The Power of an Accountability Partner

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.

  1. 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.
  2. 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.
  3. 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.  

Change Your Thoughts and Change Your Results

Recruiting Mindsets for Success

By Real Estate Recruiting Speaker and Coach Judy LaDeurBusiness team

Recruiting remains the #1 challenge for most brokers and managers. Why? For many it feels overwhelming. What can help? Keep it simple. Recruiting is just a process. It’s about building relationships, and being there when the time is right for an agent to make a move. It does not have to be stressful or even difficult. Here are a few reminders:

  • You can’t make someone move if they are not ready, which means they are not rejecting you.
  • Most agents need to like you and trust you to place their career in your hands.
  • What that means is that you should spend more time building the relationship and less time worrying about how to get them on board.
  • It’s just real estate! Combine the Art of Farming and staying in touch with your clients to build your system and stay positioned. When they are ready to move, it’s just like working with a buyer!

You can’t make anyone move until they are ready, but once they are ready, if they trust you they will work with you. What’s the secret to selling a home to a buyer in 1-2 showings? If you ask the right questions, understand that they are looking for and know where to find their home, it’s easy!

The same applies to recruiting.

Here are some tips that you can follow, as well, which should make it easier to get the agents you want.

The entire interview process needs to stay focused on what they need and what is best for them, not you. A very common phrase that many of the brokers in our coaching program hear is “You were the only broker who took the time to ask questions about what I needed, and what was important to me. That’s why I choose your firm.” Sound too easy? It’s true! When they come into your office, tell them that your goal is to find out what is important to them, and to determine what their needs are so that you can help them make the best decision for their career. Then spend 20-30 minutes just asking questions in a very reflective way, and think carefully about what they are saying, and what they are looking for.  Think of it as solving a problem. Pretend that they are a friend who has come to you for advice, and your goal is to help them make the right decision. If you focus on them, you will be less inclined to try to sell them. You will be amazed at how easy it is to hear what they need, or want. After you have asked your questions, and assessed their situation, you should present only those systems that address their needs, and solve their issues. After presenting the “right systems”, watch their body language, and ask yourself, “Are they sold?” If so, very calmly, and very confidently, smile, sit back in your seat, and say “When you came in today, I said that my goal was to help you make the best decision for your real estate career. Based on everything that we have discussed here; it seems as though you’re right. You’ve gone as far as you can with your current company, so let’s take you to the next level in your career. We have a transition packet that is designed to make your move as smooth as possible.” At that point, you should begin reviewing compensation as well as those details that are necessary to make the move. After you have presented the necessary details, smile and say, “I’d like to invite you to join our team!”.

When you hear stalls and objections, don’t panic, and don’t try to talk them into joining. Just keep asking questions.  Two-year-olds are great closers. Why?  They just keep asking questions, until they hear the answer they want. Here are some great responses to the objections you hear at the end of the interview. “Why?” “Why not?” “Why do you feel that way?” “What makes you say that?” “Why would that keep you from making a move today?” “Really? Hum.”  “How would you propose that we solve that problem?” Here’s a sample of how it works. If you ask them to join, and they say they can’t do it today, just smile and say, “Why Not?” You’ll be amazed at how often they say, “I don’t know”. You would respond with “I don’t know either, so let’s do it!” You have to keep smiling, and keep it fun. If they say they can’t move because they are good friends with the broker, you might say, “Really? Hum…”(smile) and make them justify that statement before going further. After that you might ask, “If someone approached your broker and offered to buy their firm for a lot of money, would they consult you prior to making their decision about selling their company?” You’ll have to practice it a few times to get into the habit of asking verses selling, but you should see great results.

Recruiting is vital to your success and survival as a company. Start with a few small steps, and move forward from there. If you need help building relationships with the agents that you want, the absolute best tool in the industry to stay positioned is The Profitable Recruiter.  We’ve got the strategies, tools and training that make connecting with agents incredibly simple – and amazingly effective.  Our brokers tell us we’ve made recruiting fun again for them.  We tell them THAT’S THE GOAL!

For more great ideas on giving your agents the best resources possible, while attracting awesome new agents, join The Profitable Recruiter.  Take advantage of our special offer of 30% off with the promo code 30OFF any pro membership.  That’s 30% off everything you need to be in the right place at the right time when the agents you want are ready to make a move – including SEVEN HOURS of recruiting audio training!  What are you waiting for? When you join – you and up to 10 managers can access your account!Try it for a month and see what it can do for you. 

 

 

 

 

Six Ways to Promote Leadership in Your Office

Growing an EMPOWERED Team of Sales Professionals

By Real Estate Recruiting Coach and Speaker Judy LaDeur

Leadership?  Is not about telling people what to do. Or owning the business.  Or even writing the checks.  It’s INFLUENCE.  It’s the ability to develop relationships in such a way that people will line up to follow you. Listen to you.  Help you grow.  Help each other grow.  Sound like you?   Or someone you would like to be?

Your relationship with your agents should be a partnership. A partnership for their success, which will lead to your mutual success.  And, as you know, partnerships take investment.

Here are 6 great ways to promote that partnership and leadership within your team. 

  1. Lunch and Learn Sessions:  This is a great time to help agents fine tune their skills, or learn new skills. But it is also a great time to build that personal relationship with your agents. Everyone brings their own lunch.
  2. Schedule a one-on-one session with each of your agents on a regular basis.  Every 30-60 days is great, but every 90 days is the minimum.  What are their challenges and what type of support can you give them?  What is happening in their life? Send follow up cards to their home after your one on one session to show your care and support of that agent
  3. Peer mentoring: Senior agents teamed up with new agents as the join the company for the first 30-60 days.  Many of your senior agents are willing to share their knowledge with newer agents at breakfast or lunch sessions. It’s that person that they can call with general questions, verses you. It allows them to build a strong alliance in the office with a well-respected agent.
  4. Promote THANK YOU’S.  Start a healthy culture of gratitude in your office by leading by example.  Sincerely thank the agents and staff on your team, and even your recruiting prospects — in person, online, and with a handwritten note as often as possible.  Make it a daily practice to thank at least five people per day for their contribution.   Gratitude can be contagious – ask them to pass it on!
  5. Don’t be shy about recognition.  When people are doing the RIGHT things, be sure to sing their praises.  Group emails, social media posts, press releases, flowers, a card, or a little bit of all of the above will go a long way to making people feel appreciated and cared about. And that?  Is a cornerstone of INFLUENCE.
  6. Empower them.  Sometimes as leaders it’s hard to let go of the reins. Let others take over.  Engage new ideas that are different from your own.  But when you do – when you really give people the ability to take their ideas and let OWN them, and help them flourish?  You fuel the passion in your team members that will, in turn, fuel your entire team.

This is a great time of year to re-evaluate your leadership role in your organization and put new strategies in place that will help you skyrocket your results – and your relationship influence with those VIPs who sit around your business table!  Good luck!  

For more great ideas on giving your agents the best resources possible, while attracting awesome new agents, join The Profitable Recruiter.  Take advantage of our special offer of 30% off with the promo code 30OFF any pro membership.  That’s 30% off everything you need to be in the right place at the right time when the agents you want are ready to make a move – including SEVEN HOURS of recruiting audio training!  What are you waiting for? When you join – you and up to 10 managers can access your account! Try it for a month and see what it can do for you. 

How Strong is Your Foundation?

Three Fundamental Practices for Success

By Real Estate Coach Judy LaDeur

As Realtors, most of you are familiar with a company called Ram Jack.  Ram Jack® is the national foundation repair specialist based upon two simple principles for success: Personnel recruitment teamdoing the job right and doing right by you.

How is your office foundation?  If you are not sure, look at the rate of retention in your office. In today’s market, are you coaching and supporting the associates you have or are they leaving for various reasons?

I would like to encourage you to practice three fundamental practices which will enable you to strengthen your foundation by using the A.C.C. process.

(A) Accountability.  Be accountable to your existing associates by providing the tools, services and support they need.  Security is a key element of retention.  Are you holding your agents accountable to do the activities that they should be engaged in on a daily basis? Are you holding them accountable to do those things to ensure they succeed?

(C) Coaching.  Coaching is a power word for today’s professional.  68% of successful REALTORs have less than five years’ experience and are unsure what to do next.  Don’t overestimate their knowledge of basic fundamental practices such as prospecting, negotiation and time management.  Coach them to success or refer them to a successful coaching program. One additional alternative would be to hire a coach personally.  One with experience in retention of real estate associates and learn the keys to holding them in place.

(C) Communication.  Communicate clearly, concisely, and as transparently as possible.  Agents are bombarded with negative information every day.  Let the information from you be positive, inspiring and encouraging. Be honest, compassionate and sincere but also give them the info they need to stay on track.

The most efficient way to recruit is to retain the agents that you have.  To secure your foundation and become the “Ram Jack” of our industry, solidify and cement your foundation by practicing ACC.

For more great ideas on giving your agents the best resources possible, while attracting awesome new agents, join The Profitable Recruiter.  Take advantage of our special offer of 30% off with the promo code 30OFF any pro membership.  That’s 30% off everything you need to be in the right place at the right time when the agents you want are ready to make a move – including SEVEN HOURS of recruiting audio training!  What are you waiting for? When you join – you and up to 10 managers can access your account! Try it for a month and see what it can do for you.    

Find Your Compelling Reason

Real World Recruiting Advice for Today’s Competitive Broker

 

By Real Estate Recruiting Speaker and Coach Judy LaDeur

Ready to kick your recruiting into HIGH GEAR?  You should first make a list of the compelling reasons for someone to join your team.  Create a minimum of 12 reasons for an agent to join your team. Many of you have more than 12 reasons to join, but when it comes to results, and results that you can prove, it takes a bit of work and research. In today’s very competitive market, it is very important that you determine the compelling reasons for an agent to join your team.

When we say “compelling”, what we are looking for are the following:

  • What can you do better than your competitors?
  • What are you doing that your competitors are not doing?
  • How can you help potential recruits earn more money through your systems and tools?
  • How do you enhance the working environment of your agents?
  • What happens when someone joins your team? What are their results a year later?

Something that I have found very useful in getting started is to ask your agents what they enjoy most about being at your office.  What is the most beneficial tool in their opinion? How many more transactions per year do they get, on the average, with that tool?

Of course, since we are developing a marketing plan, the reason that I want you to determine which 12 are most compelling is because there are 12 months in the year. This allows you to focus your marketing, dialogs and follow up each month on that month’s compelling reason to join! Only you can determine what your best 12 are, but here are some of the most compelling reasons that agents are looking for when selecting a new company.

# 1:  Strong Leadership: Vision, support with problem solving, and leaders who are acting like leaders are key. Take it one step further and determine what specific value you and your expertise bring to your team.

#2: Lead Generation: Agents need to prospect, but they want companies that are working to assist in generating leads for them as well.

#3: Name Brand Awareness: Companies with a strong presence in the market, locally and nationally, will always have a variety of opportunities for the right agents to utilize. Name awareness is tied to market share. The best agents understand that the stronger the name/market share, the easier it is to compete for business.

#4: Education/training: Agents are looking to fine tune their skills. Many agents know they need to get back to the basics and all of the agents realize the value of staying current in an ever changing real estate industry. The best agents also understand the value of securing specialized training or securing certain designations for areas of specialization. Such areas might include: Luxury market training, working with seniors, working the condo market, and one of the newest on the scene is becoming a global agent.

#5: Positive office attitude and healthy environment in the office: Agents want a positive work environment with competent and positive peers. It is easy to see that the offices with the best production and best attitude have brokers with a great attitude.

#6: Mastermind Groups and networking opportunities with other top producers:  Many of the best agents enjoy connecting with other successful agents. Their needs and approach to the real estate business is different from rookie agents.

#7: Marketing support/tools: Marketing is the #1 thing that your agents need to do to stay in touch with their sphere and past customers. What can you do to assist or support their marketing efforts?

#8: Client/data management tools: On the topic of marketing to their data base, most agents are not very organized when it comes to managing their data and client info. Do you have an easy to use CRM tool that allows them to input their data, send out marketing, and locate client data quickly? If it allows them to market to their sphere easily, they can make a lot of additional income!

#9: Coaching and accountability: We see many companies implementing very successful coaching programs, with some great results. The best agents like being held accountable.

#10: Administrative support: Agents are working harder, but most are not working smarter. What can you do to support them behind the scenes?  What can you take off their plate, and give them more balance in their life?

What’s next?  Once you have determined what your marketing campaign will include for the next 12 months, take the time to know what the results are from each of your systems and tools. Use exact results, NAR survey results, National Brand results, testimonials from your agents as well as success stories.

Here’s the ‘let’s put the shoe on the other foot, part of the program.  Think about what you would say to a part time sales agent.  You know – the ones who want to hold onto their full time job for the money and security while trying to get skillful at the real estate process.  The reality?  Most average one listing appointment per month at best.  At that rate, will they ever become effective at the listing presentation?  Of course not!  You’d advise them to jump in!  Commit!  Master their skills!  Build their business!

What about when the shoe’s on the other foot? 

Unfortunately – the same theory holds true!  A broker/owner who concentrates on listing, selling and personnel development, but conducts only one interview a month will never become an effective recruiter.

We get it.  Everyone’s been there.  Sometimes, as brokers, we’d rather hold onto the income and security of listing and selling or trying to increase the production of our existing agents, instead of developing the skills necessary to become effective and consistent recruiters.

But honestly the ONLY way to dramatically increase your market share and profits is to focus on recruiting.  In fact, today recruiting experienced agents is the primary focus of every major real estate firm.

Do you want to learn more about staying FOCUSED and building a successful, growing office? Bookmark our blog, and join The Profitable Recruiter today.  We have a full spectrum of membership benefits with all the tools, strategies and solutions you need to position yourself to win this year and every year. Our goal is for you to become the “turn-to” broker in your area for every agent.  

Join today and take advantage of our special summer offer of 35% off with the promo code PLAN35 any pro membership.  That’s 35% off everything you need to be in the right place at the right time when the agents you want are ready to make a move – including SEVEN HOURS of recruiting audio training!  What are you waiting for? When you join – you and up to 10 managers can access your account! Try it for a month and see what it can do for you.