DISC for Recruiting & Retention

The Link Between Personality Profiles and Recruiting

by Judy LaDeur

In a recent article, we talked about the importance of knowing  a person’s “Love Language”, which shows how that person wants to be shown appreciation, but this week we will talk about the DISC test. The DISC tells you how they are motivated,  how they will respond when they are unhappy, and what it takes to recruit them and retain them.  I have always used a DISC test when hiring new agents into the real estate industry. I also use a test when hiring team members, admin staff, recruiters and managers. Why? Each of us has specific natural strengths which allow us to do our job easier, which increases the odds for success.

As a Broker, Manager or Recruiter, using a behavior test makes your job so much easier!

What is DISC? It is a “personality profiling system”. A DISC Profile utilizes a method for understanding behavior, temperament, and personality. It provides a comprehensive overview of the way that people think, act, and interact. It is the most widely used tool of its kind. The DISC Personality Profile is based on the work of renowned psychologist Dr. William Moulton Marston, and was introduced in his 1928 book Emotions of Normal People. William Marston, a contemporary of Carl Jung, developed the DISC Personality Profile after studying the personality traits, behavioral patterns, and instinctual reactions of thousands of individuals. As a result of his work, Marston developed the DISC assessment as a tool to measure four primary behavioral traits:

Dominance (D)
Influence (I)
Steadiness (S)
Conscientiousness (C)

By understanding a person’s behavior pattern, you can:disc

  • Strengthen communication skills
  • Build or identify leadership abilities
  • Diffusing interpersonal conflict
  • Boosting performance and productivity
  • Increase motivation
  • Strengthen workplace skills and relationships
  • Make smart hiring decisions

Personality is the basis of who we are and what we do. Here is a quick overview of each personality type.

With Dominant people

  • Build respect to avoid conflict
  • Focus on facts and ideas rather than the people
  • Have evidence to support your argument
  • Be quick, focused, and to the point
  • Ask what, not how
  • Talk about how problems will hinder accomplishments
  • Show them how they can succeed

With Influential people

  • Be social and friendly with them, building the relationship
  • Listen to them talk about their ideas
  • Help them find ways to translate the talk into useful action
  • Don’t spend much time on the details
  • Motivate them to follow through to complete tasks
  • Recognize their accomplishments

With Steady people

  • Be genuinely interest in them as a person
  • Create a human working environment for them
  • Give them time to adjust to change
  • Clearly define goals for them and provide ongoing support
  • Recognize and appreciate their achievements
  • Avoid hurry and pressure
  • Present new ideas carefully

With Conscientious people

  • Warn them in time and generally avoid surprises
  • Be prepared. Don’t ad-lib with them if you can
  • Be logical, accurate and use clear data
  • Show how things fit into the bigger picture
  • Be specific in disagreement and focus on the facts
  • Be patient, persistent and diplomatic

We are including a chart that covers many different areas of each personality type, and how each type responds differently to the same situation. If you are not familiar with the DISC test, one of my favorite sites is http://www.alessandra.com/tahome.asp. Dr. Tony Alessandra has developed several different tests with extensive reports attached. If you have never taken a DISC test, I would recommend that you take one for yourself, as well as the key members of your team. As you get more familiar with the various different personalities, you will be able to quickly determine the behavior patterns of those you manage, live with and are recruiting.

Continue to learn how to be the master recruiting skills and be the broker to join in your market. If recruiting is a challenge for you, we can help.  

 Is recruiting a challenge for you?  We can help.  Join The Profitable Recruiter and gain access to 7+ hours of audio training via downloadable links, powerful recruiting letters and notes, emails, social media tips, over 30 webinars for recruiting and retention, and opportunities to network with the best of the best. Take advantage of our special offer and save 35% on YOUR New Membership with Promo Code: PLAN35.

Judy’s SEVEN HOURS of recruiting audio training covers:

  • interview skills
  • objection handling
  • phone calls
  • recruiting strategies
  • handling stalls
  • recruiting to specific personality types
  • and so much more…

Not sure if this is the right thing for your company?  Watch this video on demand to learn why brokers across the country are making it their turn to way to stay positioned for recruiting success in today’s market — and putting the fun back into their recruiting.  (Which is way better than dread – right?) We’re taking the guesswork out of recruiting for brokers — and they are loving it.  We can do the same for you! Questions?  Email us today.  

 

A Recruiter’s Winning Strategy

Take-Aways From Our Webinar with Mona Kile

Recently, I was asked about what strategies seemed to knock it out of the park. It made me want to revisit our conversation with the talented Mona Kile.

We love to see recruiters getting results and crushing goals that might seem daunting to other brokers.  Such is the case with Profitable Recruiting Member Mona Kile.  She is currently the Director of Recruiting and Retention for Giving Tree Realty in Charlotte. Her challenge? To recruit more than 68 brokers to her firm in 12 short months. So far, she’s recruited more than 40 brokers and she’s solidly on track to hit that goal.

In this month’s webinar, we asked her to share some of the ways she’s accomplishing this feat. mona-kile

Here are some of the take-aways from our interview:

  1. Stay positioned with your entire recruiting list (she has several thousand in her drip campaign) using the Profitable Recruiter Monday Morning email newsletters. These provide a non-salesly, motivational, action-oriented touch points which keep you top of mind as a broker/recruiter so that when people ARE ready to make a move, they think of your organization.
  2. Customize those emails. Mona and her team customize their emails to include links to agent testimonials on their site, links to their compensation differentiators, a personal note to the agents from the broker, a spotlight of recent recruits including their name, photo, and charity of choice, and links to attend their agent networking events.
  3. Send Lumpy Letters to the top 25 recruiting prospects every month. Have some fun with them – and follow up with those prospects. This past month Mona used the Pop-On-By lumpy letter featuring a bag of popcorn.
  4. Use LinkedIn to connect with potential recruits. Send them a message, endorse them, write a reference then follow up. More often than not, you’ll have done more than their current broker.  (You may also want to review the Roberta Ross video in your membership platform library of webinars on demand where she expertly maps out the 20-10-5-1 social media strategy that is powerful for both recruiting, and for your agents to use in their marketing.  Log in and look for it in the Webinars on Demand tab.)
  5. Sponsor fun events. We loved the Taco & Tequila Tuesdays hosted by Mona and her company. They’ve created a fun networking opportunity where agents can connect, share ideas and learn.  They host it at a restaurant near their company headquarters and offer dessert back at the office where they can tour the facility and get to know more about what the company offers.  Their current team of agents “admission” to the event is to bring another agent.  Everyone has fun – and it’s bringing agents through the doors!
  6. Call at least ten agents a day for appointments. You won’t reach all ten more than likely, but you are making the calls and contacts and setting the stage for success.
  7. Let them know that you want them on board. Often brokers feel like it is too strong to ask for the commitment after the first recruiting appointment, but what they don’t realize is that often means the potential recruit isn’t even sure that you WANT to hire them. Be assertive, friendly – and try Judy’s classic handshake close that has helped brokers all over the world hire people on the spot.  (You can learn more about that in the interview skills section of your 7+ hours of audio training.

These powerful steps are a great way to create the kind of dramatic momentum that Mona is experiencing. The right tools, strategies, and of course – perseverance as a recruiter is a win-win-win combination.

Thank you so much Mona again for sharing your insights and ideas! You’re terrific! If you’d like to send referrals her way she can be reached via email here.

If you missed the webinar, please log into your Profitable Recruiter account to watch on demand!

Stay positioned with the agents you are eager to recruit!  Join us today and take advantage of our special 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.    

Attention Real Estate Pros: Have You Checked Your Pulse Lately?

The Secret Weapon for Real Estate Pros to Generate Leads on LinkedIn

By Guest Blogger Rhonda Sher

One of the most overlooked resources in the world of social media for real estate agents is LinkedIn.  LinkedIn is a platform that can help real estate agents grow their referral base, generate leads and enhance their brand and credibility. Many real estate agents spend their time on other social media sites like Facebook, and ignore LinkedIn which is where connections to powerful referral partners like divorce attorneys, mediators, financial planners and other professionals can be created.   LinkedIn is a place to establish credibility, produce valuable content, put videos of happy clients talking about their experience and create powerful referral partner relationships.  It all starts with a complete, professional profile.  Once that is accomplished, the lead generation can begin.

One of the best ways to take advantage of LinkedIn’s reach is to publish on their platform Pulse. It is free and easy to use.  The purpose of publishing on Pulse is NOT to sell – it is to inspire, motivate and educate the readers.

Keeping in mind the fact that LinkedIn promotes content from their Influencer network quite heavily, it makes sense to publish on Pulse and to look at what makes a post successful.

Steve Rayson, a writer for Buzzsumo wrote an article in December 2016 entitled The Most Successful LinkedIn Headlines and Topics of 2016.   Steve found that the most commonly used three word phrases are:

  • You need to
  • Why you should
  • Can learn from
  • The future of

These headline starters are ideal for real estate agents to use.  They meet the criteria of educating, motivating and inspiring.  Think about what you can write about incorporating these commonly used phrases.

If you want to generate more leads, increase your credibility and brand and be seen as a thought leader and resource that connections will refer to as an expert, consider publishing on Pulse consistently.  Here are a few topics to get you started:

  • Trends you need to know about in (your local market)
  • Why you should remove personal items when holding an open house
  • What you can learn from kids selling lemonade at a homemade stand
  • The 7 things you should expect from your real estate agent

Sharing an opinion on a topic allows readers to get to know you on a more personal level. The subjects to write about are endless.  Read other people’s posts on Pulse to get some inspiration.

If writing is not your specialty, consider outsourcing it to a specialist.  Make sure that the ghostwriter understands you, your brand and can speak in your voice.  One of the best places to find a ghostwriter for your content is on LinkedIn.

Take your pulse and start writing.  Do it consistently and your visibility as well as your leads will increase.

Rhonda Sher is a Business Connection Specialist, author and speaker.  She is an expert on LinkedIn and works with realtors, business professionals, speakers, coaches and entrepreneurs helping them generate revenue and relationships.

Ready to kick up your recruiting, and position yourself to attract the agents you want sooner rather than later, join top brokers from around the nation who are members of www.TheProfitableRecruiter.com. You’ll get all the tools you need each month to position yourself as the broker to join when agents are ready to make a move. Fine tuning your skills this summer? All pro members get access to over SEVEN hours of training via downloadable links including interview skills, scripts, objection handlers, and more. PLUS, you’ll have access to entire libraries of recruiting letters and notes, emails, social media content, training webinars for recruiting and retention, and opportunities to network with the best of the best.

Join today and 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!

Want your eNews recruiting done for you? Check out our new Concierge service that manages your email marketing for you! 

LinkedIn for Realtors – Converting Relationships to Revenue

With Guest Rhonda Sher

We were thrilled to host guest Rhonda Sher, the LinkedIn Diva who shared powerful, insightful strategies that real estate professionals can begin using immediately to drive new business, recruit great agents and present themselves in the most professional way possible. The statistics she shared and solutions for moving your business forward were wonderful and we are so grateful for her time and willingness to share.

You can connect with Rhonda at Linkedindiva.blogspot.com.

Thanks so much Rhonda!

Having the right systems and strategies in place takes some of the guess-work out of your success.  We are happy to be a resource to help you develop a strong, supportive culture in your office, stay top of mind with the recruits you want to hire, and give you the scripts and dialogues you need to close even the savviest of agents to join your team.  Want to learn more about how to become a more profitable recruiter?  Check out our Membership Benefits and enroll today.   

Take advantage of our special offer!  Make any Profitable Recruiter Pro Membership part of your business plan, and take 30% off with the promo code 30OFF — PLUS, have the ability to add up to 10 managers or admins to your account at no extra cost!  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, more than 30 webinars on demand, scripts, letters, social media tools and more!  What are you waiting for? Register today

Want your eNews recruiting done totally for you? Check out our new Concierge service that manages your email marketing for you! 

 

Webinar On Demand: Recruiting Strategies with Keith Pike

We had so much fun with this month’s guest, award-winning recruiter Keith Pike, that we decided to break our own member-only rules and share this powerful, insightful and just fun interview with our entire newsletter list.  Keith owns RE/MAX Elite in Little Rock, Conway, and Bryant, Arkansas, and RE/MAX Infinity in Overland Park, Kansas and was kind enough to share the strategies and tools he uses to knock it out of the park!

We loved every minute and know you will too!

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!  Make any Profitable Recruiter Pro Membership part of your business plan, and take 35% off with the promo code PLAN35 — PLUS, have the ability to add up to 10 managers or admins to your account at no extra cost!  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, more than 30 webinars on demand, scripts, letters, social media tools and more!  What are you waiting for? Register today

 

How to Out-Perform, Out-Edge, and Out-Brand Your Competition

An Interview with Branding Expert and Keynote Speaker Sima DahlHeadshots

By Julie Escobar

Marketing and branding yourself in today’s world is a whole new ball game from what it was even just a few years back.  That’s why we’ve invited Sima Dahl, one of the top speakers in the field of social selling, social networking, and personal branding, to be our guest speaker for this month’s webinar as well as our spotlight expert for the week.

Here’s what we learned…

Q:  Sima – your systems and strategies take social selling and social networking to insanely powerful new levels – can you share how your approach is so different?

A:  For many business owners, consultants and independent agents, there is simply not enough time in the day for all things “social.” That was certainly the case when I started my business nearly eight years ago. With a 20-year track record of success in B2B marketing, I knew that I had to weed through all the hype and drill down to scalable tactics that delivered results.

And what I discovered is that at the business level, social media does not replace effective marketing, nor does it fix an inability to close sales. What it does is amplify what’s working, and that’s powerful. So we start there. Success in any social business endeavor requires laser focus, relevant content, and consistent execution. I advise clients that sell into well-defined target markets to carefully consider just how much “social” is necessary to reach their target market. It’s often less than they think.

But where I pivot from other advisors is that I am a strong proponent of the personal brand as a means to open doors, generate referrals, and attract qualified business. Through intentional networking–both online and off–even the business professionals can achieve heightened visibility and awareness in just 15 minutes a week.

Q:  For real estate pros – like most salespeople – success lies in staying top of mind – can you share your top three ideas for helping them do that across their social platforms?

A:  In my keynotes and workshops I remind people that social networking is an action verb, so first and foremost, you have to actually log in! Too many people create a profile and think their work is done, and that couldn’t be further from the truth.

One you log in, start by updating your status. Status updates will be different depending on what platform you may be on. For example, Facebook updates will be more casual, and LinkedIn more buttoned up. But status updates act as little billboards that remind people who we are and what we do.

Next, use the Thumbs Up liberally. It may sound overly simplistic but when you “like” or comment on someone’s status, your name pops back into his or her brain.

Finally, connect the dots… Just like we do in the offline world, we can leverage social platforms to make introductions, recommendations and referrals. And that is a gift that people don’t soon forget.

Q:  Most agents are at a loss in terms of how to optimize their social profiles – any guidance you can give there?

A:  My advice is to be as specific as possible. Too often I see business owners and sales professionals throw really wide nets, hoping to catch more fish. But people want to know that you specialize in their needs, and their markets. Really be clear about your expertise and your accomplishments.  Choose your keywords and phrases carefully. But put it all out there, this is not the time to play small.

Q:  You have such a strong sense of branding – can you share some insights on how to build a successful brand with our readers?

A:  People buy from people they know, like, and trust. And they refer them too! Realtors are in the people business, and their personal brand is inextricably woven with their business brand. One might argue that the personal brand boosts the business brand rather than the other way around. With that in mind, I coach anyone in professional services to practice what we marketers call “consistent messaging across touch-points.” Consider your entire footprint – online and off. From your sales collateral and business card to your online profiles and email signature, remind me of who you are, what you do, and what makes you special, and remind me often. And stay on point. Just because you tell me once doesn’t mean I remember. Stay visible, stay focused. Be the Chief Marketing Officer of Brand You. That’s where it all starts.

Q:  If our readers want to connect with you – what’s the best way to reach you?

A:  I’m happy to connect wherever they find me! To get an invitation to my launch party for my new website, sign up at SimaDahl.com. In the meantime, here’s the best ways to reach me:  Email: Hello@SimaDahl.com or Phone: 312-884-1888 LinkedIn.com/in/SimaSays or Facebook.com/IAmSimaSays or Twitter.com/SimaSays

Awesome Sima. Thank you so much for your time and expertise today.  We so look forward to your sharing with our members in depth in our hour long power session on Monday, November 23rd, from 2:00 PM – 3:00 PM EST.   You share social insights like no one I’ve ever heard before and your strategies are actually ones that people can wrap their heads around, and more importantly – take action on! 

Profitable Recruiter Members, please login to your platform (or check your emails) today to get yourselves and your agents signed up for this powerfully important webinar.  Everyone in your organization contributes or detracts from your digital footprint — you’ll want to invite your whole team to listen in and not miss a minute. 

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 winter offer!  From now until January 2nd, make any Profitable Recruiter Pro Membership part of your 2016 business plan, and take 35% off with the promo code PLAN35 — PLUS, have the ability to add up to 10 managers or admins to your account at no extra cost!  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, more than 30 webinars on demand, scripts, letters, social media tools and more!  What are you waiting for? Register today and write it off as a tax deduction!