A Common Denominator for Staying ON-TRACK
By Real Estate Recruiting Coach Judy LaDeur
Here’s a big question for you: Who is holding you accountable to your recruiting program? Do you have a coach, a support person within your organization or someone in your real estate network that you are answering to in terms of staying on track? As I look at many of the most successful recruiters and brokers around the world, the one thing that many of them have in common is “someone who holds them accountable.”
Top agents, top athletes and top brokers will all tell you the value of having that outside person or industry expert hold you accountable weekly. Coaches hold us accountable to do what it is that we already know we should do, but don’t. We are all guilty of putting off those tasks which are not quite as much fun. A coach is the person who will keep asking you, week after week, “Did you get (task) completed yet?” They nudge us in the direction that we have said that we want to go. They listen, and give feedback, then remind you of the goal. Coaching is not designed to be training. Training teaches you what to do. Coaching gives you the support needed to stay on track and get it done. Accountability is not a bad thing, but it can certainly cause you to feel the pressure as that accountability call approaches. Most brokers say that it is the most important piece of their success. Without it, it’s easy to come up with a bunch of creative reasons of why you didn’t get make the calls. Didn’t set the appointments. Didn’t create the new hit list. Didn’t do whatever you SAID you were going to do for the week.
Your coach or accountability partner is someone who you respect the opinion of, who you know will tell you truth when you’re on or off track. They are the person you can turn to who can review both successes and failures of each of your interviews. Coaches, especially can provide you with various ways to overcome objections and stalls. Knowing someone is going to hold you accountable for what you said you are going to do, is a powerful motivator. If what you want is to lead in your market, build the best possible team, and keep the great agents that you already have and you are serious about growing your company then I challenge you to do three things starting sooner rather than later.
- Commit to training. To learning the skills you need to be at the top of your game. To investing the time, money and effort into learning the objection handling tools, the dialogues, scripts, interview and phone skills, and mindset to push past any fear or limitations you might currently feel to truly finish this year strong and set yourself up for an incredible new year.
- Commit to consistency. That one and done marketing approach never works. You would say the same to your agents when they try it, so why would you attempt a shotgun approach to your recruiting? Consistent, effective, powerful messaging and marketing every month is the key to building those relationships that will lead agents to your door. If you’re not reaching out to your hit lists week after week with topical, timely content that doesn’t push but does present you as a trusted leader and resource you’re leaving opportunities to recruit and money on the table.
- Commit to an accountability partner. Whether you are ready to hire a coach or know of an industry professional that you can partner with to keep each other on track, don’t go another week without putting this vital business component in place. It’s a game-changer.
Fair warning, it’s not comfortable to be accountable for your actions if you’re not willing to commit. It’s not comfortable to have to say to a coach or partner, “I didn’t do what I said I was going to do.” It’s not supposed to be. Here’s the flip side of that coin – when you DO what you commit to doing, boy does that feel great. You can’t WAIT for that call. And once the habit takes hold and you are walking the walk not just talking the talk each month not only will you appreciate those calls that keep you on track, but your office will be thriving and you’ll be sharing this strategy with your agents. Pretty soon you’ll have integrity partnerships all over your organization! And when THAT happens – your business and theirs will grow exponentially. Everyone wins. What are you waiting for? Start today!
If you’re not sure how to be consistent and what messages and marketing you should be using to connect with your current agents and your prospects each month, then take a good long look at The Profitable Recruiter. It has been a differentiator for brokers. Why? Because it’s done for them, takes the guess work out of recruiting and they can put their marketing on auto-pilot and focus on follow up. Systems are powerful because they keep us from getting in our own way! With your membership you get powerful, content-rich weekly emails to send to your agents and prospects. It’s the perfect way to stay positioned and top of mind as the broker who cares, and is committed to helping them create better lives and careers. You also get seasonal letters and “lumpy letters” each month which are perfect for sending to your top-tier recruiting prospects. They get opened, get agent attention, and create quite the buzz in your market as agents tell their colleagues, “Did you see what I got from (your name)?” You also get social media tips each month and weekly broker recruiting and retention plans. The icing on the cake is our training – each month we feature a top broker from around the world to discuss what they are doing that is making an impact and allowing them to build their best team. We also host an agent webinar that features a top agent – you should invite every member of your team to attend as well as your prospective agents. And lastly, our pro-members get seven hours of audio training that cover everything from scripting and dialogues to objection handling and interview skills. All of that for just $197 per month. In fact, register today and take 30% off your order with promo code 30OFF any pro membership. Our members are recruiting both new and experienced agents as well as entire teams using this system. If you recruiting just ONE, you’d more than pay for the entire system for years! Give it try.