Venture capitalist Patrick McGinnis defines FOBO, or fear of a better option, as “the anxiety that something better will come along.” This specifically refers to the decisions made to remain at your brokerage – or choose a competitor.
This anxiety plays out in real estate every day. Agents rarely leave because something is wrong. They leave because they think something might be better. FOBO doesn’t come from dissatisfaction. It comes from doubt.
Emotion drives retention
Brokers often defend retention with logic. They talk about commission splits, technology, and leads. Yet people make decisions emotionally and justify them rationally. Agents stay when they feel connected, supported, and part of a story that matters.
When emotion fades, logic can’t keep them. A recruiter only needs to tell a better story.
Culture is built by platoon leaders
Culture isn’t a slogan. It is leadership in motion. Office managers are the platoon leaders of brokerage culture. They carry responsibility for the well-being and performance of every agent they support.
The right metric is not time spent in the office. It is time spent with agents. Managers who coach, listen, and guide earn trust. Trust is their most valuable asset. It must be handled with humility, because agents give it freely but take it back quickly if neglected.
Great managers know their agents personally. They understand individual goals and challenges. They measure success not only by production, but by connection.
Vision quiets the noise
Real estate professionals follow vision. Every brokerage needs a clear and inspiring picture of the future that agents can believe in.
When someone asks an agent, “How’s your company doing?” your goal is for them to answer with your vision, not their most recent transaction. “We’re building something remarkable together” should come naturally.
The future should sound more promising than the present. Vision gives direction when the market shifts and focus when competitors come calling.
When agents or managers call me about leaving their company, I ask one question: “Are you running away from something or running toward something?” Unless safety is at risk, the right answer is always to run toward a vision. The same is true for brokers. Your job is to give agents a vision worth running toward.
Pick a fight and define the enemy
Every strong culture rallies around a cause. Sometimes that cause takes the shape of a shared enemy. The enemy does not need to be another brokerage. It can be mediocrity, transactional thinking, or large tech companies that erode professional value.
When you define the enemy, you give agents purpose. You invite them to join a mission that matters. That mission replaces FOBO with focus. Agents stop searching for “better” because they already belong to something significant.
Technology supports, but people sustain
Technology should strengthen leadership, not replace it. The constant promise of new systems can actually fuel FOBO by suggesting that success lies somewhere else. Real progress comes from consistent human connection supported by technology, not overshadowed by it.
Build and measure what matters
Culture can be measured. The best brokerages track:
- Manager time spent in one-on-one or group meetings
- Participation in mentorship and culture programs
- Agent trust and confidence in leadership
- Alignment with company vision
Data shows trends. Trust builds loyalty.
Ask your leadership team to write your brokerage vision in one sentence. Share it with your office managers and have them discuss it with every agent this week. When agents can repeat that vision naturally, you’ve built a culture strong enough to silence FOBO.
Brokerages can work together to strengthen culture, clarify vision, and measure engagement. If you are interested in collaborating with other firms to evaluate leadership rhythms and cultural health to create strategies that build connection, loyalty, and long-term retention, let us know below.
FOBO fades when agents believe in their leaders, trust their managers, and see a vision worth running toward. That is how a brokerage becomes more than a company. It becomes a cause.
Reach out below if you would like to talk to us about strategies that can get you ahead.
