Recruitment Momentum: Why the Pipeline Matters More Than Ever

Mindy Powell - Hodges | Global Head of Membership | ONE AGENCY

In real estate, momentum is often the difference between growth and stagnation. The ability to maintain pace in a shifting market is what defines enduring success.

After stepping back briefly, one truth stands out: recruitment, like prospecting for listings, is not a pursuit of instant results. It is a discipline of building a pipeline.

At One Agency, this has never been clearer. In 2025 alone, the network has welcomed its 14th new office, with seven further applications in progress.

Such expansion has not been achieved through short-term tactics, but through a measured commitment to cultivating relationships that mature over time.

Recruitment, at its core, mirrors the practice of sales. No agent assumes every appraisal will translate into an immediate listing, yet each conversation holds weight.

The encounter today may not bear fruit tomorrow, but when the timing is right months later, the memory of who was present — listening and engaging — becomes decisive. That consistency transforms into opportunity.

For principals and business owners, the lesson is unmistakable: recruitment is not an occasional task but a cornerstone of business strategy.

Filling the funnel now prevents a scramble when the inevitable end-of-year push arrives. Work invested in the present compounds into sustainable growth in the future.

The importance of this discipline is heightened by the moment the industry finds itself in. Legacy models are being questioned, and leaders are seeking more flexible and cost-efficient structures.

Those who have already invested in their recruitment pipelines are positioned to capture this shift with greater confidence.

Momentum, in itself, breeds credibility. It strengthens internal conviction and amplifies external reputation.

Since joining One Agency in January, I have watched the group move from stride to stride.

With 14 office openings, entry into a fourth country, a successful international conference, and the launch of a new industry app, the trajectory is unmistakably upward.

Innovation and foresight are what the market is demanding, and agents are aligning themselves with networks they believe are leading the industry into the future.

This strength has been recognised beyond our walls.

One Agency has been named a finalist for Major Network of the Year at the upcoming REB Awards — a reflection not only of the numbers, but of the culture, resilience, and ambition that drive this network forward.

As the industry turns toward the final stretch of the year, the message is clear: recruitment cannot be left to chance.

Build your pipeline. Protect your momentum. Because in real estate, as in growth, success belongs to those who prepare — not those who wait.