“I’m not getting enough initial meetings”
Interrogate your process:
Are you targeting the right agents?
Are your first messages clear, compelling, and personalized?
Have you watched one of your own calls or outreach messages back?
Are you leveraging timely triggers like recent deals or listing alerts?
Try this:
Use Courted’s Pipeline Alerts to catch milestones and reach out with purpose.
Focus less on “I’d love to connect” and more on: “I noticed your recent [deal/achievement] – curious to learn what’s next for you.”
Review your activity log and the messages you've sent or call notes you took: Was your messaging clear? Was it agent-focused?
“I don’t like cold calling – and they don’t like hearing from me”
Interrogate your process:
Are you speaking to agents or at them?
Are you using “I” too much in your pitch?
Are you demonstrating real understanding of their goals?
Try this:
Shift your language to:“Here’s what I’ve seen you do well, and here’s what our team prioritizes—curious where your head’s at this year.”
Practice conversational outreach. Ask about their experience with past brokerages, or what would need to change for them to consider a move.
Use Courted's Agent Profiles to nail down a deeper understanding of the agent and what they might actually be looking for.
“Agents aren’t responding to me”
Interrogate your process:
Are your messages too generic?
Are you following up based on real-time signals (not just a calendar reminder)?
Are you building warmth before asking for a move?
Try this:
Log every outreach. If you don’t know when you last followed up (or why), you’re likely not doing it effectively.
Avoid cold re-pitches. Send a quick congrats when they hit a milestone. Mention something recent they posted. Warm the relationship before you “sell" them.
Use ComposeAI to avoid an overly-salesy tone in your outreach.
“Agents tell me to call back in a month or two”
Interrogate your process:
Are you creating urgency, or giving them permission to stall?
Are you setting up your future touchpoints with purpose?
Try this:
Ask directly: “What would I need to show you in 4 weeks to make this an obvious yes?”
Use a “Why not now?” approach – respectfully.“What’s missing for this to be worth a conversation now vs. later?”
“I’m getting meetings, but they’re not going anywhere”
Interrogate your process:
Are you qualifying them in advance?
Are you clear on what they want from the meeting?
Are you talking about your brokerage, or talking to them?
Try this:
Use Courted's Agent Search tools to think more deeply about what you're looking for in an agent. Be specific, and you'll find the candidates that actually make sense!
Before a meeting, jot down: What would I need to learn from this agent to make a great offer?
Ask upfront: “What would make this a productive use of time for you?”
"My offers are getting rejected”
Interrogate your process:
Is your offer financially competitive for this agent’s business?
Are you presenting a real ROI, or just benefits?
Are you tailoring your offer based on their strengths?
Try this:
Build or share a simple ROI calculator. Show them how higher-priced homes or stronger marketing could increase take-home, even with a different split.
Ask what they care most about: leads? support? visibility? Then show exactly how you’d deliver on that.
"My overall recruiting efforts aren’t yielding results”
Interrogate your process:
Can you clearly map your recruiting funnel?
Are there handoffs that fall through the cracks?
Do you know what makes a “win” vs. a “loss” in your pipeline?
Try this:
Define key stages (identified, connected, meeting, contract out) in Courted and tag accordingly.
Run a monthly “post-mortem” on lost opportunities: Who owned it? What messaging was used? What stage did it stall?
Share those lessons in team huddles or coaching sessions.
Final Thought
There are endless ways a recruiting process can break down. The goal of this guide isn’t to give you one perfect playbook – it’s to help you ask the right questions when things aren’t working. When in doubt, interrogate the process, not just the prospect.