How STRONG Is Your FOUNDATION?

Posted on October 23, 2014 by The Profitable Recruiter

3 Principles for Success

by Real Estate Coach and Speaker 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: doing 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 insure they succeed?

C Coaching. Coaching is a power word for today’s professional. 68% of successful REALTORs have less than 5 years experience and are unsure what to do next. Don’t over estimate 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 info 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.

If you’re ready to give your team or organization a truly solid foundation — put systems in place that position you to build the team you really want, or learn more strategies for working smarter, not harder, 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.

Getting the 4-1-1 for Effective Recruiting

Posted on September 15, 2014 by The Profitable Recruiter

Insights and Solutions from Top Broker Nick Libert

As we head into the fourth quarter, we wanted to learn some insights on some of the SYSTEMS brokers put in place to help them stay ON TRACK for the long haul, even when days get busy and life gets hectic. We got some wonderful ideas from top broker Nick Libert last week who was kind enough to share his thoughts, experience, and what’s working for his organization!

Here’s what we learned:

Q: First, thank you for participating! Can you tell our readers a little about yourself so they get to know you and your business!

A: Sure! I have been in the business 16 years, 13 of those as a broker/owner. My business is downtown Chicago and all suburbs of Chicago. I started in the business at Coldwell Banker, and after 3 years as a top producer left to start my own company. In 2005, I was bought out by Keller Williams and took over as managing broker of one of their offices in downtown Chicago, growing it from 30 agents to over 140. In 2008, I took the leap to Exit Realty.

At Exit, I first came on board as an agent to ensure I liked it before I bought a franchise. After a year and a half, in October 2009, I purchased my franchise. We started with 8 agents, and today have over 115. Our next step is to begin servicing NW Indiana as well as our current domain in Northern Illinois.

We are the largest and most productive franchise of Exit in Illinois, and I still maintain a healthy sales volume personally, being the #1 agent for Exit Realty in Illinois for 2014.

Q: Brokers and recruiters juggle many hats each week — can you tell us how you prioritize your activity and a tip for our readers on how to best manage their time (especially during a busy recruiting season)?

A: I time block my days from start to finish–I wake up at 6 am most weekday mornings and get my “big rocks” out of the way…my workout puts me in the right mood, and then it’s my social media, prospecting, and appointment setting for agent interviews.

I use a 4-1-1 Goal Setting and Accountability flowchart to ensure I am on track for my weekly, monthly, and yearly goals–I share this with my agents so they know what I am up to and so that I can lead by example.

I get our monthly training calendar done in advance, so I can plan my daily recruiting appointments around that. I use google calendar to share with my staff so they can assist in my scheduling. I have a recruiter who does much of my heavy lifting in terms of appointment setting, so that I can spend more time in the actual interviews themselves. Finally, I ensure that I spend time weekly offering 1 on 1 coaching for my agents, so they feel connected even if it’s been a hectic week overall.

Q: How do you help your agents get on track and stay there so they are more likely to hit their goals?

I encourage my agents to use the 4-1-1, a time-blocked calendar, and a business plan outline and require it for their coaching sessions to be the most effective. I also send out their production to them monthly breaking down income, listings and sales for the month and YTD.

Q: How much training and coaching do you provide to your agents and how important do you feel that is to your recruiting efforts?

A: Training and coaching are vital to creating a healthy ‘ecosystem’ within an office. A beautiful office space with no culture or support is dead space–the agents must feel like the broker is there to help them build their business, not take from them. We have a monthly training calendar packed with events, along with 1 on 1 opportunities to coach with me. We also ask our top agents to train and share.

Q: What do you think sets you apart in your market in terms of positioning yourself as the turn-to broker for those agents who are looking to make a move?

A: First off, experience. Agents know I have been in the industry as a top producer for many years, and in diverse parts of the market. If I don’t have the answer, I can find a resource quickly. Secondly, accessibility. I pride myself on having an open door and an open phone line–in particular, my smart phone is on me 24/7 and my agents know I am there for them. Finally, the Exit formula allows for splits above 100% through the power of residual income–a true 3rd income stream beyond listings and sales. I believe that gives us an advantage.

Q: If you had one piece of FAVORITE advice you could give a fellow recruiter – what would it be?

A: Your goal should not be to recruit, but build a vision so that from day one you are actually RETAINING. Encourage agents to help the company grow, and it becomes a family. Empower their business!

Q: If our readers would like to connect with you – do you have a url or social media address where they can find you?

A: Absolutely! I’m active on all social media @NickLibert

Awesome stuff Nick – thanks SO much for sharing your vision, insights, and ideas with our readers!

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.

Two Pieces of Advice

Posted on September 6, 2014 by The Profitable Recruiter

For Recruiting in Today’s Market

By Julie Escobar

I’ll bet some of you didn’t know that WAY back in the day, Judy LaDeur and Floyd Wickman worked together bring smart tools to agents and brokers alike. When looking for some dynamite ideas to share with today’s recruiters, I came across two amazing pieces of LEADERSHIP advice from these two real estate rock stars!

Floyd Wickman: My best advice for management today? Start with accountability. If there’s ever been a time to raise standards, it’s now. If there’s ever been a time when an owner should say, “In order to work on our team, in our family, we have basic requirements,” it’s now. I’m reminded of a broker who once said, “My people wouldn’t live up to my standards, so I lowered them.” That’s the opposite of what needs to be done.

Second, insist that your people do the basics. Any broker who does a quick analysis of his or her agents by asking, “How many prospective buyers, sellers or lookers have you been face-to-face with in the past two weeks?” will likely be shocked at the answer. Agents say they’re hungry, but are they doing what they need to do to move ahead? The solution is to get face-to-face with their customers. So many are face-to-face with the mirror, each other and their families right now—but the real answer is to see the people and get out there with customers.

Next, work as a team. “Teamwork makes the dream work,” as they say. It creates synergy, and if there was ever a time when we needed synergy, it’s now. I’m on a quest to show brokers how to convert their office of individuals into ONE TEAM. We’re seeing some pretty powerful results because of it, so we know that it works.

Judy LaDeur: It all starts at the top. Your agents will follow your example, so find something positive to feed them each week. Show the productive ones that they are in the top 10% of agents nationwide, or whatever the correct number would be for your staff. Right now, 80% of agents are doing very little or no business, which means that the productive ones are among the top percentile of agents in the nation. Be forward thinking — and forward acting — to ensure that your team knows that you are there – and that you care. Give them the training and the tools to consistently rise to that top percentile. Motivate them weekly to aspire to greatness. Create a great press release for agents to share, or a recommendation letter they can send to their sphere of influence. Acknowledge the great producers and the consistent producers on your social media platforms. Give them a recommendation on LinkedIn. Invite them to lunch to say thank you. Bottom line: If your agents are discouraged and worried, take a look in the mirror, do a check-up from the neck up, and see if there is something that you could be doing to change the attitude and motivation in your office.

Thanks to you both for the incredible food for thought! Do you want to learn more about managing change and maintaining 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.

Creativity and Consistency…

Posted on August 20, 2014 by The Profitable Recruiter

Two Keys to Success with Estonia’s Kati Israel

By Julie Escobar

This week we introduce another spotlight broker from around the globe to share her strategies and ideas with our readers – Kati Israel all the way from Estonia. She brings to us a young, vibrant, and creative take on positioning yourself to be the broker to call in your area.

Here’s what we learned…

Q: First can You tell our readers a litte about yourself?

A: Sure, my name is Katrin Israel and I work as a broker owner/agent in RE/MAX PLUS office in Tallinn, Estonia, which is a small country located in Northern Europe with 1.4 million people. I have worked in real estate business a bit more than 3 years now and I purchased a RE/MAX Franchise together with my two colleagues at the begininng of this year. Before that i was working as an agent. I am thankful for that opportunity and I really enjoy and love my job.

Before I joined RE/MAX family, I worked at Swissotel Tallinn. Swissotel Hotels and Resorts is a deluxe business and leisure hotel chain, and I worked there as an Executive lounge receptionist.

Q: How important is consistency to your recruiting efforts would you say?

A: In my opinion if You want to be successful then consistency is definitly the key word. You need to have a plan and you need to follow your plan and activities. Sometimes it might be hard to motivate yourself and follow the plan but if you want to be succesful then that is the thing you need to do. I can say that consistency is one of the most important thing in our job. It does not matter if you are a real estate agent, broker owner or regional owner – you still need it!

Q: What are you doing to creatively stay top of mind with the agents in your market?

A: Our office is still very young because we bought the franshise at the end of February this year. Our team is young and very innovative and we try to do things that other offices do not do. One of the first things we did was to make a movie about our team. The purpose was to show to public how we work and what activities we do together, also to show our strong teamwork and positiive atmosphere in the office. To be a litte bit different we also made a small teaser trailer to that movie just to put a little more fun to it. During the football World Cup we also did a world cup finals calendar and we shared it with everybody for free. It also included an advertisement about our team and that we were recruiting.

We also had a RE/MAX PLUS sail made for our boat. It has been very popular already. Just recently there was a big sailing competion in Estonia which lasted a whole week and online newsletters took lots of pictures of our sail and it was everywhere in the news. Besides brand marketing it also served another purpose: we are now able to take our best clients and partners on some boat trips with us. They love it!

A few times in a month we also do online newsletters for the existing agents. We also had an office bowling night and we asked other agents to join us which was a lot of fun. During the World Cup we organized big gatherings where we could all watch together.

RE/MAX PLUS is also very active on Facebook. When one of our agent closes a deal, we always say something nice to congratulate them and include a picture. In the future we want that if our Facebook fans see the pictures, then they already know that we had a deal that day.

Q: What do you feel is a priority component to becoming (and staying) a profitabel recruiter in todays market?

A: Again, the key word is the consistency! It doesnt matter what you do, but you need to do it consistantly. Add to that — smile and be positiive and don’t give up! Make a plan and start following it!

Q: What is your top tip for new recruiters?

A: Everybody knows that it might be very hard in the beginning, but don’t give up! Just keep on doing what you are doing and do it consistently. You need to be active and positive, and that energy will for sure bring you to the next level! You need to dream big, believe it is possible, believe in yourself and in your team! You have all the opportunities in front of you!

Q: Great! If our readers want to connect with you-is there a social media or website url that sorks best?

A: Everybody can always contact me via Facebook! I would be really happy to answer to the questions and you can always add me on facebook!

Great stuff Kati! Thanks so much for sharing! If you want to learn more about becoming a profitable (and CREATIVE) recruiter, contact us today, or visit our Member Benefits page to learn how we can help you get started now!

How to Position Yourself to Win Even in Challenging Markets

Posted on August 11, 2014 by The Profitable Recruiter

Insights and Ideas From Finland’s Maija Jussila

By Julie Escobar

Continuing on our quest to bring you some of the best real estate recruiting insights in the business from all over the globe, this week be bring you great advice all the way from Finland and top Recruiter and Field Director Maija Jussila. She shares some of her strategies for positioning yourself to WIN in even the most challenging markets.

Here’s what we learned:

Q: Hello Maija! Can you tell our readers a little about yourself to start?

A: Yes, I work at the head office of HUOM! real estate chain as a Field Director. HUOM! started its operation in May 2011 and it is the fastest growing real estate company in Finland, now the 4th largest company. My job as a Field Director is to support regional businesses, train regional broker owners and agents and also take part in recruiting. In addition, the head office has three of our own offices, which are in my responsibility. Recruiting is a big part of my work in these three offices. As a member of HUOM! real estate chain management team I take part in strategic planning and implementation.

Before HUOM! I worked as a Regional Director in RE/MAX Finland. When I started in RE/MAX Finland there were about 20 agents and when I left there were 200 agents. When franchise ownership changed in 2011, I started working at HUOM!. I have 10 years’ experience in the real estate business, four years as an agent and as well I have long career in banking industry as a Client Executive. I´m a very competitive person, not only in business but also in sports (golf).

Q: Awesome! What do you think it take to run a profitable brokerage in today’s market?

A: Real estate markets are very difficult in Finland due to a prolonged recession. I only recruit experienced agents that I trust and who are more productive quickly. I believe that productive agents are happy and happy agents are productive. Recruiting has to be constant process, because unproductive agents leave. In challenging markets struggling agents need more support from both a recruiting and retention standpoint. Goal-directing is always key for helping agents, as is supporting them to reach those goals. We’ve found that having our agents goals as well as the company’s goals clearly in mind at all times to be a great benefit. I’ve also found incredible value in working with Judy LaDeur as my business and recruiting coach. From her training I get new ideas, knowledge and a huge amount of energy. Especially during the challenging times, I have noticed how important is to get coaching to get on track and stay there.

Q: That’s great! Maija, how do you identify your ‘hit list”?

A: I have three categories for my prospects: A, B and C. I constantly follow the listings of our competitor companies and I also collect recommendations of potential agents from my existing agents. This is the way I know which agents are our best candidates for recruiting. Category A includes the most wanted agents and I contact regularly. Two other categories have less hot prospects. Maintaining the list keeps me up to date by agent markets. In the future I´m going to also recruit new agents, but in these markets it is harder for newcomers to start.

Q: What are the biggest challenges with regard to recruiting, and how are you addressing those challenges?

A: The biggest challenge in recruiting is definitely own time management. Days are busy and it’s easy to want to postpone calling my prospects. I got an excellent tip for that problem from Judy. My aim is to make at least five phone calls for prospects per day. In the morning I put five chocolate bites on my table and eat one after every call. My table has been empty every day! That’s how much I love chocolate! And I have also reached my goals in recruiting. That’s a win-win!

Another big challenge in Finland is to find agents who have licenses. The law changes by the beginning of 2016 and then at least half of agents in offices must have licenses. Hence everyone else wants to recruit licensed owner agents too. I have succeeded quite well already because in our offices, 70% of the agents are licensed. I like the operation model of HUOM! in Finland, but agents are different and want different kind of things. Money isn’t always the most important thing in changing offices. In recruiting it is important to find out what motivates each agent the most.

Q: What should a broker’s top priority be to become a profitable recruiter?

A: From my own experience I can say that in order to become a productive recruiter, training for recruiting is very important. Learning is constant and getting support and new tips, it is easier to get good results. Great results motivate and inspire me and my own enthusiasm shows surely for the prospect.

Q: What would be your one best tip for new recruiters?

A: I am a very goal-oriented person. I recommend you set a challenging and absolutely written goal for recruiting. Written goals guide your actions and are easier to achieve than the goals which are only in your mind.

Q: Wise words! If readers want to connect with you – what’s the best site to do that?

A: You can reach me on LinkedIn at: https://www.linkedin.com/pub/jussila-maija/7b/252/264

Thank you so much Maija! We appreciate your sharing your ideas with our readers.

Want to learn more about becoming and STAYING a PROFITABLE broker? Bookmark our blog, and join us to tap into a full spectrum of membership benefits with all the tools, strategies and solutions you need to become the turn-to broker in your area for top agents. Learn more…

How to Position Yourself to Recruit This Fall

Posted on August 4, 2014August 4, 2014 by The Profitable Recruiter

Our Webinar-On-Demand

What a great time we had sharing with brokers how to position themselves to recruit the team of their dreams in our Webinar. Great questions. Incredible insights. And real-world recruiting strategies for brokers around the globe! Take a look and let us know if you have any questions.

Want to take advantage of our 10% off registration webinar promotion? Become a member today and use promo code FALL10 to save 10%. Want to learn more? Contact us today to learn more!

Four Words of Advice for Today’s Recruiters

Posted on August 4, 2014 by The Profitable Recruiter

Awesome Insights from Recruiter Carl Vandergoot

By Julie Escobar

There is so much to be learned from like-minded colleagues in our industry and it’s just incredible when someone is open to sharing their knowledge with others. This week, we caught up with a terrific broker and recruiter Carl Vandergoot who gave us his insights for becoming and staying a profitable recruiter in today’s market.

Here’s an excerpt from our interview:

Q: First, Carl, can you tell our readers a little about yourself and your business?

A: I sold real estate for 29 years the last 7 as Broker Owner of RE/MAX Centre City. I do not sell real estate anymore, just manage and coach our agents. I have sold nearly 1,800 homes in my career, and I use this in our “Coaching with Carl” program, to increase the production of our agents. We are a team of 105 Realtors — of which 99% are full-time agents. We have the highest per person production in our city by 50% over our competition. Our company is agent driven, THEY are our customers. Both our staff and I are totally dedicated to providing as many tools possible for our agents to do business at a high level. We provide the highest level of service to our agents by giving them the freedom to sell and not worry about the details. We have a Virtual Assistant, Pre-Listing Packages and Listing Presentations that we fully customize and prepare for them. We create Client “pop-by” gifts, Just Listed and Just Sold cards and much more.

Q: Wow – that’s awesome! What kind of trends and changes are you feeling in the market as a broker and recruiter?

A: Market changes would be pressure on lower commissions (That’s why we create the programs we do–to fully arm our agents when going on an appointment.) I believe that there are two types of real estate companies emerging…the Full Service Brokerage which is totally focused on the agent and the companies where the primary feature is a low fee. Agents who really want to grow their business are looking for a full service Brokerage to help them do more business. The public is much more educated today and they have tools that never used to be there in the past…primarily the Internet with access to all the data. Agents today need to sell their services and their negotiating skills more than ever before.

Q: What would you say are the top practices you use to recruit (and keep) a solid, cohesive team of agents?

A: Let them know that you care about them and their customers. Be innovative with new ideas and technology, and provide more tools and services to make it easier for them. I have learned that most agents can have a great idea but never implement it…that’s what we do and they love it.

Q: Do you have a favorite “Judy strategy” that’s worked for you in your recruiting efforts?

A: I have many…the best are the “Lumpy Letters”.

Q: If you had to give one great piece of advice to a new or even experienced recruiter and broker –what would it be?

A: That’s easy: PICK UP THE PHONE!

Q: Great advice Carl! If our readers want to connect with you – what is the best place to do that?

A: Sure – you can find me through my site: www.carlvandergoot.com

Thank you so much Carl for sharing your experience and ideas. We appreciate the opportunity to connect industry leaders from all over the globe who are willing to share what it takes to succeed with less stress in our business!

How to Get Positioned to Win This Fall

Posted on August 1, 2014 by The Profitable Recruiter

Recruiting Season is Almost Here – Are YOU Ready?

Join us for the Top Strategies for Recruiting the Team You Want This Fall with Coach Judy LaDeur. Get all the tips and tools you need to position yourself to be the broker to contact when the market picks up and the fall rush is on. You’ll laugh, learn, and more importantly, come away with a to-do list that will set you up for success!
Here’s what you’ll learn:

What is “recruiting” season? And why you can you hire more agents at this time of the year than other times?
Why does “recruiting season occur” at the end of August?
What can you do to be positioned this year, and every year for recruiting season?
What marketing materials are best leading into recruiting season?
What marketing materials are best when you are in recruiting season?
How can you insure that your agents are not vulnerable to the competition?
Why the profitable recruiter features top agents each quarter and why we have them scheduled to occur at the beginning of EACH recruiting season.

Will you be positioned when the NEXT recruiting season begins? It takes 4-6 months to establish a relationship, so start NOW! Register today to learn how!

Always Hire Better Than Yourself

Posted on July 31, 2014 by The Profitable Recruiter

Unstoppable Team Advice from Top Broker Steve Allcorn

by Julie Escobar

One of the things we’ve found brokers want most is to tap into what their colleagues around the country – and even the worlds – are doing to build their businesses with more productivity, profitability and less stress! A big thank you to those brokers who are willing to share their experiences, and secrets of success. This week, we connected with the unstoppable Steve Allcorn, who was kind enough to inspire us with a view from his point of view!

Here’s what we learned…

Q: Thanks so much Steve for sharing with us. First, can you tell our readers a little about yourself to start?

A: Sure. I started in the real estate business in 1989 and have always been with RE/MAX. I Purchased a RE/MAX Franchise in 1992, and opened a RE/MAX office in Flower Mound. I built that office to 40 agents, then sold to Mark Wolfe in 2000, and stayed on as an agent. In 2005, I moved into management, and became company’s General Manager. At that time we had 5 offices, and 250 agents. By 2008, we grew to 300 agents and 6 offices. The market crashed and we dropped back to 250 agents before hitting bottom, and starting to rebound. Currently we have 7 offices, and 310 agents.

Q: Wow! That’s powerful. What does it take to manage a group of recruiters and brokers?

A: Always hire better than yourself. I motivate my team, and make them accountable, but give them plenty of leeway to do what they each do best. Each of my managers has a different style. Collectively, we have an unstoppable team. Once an agent has joined, we rarely lose them.

Q: How do you measure a SUCCESSFUL year?

A: When most of the agents that have joined came from our agents referring them.

Q: What are the biggest challenges with regard to recruiting, and how are you addressing those challenges?

A: Staying on point. Doing the power hour consistently, day in, and day out is grueling, but necessary. We have found that doing a 1-2 month hard hitting recruiting effort/campaign, followed by a month off, keeps us from getting burned out. Don’t get me wrong, we are still recruiting during the month off, but the 2 months on is much more aggressive. We create goals, share them with each other in a group setting, discuss how realistic our goals are, and how we are going to accomplish them. We report the outcome daily or weekly to the group. When you have to be accountable for your actions to your peers, you tend to perform at a higher level.

Q: Awesome strategy. Steve, what is your one or two best tips for today’s recruiters?

A: Research and learn as much about your recruit as you can before you contact them. Realtors like to talk about themselves, so when you know more about their business than they do, it blows them away. Also, help them recognize the things they don’t have or don’t like in their current situation. Never directly slam. The pain has to be discovered by them, not pointed out by you. I do this by sharing things we provide for our agents, that so happens to be things that they don’t have provided to them by their current broker.

Q: What is your top priority?

A: Honesty, consistency, and integrity. We have an outstanding reputation in our area, and have to maintain that, at all costs. If we do it right, the money will take care of itself.

Q: If readers want to connect with you – what’s the best site to do that?

A: Sure! Readers can find me online at www.facebook.com/rmdfw, or www.facebook.com/steveallcornrealestate.

Thank you so much Steve for all your wise words. It’s a constantly changing market out there, and always terrific to learn from our industry’s leaders what they are doing to stay relevant, ready, and positioned to WIN in their markets.

Want to learn more about becoming and STAYING a PROFITABLE broker? Bookmark our blog here, and join us to tap into a full spectrum of membership benefits with all the tools, strategies and solutions you need to become the turn-to broker in your area for top agents. Learn more…

Are You Following Up With Your Recruits?

Posted on June 5, 2014 by The Profitable Recruiter

Summer Recruiting Strategies

by Real Estate Recruiting Coach and Speaker Judy LaDeur

One of the easiest ways to recruit more agents each year is to follow up with those who say “no” initially. The decision to change offices is a tough one. Sometimes, due to fear of the unknown, the agent will stay put. Have you ever heard that people will stay with something they know, even if it is not good, rather than make a change? The logic is that at least they know what they have. Change requires that they venture into the unknown. However, Brokers who consistently follow up with agents after the interview, say that up to 50% of their hires each year were a results of follow up.

What about the agents who don’t want to get together right now? It’s all about timing, so if it is not the right time for them to get together, your job as the broker is to maintain a non-threatening passive series of contacts until they are ready. When something happens in their life or their office, they will be ready to meet. BUT they will only meet when you have stayed in touch.

When we train recruiters, we always recommend that they go out and interview with the competition before they start their job. It’s a great way to see what others have to offer, and a great way to check out their competition. Recruiters say that it is rare that ANY broker follows up with a note or card! I find that amazing. As a recruiter, I always followed up until I hired them or they went somewhere else. And if they went somewhere else, I still followed up because they might not be happy with the other company.

Register for The Profitable Recruiter today to stay in touch with those agents that you want. The best ones take longer, but they are worth it!

Judy LaDeur
President of Judy LaDeur International
www.TheProfitableRecruiter.com