Motivating Agents: Rewards That Work with Dion Besser

TL;DR: Today we’re releasing a new episode of our Thought Leaders podcast that unpacks the practical side of growing a values-led agency. Dion Besser explains how he stabilised a team that tripled overnight, balanced culture with accountability, and kept clients loyal through volatile markets. Listen on YouTube, Apple Podcasts or Spotify—and sign up to get it in your inbox each week.

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Dion Besser has spent more than two decades living what keeps a real estate business steady when markets, regulations, and staffing levels change simultaneously. After gaining experience in London, he returned to Melbourne to found Besser & Co., where a 2022 acquisition saw his staff list jump from eight to 24 in a single day. Instead of patching problems on the fly, he doubled down on a simple playbook: start with clear values, document the right way to work, and let those guardrails drive performance.

Today, that 20-strong crew runs on transparency, honest feedback, and a habit of celebrating small wins. In this conversation, Dion explains how he hires, trains, and motivates people so that the next growth spurt feels orderly, not chaotic.

“Most of the skills in real estate can be taught. What I look for is trust, loyalty, openness, accountability, drive.”

Values come first—hire for character, train for skill

Dion screens candidates with personality tests to see how they handle feedback before they even start. If they push back, they won’t suit an environment built on constructive candour. With values aligned, new hires step straight into detailed playbooks—everything from rent reviews to auction campaigns—so expectations never feel fuzzy.

Culture is a journey—celebrate wins before cracks widen

“It really is a journey for our clients and it’s a journey for our staff.”

When an acquisition stretched the team, morale dipped until Dion formed a “Culture Collective” that meets monthly to spotlight quick victories—five-star reviews, seamless VCAT cases, record rent per square metre—and flag tension early. Regular recognition reset the mood and curbed turnover.

Intrinsic meets extrinsic—design rewards beyond the paycheck

“Find out what motivates them, and help them achieve that.”

Commission still matters, but Dion ties KPIs to personal goals like clearing tasks daily or making 80 calls a week. When agents hit targets they set themselves, the reward lands deeper than trophies—and retention climbs because progress feels personal.

Patience and persistence—guide clients through choppy markets

“If you can’t take your clients on a longer journey, you’ll find yourself losing business.”

With Melbourne prices wobbling and tenancy laws changing, Besser coaches his team to prep vendors and landlords for longer campaigns. Clear timelines, frequent check-ins and upfront reality checks convert possible frustration into trust—even when the news isn’t great.

Own your agency choice—interview the interviewer

“Ask a potential employer: What path to success do you have for me?”

For newcomers eyeing 2025, Dion flips the script: treat job interviews like due diligence. If an office can’t outline a documented growth track—training, database strategy, social-media playbook—move on. The right environment, he says, is half the battle.

Listen or watch → YouTube | Apple Podcasts | Spotify

What’s one cultural tweak you’ve made that instantly lifted team performance? Jump into the comments or tag us on LinkedIn.