Alumni, Not Attrition: Co-Broke Beats Retention
If you’re an agency leader, you know this scene. You invest years into a top performer—training, leads, trust. One day they thank you, shake your hand… and leave to start their own brand.
They’re not ungrateful. They’re graduating.
This pain isn’t caused by their ambition. It’s caused by the framework you used to view the relationship. You saw “employment.” They saw “internal co-broking.” And when that internal co-broke felt limiting, they went looking for an external co-broke—on their own terms.
Reframe: You Never “Hired” Them—You Co-Broked
From day one, your arrangement wasn’t a traditional employer–employee model. It was a co-broke:
- You, the Agency, provided the Listing side: brand, infrastructure, compliance, lead flow, platform.
- They, the Agent, provided the Sale side: time, hustle, negotiation, client relationships.
An 80/20 split wasn’t a salary. It was the agreed share for the transaction. You were already co-broking—you just called it something else.
Inevitable Evolution: From Internal to External Co-Broke
Top performers want to control more of the “Listing” side—specifically, their brand. That’s not betrayal; it’s progression.
The traditional boss sees this as the end.
The strategic boss sees this as a transition alumni partner
The right question isn’t “How do I stop them from leaving?”
It’s “How do I ensure they still co-broke with me after they leave?”
Strategic Pivot: From Warden to Alliance Partner
Make your agency the best co-broking partner —for current agents and future alumni.
- Build an Unbeatable Platform. Make your systems, support, and lead engine so strong that even an independent brand is better off plugging in than rebuilding.
- Incentivize Collaboration, Not Possession. Encourage entrepreneurial agents to grow under your umbrella first; when they “graduate,” the relationship continues as a trusted external partner.
- Institutionalize External Co-Broking. Standardise rules of engagement and keep a neutral, auditable workspace (e.g., ListingMine) for cross-brand cooperation and clear commission logic.
Bottom Line: Solve Retention by Abandoning It
You can’t chain ambition—but you can channel it
Treat the agent–agency relationship for what it truly is: a co-broking partnership that evolves. Stop building walled gardens. Build the central hub —a network where internal teams and external alumni partners co-broke on standard rails.
Your biggest “risk”—the ambitious agent—becomes your largest distribution channel.
Disclaimer: This article presents a strategic perspective. All arrangements must be formalised with legal counsel to ensure compliance with BOVAEP regulations and Malaysian law.
