For most real estate professionals, working a sales funnel is second nature. But when asked to define and work a recruiting funnel, things get a little cloudy. Why? Because many recruiters and hiring managers see the recruiting process as short and transactional. Of course, there is a transactional phase, but the most effective recruiting work is proactive, patient, and responsive to the timeline of the prospect. The real estate recruiting funnel typically has these components: Attracting: all the activities that cause prospects to apply and/or agree to be contacted. Engaging: all the activities that cause prospects to feel understood; including initial interviews/face-to-face meetings. Nurturing: all the activities that inform and educate prospects of the unique benefits of your opportunity as it relates to their circumstances. Hiring: all the activities that cause hiring transactions to close. Onboarding: all the activities that cause the first 90 days of the new hires’ experiences to exceed their expectations. This framework helps us remember there’s a natural pace and process that honors talented prospects—it makes them feel valued and respected. If you’re not getting the number of high-quality hires you desire, work back through each step of the recruiting funnel. Where’s the breakdown?