Potential, Not Experience, Is What This Brokerage Looks For

On a typical work day, Bill Jennings makes his 15-minute drive from his house to his office in Ames, Iowa, near Iowa State University.

One memorable day, Jennings stopped at a small, local nutrition shop. A health shake brought him there that first time; something else brought him back the times after.

The young man behind the counter was customer-obsessed. He remembered names and gave service that wasn’t just commendable but memorable.

Jennings, a Broker/Owner of RE/MAX Real Estate Center alongside his wife Traci Jennings, knew the employee would flourish as a real estate agent at their 45-agent operation in Central Iowa.

“His energy is contagious,” Bill says. “I recognized it, asked him if he had ever considered selling real estate and two months later, he was a licensed real estate agent.”

At the age of 28, he’s now one of their top agents. 

Traci and Bill Jennings, 2018 RE/MAX Central Region Broker/Owners of the Year, have seen their business thrive by hiring newer agents. They have a diverse office where veteran agents help mentor less-experienced peers. But Traci says that role has been reciprocal. She says the new agents provide her veterans with just as much value.

“When people are completing a real estate transaction, it’s a big deal,” Traci says. “People want to feel good. You want to work with someone who you can’t help but smile and be happy with.”

Bill and Traci say when it comes to attracting millennial or even Gen Z agents, the key for them has been finding the right people. They say there are a lot of misconceptions about the two younger generations, but that the exuberance of newer agents just starting their careers strengthened their office.

“The right people are not afraid to work,” Traci says. “We look for people who are coachable.”

It’s not surprising the Jennings have had luck with newer agents. All they have to do is look around their office. In addition to both of the Jennings’ daughters – 21-year-old Elli and 19-year-old Abigail – they have several other newer and younger agents in the office who have come in and been quick studies.

Traci credits newer agents with bringing a different vibe to the office and helping with new marketing ideas. They’ve helped increase their social media footprint and, most importantly, they’ve created a bustling and vibrant office.

“I remember having that nothing-to-lose attitude,” Traci says. “These agents soak it all in and are making phone calls and aren’t afraid to screw up. If something doesn’t work for them, they say ‘Hey, no big deal.'”

Why the Jennings Look for New Agents

1.     Energy and Enthusiasm. “We find that new agents have Energy and Enthusiasm,” Bill says. Adds Traci: “They have new and fresh ideas, and we learn as much from them as they do from us.”  

2.     Coachability. “We can be certain that they get started on the right foot and begin their career with good habits,” Bill says. “We look for people entering the workforce who have a thirst for knowledge.”

3.     Fearlessness. “We look for people who are not afraid to work or be told no. Someone who is not afraid to pick up the phone or screw up. Someone going out there with a nothing-to-lose attitude,” Traci says.

4.     Potential. “For me, there is nothing more fun than seeing new agents flourish,” Bill says.