There's NEVER Been a Better Time to Recruit
by Real Estate Recruiting Coach Judy LaDeur
Friday, May 25, 2012
Tapping Into What Agents Need to Make a Move
Today's market has given us an opportunity that we have not seen in a long, long time, and many brokers are missing it! The current market has agents across the country contemplating staying in the business, changing offices or moving on.
Recent articles have touted that real estate will get worse before it gets better, but to me – that really just translates into, "What a great time to RECRUIT!" Why? Well, in 'good times' brokers usually have to wait for the competition to do or not do something that makes the agents start scouting out better options. But today, the market is making our job as brokers far easier when it comes to recruiting. We have what I call a "situational recruiting opportunity."
What that means is that we have a specific "situation" that we can recruit to - today's market! We know what they want, and why they are leaving. So, your job is to let the agents know what you can do to address that situation! If I were talking to agents today I would be asking them, "Based on the recent industry statistics, we still have a ways to go before we see real estate markets come all the way back - what is your broker doing to help ensure you survive this market, and are you getting the support that you need to take advantage of today's opportunities?"
We know what agents need and want in today's market:
- More leads
- More money
- More listings and sales
- More support
- More training
- A positive environment to work in
What do you have that will address each of those needs? Your marketing campaign needs to tell them what you can offer to address their needs in "today's market", and your follow up calls are designed to get them in to see what you can do to help them better survive, thrive and compete. Keep your interview focused on what THEIR needs are and how your company is helping agents just like them get the tools, training and solutions they need to rise to the top. The agents out there are looking at their options! This week I was with a group of 18 brokers who made calls for 30 minutes and booked 38 interviews with experienced agents, team leaders and even brokers who were looking at their options.
The truth is - not everyone is going to survive this market, and not all of them should. But any agent how is willing to work hard and learn how to work this market will make money! Watch your own agents in their market as well. Give them the tools and support that they need to be successful and let's get to work building that team!
Need help? Contact us at (630) 402-0898 - we've got the systems you need to LEVERAGE this GREAT time to RECRUIT!
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