Leads and Relocation Programs

Leads & Relocation Division Design

and Support

A scalable solution to shrinking margins.

Leads & Referral Divisions: The Scalable Answer to Shrinking Margins

Agent splits are rising. Tech costs are climbing. But structured lead programs let brokers reclaim profitability through referral fees, capped splits, and high-margin ancillary services. We build the teams, systems, and accountability frameworks that make it work.

Leads & Referral Division Buildout Strategies

Brokers across the country are feeling the squeeze—rising agent splits and tech demands are eroding profitability. According to NAR, it’s the second biggest challenge brokers face. Public filings from major residential firms confirm the trend: gross margins are thinning.

That’s where a well-structured leads and referral division changes the game.

Why Leads Programs Matter

Organized leads teams, when operated correctly, can generate huge margins for struggling brokers

Referral Fees Create Margin: Company-generated leads allow brokers to charge referral fees—reclaiming revenue otherwise lost to splits.
Split Caps Often Apply: Most brokerages apply cap logic to referral leads, protecting profitability even with high-performing agents.
Structured Accountability: Addendums to agent agreements define how leads must be worked—ensuring follow-up, conversion, and compliance.
Ancillary Service Penetration: Leads programs can require agents to present preferred lenders, title, and insurance—boosting ancillary revenue and improving the client experience.

Real Recruting Services Can Help

We build the entire system around agents and leaders who understand the complexities of operating leads and referral programs.

Leads Team Architecture: From solo agents to pods and ISAs, we design the right structure for your market.
Sales & Leader Training: Scripts, conversion coaching, and leadership development for sustainable performance.
Lead Routing & Management: Rule-based assignment, CRM workflows, and performance dashboards to ensure accountability and ROI.
Guidance and Consultation: Success is dependent on leaders who coach to accountability, recruit the right team, and agents who understand how to use systems designed for lead conversion

TESTIMONIALS

What our clients are saying...

“I want to thank you for sharing your knowledge and best practices with me. As you know, recruiting is not my strength, and you really helped me. Your patience paid off as we were able to recruit several agents in the six months of working together. I definitely see recruiting in a different way and appreciate all of your efforts.”

- April S. (Berkshire Hathaway)

“Adam is literally the best recruiter I’ve ever worked with, hands down. Dedication, fantastic tools and most importantly, results!”

- Tom K.(Engel & Volker)

“Love all the support but most importantly, thank you for helping us hire more than we ever have before.”

- Brian H. (The Agency)

Thank you for all you have done for our company. You really helped our managers and team leaders become better recruiters and they are bringing on more productive agents because of that. Thank you for everything.”

Dan K. (C21 Affiliated)

“Thank you so much for all your help and guidance, it’s been tremendous. We have already hit our annual goal!”

- Cary C. (Engel & Volker)

From recruiting and onboarding agents to designing world-class systems for lead conversion and coaching, Ray consistently brings passion, innovation, and strategic thinking to every endeavor. He has a rare ability to not only solve existing challenges but also anticipate and create solutions for those yet to emerge.

- Nathan G. (CB Realty)

Adam Lerman

Adam is a veteran recruiting strategist and leadership coach with over 24 years of experience in the real estate industry. He has held executive roles across both franchised and independent brokerages, helping organizations attract high-performing agents and build systems that support long-term growth.

24+ years of real estate management experience
Led national growth initiatives with high-performing brands and organizations
Led leading luxury firms specializing in recruiting agents who service luxury markets
Built and led coaching programs sought after by the nation's leading residential real estate firms
Served as keynote speaker at major trade and industry conferences

Ray Garrett, Jr.

Ray has spent 18 years growing multi-office teams and personally recruiting thousands of agents nationwide. He specializes in optimizing every stage of the recruitment funnel, and he now helps modern brokerages replicate his success.

Ray created the industry’s leading course on high-converting agent recruiting. Graduates regularly double their agent count within 12 months, reduce churn by 30%, and add millions in GCI.

18+ years designing scalable recruiting systems and operational workflows
Led national recruiting operations for organizations with 65,000+ agents
Built enterprise-level recruitment CRMs and onboarding systems used by publicly traded firms
Developed curriculum and live training for over 5,000 agents
Reduced cost-per-hire to one-third of the industry average