I often advise recruiters and hiring managers to be selective when recruiting and hiring. Since you only have a limited amount of time and energy, it must be focused on those who have the highest chance of success and who are a good fit for your team. The same principle applies to retention. In a private webinar, Steve Harney described the three types of agents who are in real estate today: Money-Oriented. These are the agents who got into the business because of the short-term financial opportunity. Business-Oriented. These are the agents who saw a great opportunity to build a business which allows them to take care of their families financially. They also love to help their clients and are dedicated to doing so. Calling-Oriented. These are the agents who are “called to the business,” and their first and foremost goal is to help people. Being a business owner is a secondary goal, and making money is a side-effect of their profession. The real estate industry has the habit of attracting money-oriented order takers during the good times. And when things get difficult, they’re the first to leave. The real estate industry does need agents from the last two categories. Investing in these groups only makes sense. They help your company survive during all marketing conditions because they make long-term commitments to your clients. When thinking about where to spend your retention resources and attention, ask yourself: Is this a business-oriented or calling-orientated agent? You only have so much time and energy—invest it wisely.