Agent Onboarding Playbook 2026 by Agently

It’s been a year since I published the first version of Agently’s Agent Onboarding Playbook.

I came to realize how the word “onboarding” has a totally different meaning for brokerages and teams.

When brokerages say “onboarding” they mean “administrative onboarding”

• Transferring a license

• Signing the ICA

• Setting up email, CRM, MLS & other accesses

• W2 forms

Onboarding ends when the paperwork is done and all compliance requirements are satisfied.

The main objective of “administrative onboarding” is to ensure compliance.

When teams say “onboarding” they mean “onboarding agents into production”

The main objective is get agents to start producing FASTER.

• Set clear productivity standards and expectations of what it means to be a part of the team

• Train agents on core skills and the team’s best practices

• Train agents on key systems and tools (dialers, CRMs, etc)

• Teams want full visibility into the onboarding process to filter out non-performers early

• Create a Lead Certification Program to protect team leads (especially for Zillow Flex and other teams providing leads)

Agent Onboarding Framework by Agently

Brokerages and teams may operate differently, but we all want the same thing:

A scalable, streamlined, low-friction onboarding machine.

A system that every new recruit plugs into —
that delivers clarity, accountability, and momentum —
and moves agents into production as quickly as possible.

Here is our latest framework.

Phase 1

There’s no escape from admin tasks.

For most organizations, onboarding ends there.

For Agently clients, that’s just Step 1.

Phase 2

Many brokerages skip Phase 2, but for newer agents joining high-producing teams, it’s non-negotiable, because undertrained agents are the #1 reason for wasted leads.

Many of our clients at Agently previously used generalist LMS platforms like Trainual, Kajabi, Thinkific, or Skool.

However, most of these learning management systems are built for creators and influencers to sell educational content to consumers — without being directly tied to real-world results or production outcomes.

At Agently, we purpose-built a system for real estate to ensure agents can actually practice scripts, conversations, and objection handlers before they are qualified to face clients or receive access to team-generated leads.

Check out the demo of Agently’s AI Script Roleplay feature.

Phase 3

Here are some examples of the training we built for our clients at Agently.

Phase 4

Many teams use 30-60-90 Day plans to filter out underperformers early on.

It’s a great way to accelerate agents into production and set key KPIs like first client under contract in 30 days, or two closed transactions in 90.

Phase 5

Lead Certification Program is what separates the best teams from the rest.

Have agents practice dialing Zillow Flex leads, objection handlers, and appointment scheduling scripts.

Only once they score 80% or more, they receive a certificate to access the team’s lead pool.

This was a game-changer for many of our teams at Agently, reporting an increased conversion rate after introducing Lead Certification Programs.

If you want to grow by bringing in new agents, onboarding and training them to a certain standard. Filter out unprofessional agents early to protect team leads.
Do all of this in a scalable and streamlined way, without adding workload.

Let’s chat.