Why 92% of His Agents Stay
Oleg Bortman left a six-figure job at Abbott Labs to sell homes in a collapsed Phoenix market. His first year, he and his partner Tucker built a team called The Suits. Today they run The Brokery, with six offices and 150 agents, and 92% of those agents stay.
Real estate is an industry where turnover is a problem. This conversation is about what Oleg and Tucker built so their people stay, and why he credits culture over money.
We get into the brand they retired, how they hire, what happens when an agent leaves, and why the owners hand their playbook to everyone for free.
What You'll Hear
Bigger Than Two Names on the Door
Oleg wore a suit every day. Tucker was a former Marine who lived in T-shirts. They could have called the team Oleg and Tucker. They chose a brand that would outlast both of them, and sales went from $1 million to $12 million in 12 months.
A Million Dollars Spent, Then Retired
The Suits worked. After eight years and over a million dollars of marketing, Oleg and Tucker retired it anyway. He explains why they made that call and what it did for the agents who wanted to join.
Two Interviews and a Meal
Every agent interviews with Oleg and Tucker. Then they sit down to a meal with a manager. Oleg knows his agents and their kids. He contrasts that with firms where top producers have never sat down with the owners.
Why They Leave and Why They Come Back
Competitors offer bigger splits and bigger promises. Some agents take them. Oleg keeps the door open on the way out. Many come back within nine months, and he tells us what they say when they do.
Episode Timestamps
00:34 Leaving Pharma for Real Estate
03:53 Building The Suits Brand
06:28 Why Brand Beats Names
15:24 Mindset Through Low Points
29:22 Retiring The Suits for The Brokery
34:21 Four Pillars, Culture First
36:26 Family Culture and Retention
39:20 Coaching Pods and the Playbook
55:20 Advice: Find a Mentor and Sacrifice Early
About Oleg Bortman
Oleg Bortman is the co-owner of The Brokery, a Phoenix real estate brokerage with six offices and 150 agents. The firm sold $550 million last year. Born in Ukraine, Oleg came to the US at age three and spent ten years in pharmaceutical sales before moving into real estate. He also published Always Ahead, an anthology of stories from 12 entrepreneurs.
Connect with Oleg Bortman: https://thebrokery.com/
Resources mentioned: Always Ahead on Amazon and Kindle: https://www.amazon.com/dp/1962595420
