in real estate, a difficult market, and one conversation with Tiffany Williamson led to a full-time recruiting role

10:30 What Navigate Realty looked like when she joined versus what it looks like today