Leading Through Change in the Real Estate Industry

Posted on November 26, 2023 by The Profitable Recruiter

26 Nov

In the wake of the recent National Association of Realtors (NAR) commission lawsuits and the striking 1.8 billion dollar verdict, the real estate industry is facing a critical juncture. As a real estate coach, I address this to all real estate leaders: this is not a time for panic, but rather a pivotal moment for decisive action.

Embrace Change, Don’t Resist It

The current legal developments are not mere bumps in the road; they signify a seismic shift in our industry. While it’s understandable to feel unsettled, we must remember that change is the only constant. The leaders who will thrive are those who accept this reality and adapt accordingly.

Develop New Skills Among Agents

In response to these changes, there is an urgent need for agents to develop new communication and negotiation skills. The traditional methods may no longer be as effective in this new landscape. Leaders should focus on equipping their agents with innovative tools and techniques for client interaction and deal-making.

Proactive Leadership vs. Reactive Waiting

Many leaders are adopting a ‘sit and wait’ approach, hoping for favorable outcomes from appeals and legal proceedings. However, this passive stance could be detrimental. The industry is evolving rapidly, and waiting could mean missing out on the opportunity to be at the forefront of this evolution.

Lead by Example

As leaders, you have the power to set the tone for your organization. By taking proactive steps now, you’re not only preparing your business for the changes but also demonstrating a commitment to staying ahead of the curve. This attitude can inspire confidence and resilience in your agents.

Invest in Training and Development

Investing in comprehensive training programs for your agents is crucial. These programs should not only cover the technical aspects of real estate transactions but also focus on soft skills like communication, empathy, and ethical negotiation practices.

Foster a Culture of Innovation

Encourage a culture where innovation is valued. This involves being open to new ideas, whether they pertain to marketing strategies, client engagement, or transaction processes. A dynamic and innovative culture can be a significant differentiator in a changing market.

This recent NAR commission lawsuits and the 1.8 billion dollar verdict are wake-up calls for our industry. Leaders must now step up and guide their teams through these uncharted waters. By focusing on skill development, embracing change, and fostering innovation, you can ensure that your organization not only survives but thrives in this new era. Let’s not wait for the future to shape us – instead, let’s shape our future. Let us know how we can help.

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Make Those Calls!

Posted on November 11, 2023November 12, 2023 by The Profitable Recruiter

11 Nov

A Recruiting Pep Talk

By Real Estate Recruiting Coach Judy LaDeur

Now, more than ever, making your phone calls should be your priority if your goal is to continuously build a great team. I do know that everyone has the best of intentions, and life happens. The world is crazy right now. There is so much distraction. However, now is the best time to get a great return on your investment of time spent on the phone and getting those appointments booked!

If you don’t make your phone calls, you could miss out on some great recruits this season. BEFORE everyone is in full winter mode – this may be a good time for agents who have not yet ramped up their business to make a move. That’s why we are seeing so many agents doing just that. I recently talked to one of my clients with a team of 12 managers that recruited 59 experienced agents in one month! Their combined production is $189,000,000! What would a month like that do for your results? The only way to know is to get on those phones. Of course, marketing, promoting your results, and networking also plays an important role. Marketing, promotion, and networking should enhance your results when calling. Would it be easier to make calls if you had just hired 59 top-producing agents in the past 30 days? Of course, it would, but it all starts with the call.

This time of the year, if you are not going to make the calls to book appointments, then hire someone who will. Someone recently told me that they thought that making calls was right up there with flying on airplanes, going to the dentist, or having a spider crawl up your leg as the greatest fears to the Broker owners of the nation. What are you afraid of? I have literally made thousands of phone calls, and I can count on one hand how many times someone has been rude to me. If someone even thinks of taking a tone with me, I’m quick to remind them, “I just wanted to remind you the fact that I’m calling you is a compliment to you today.” Usually, I’ll get a change of heart “I’m sorry, I appreciate your call; I was just…” Whatever their reason, stay on task and stay positioned.

One of the best movies I have ever seen that helped me with sales calls is the movie Boiler Room. Ben Affleck plays the role of a recruiter for new sales reps in a finance firm. While training a group, he tells them, “There is a sale made on every phone call; either you sell them to buy something, or they sell you why they can’t, but either way, a sale will be made.” What a powerful reminder. Keep Ben’s line in mind as you make your calls this month. Set yourself up for success. Plan your calls out ahead of time. Know who you are calling before you get to work. Many of the top recruiters still use the “old school technique: which includes a notebook with the names and numbers of those they are going to call written out. In the movie The Pursuit of Happyness, the true success story of Chris Gardner, this is the best example of discipline in phone prospecting I have ever seen. Chris is limited in the time he can call prospects, so he doesn’t drink water, which saves trips to the bathroom, and he never hangs up the phone, which saves him eight minutes a day. I’m not suggesting anything that extreme; however, have a plan before you arrive at the office tomorrow of who you will call and have their numbers handy. This organized plan will hold you accountable for your success.

Bottom line? Fire up those phone lines and make the calls. There are six specific audio-training downloads that revolve around phone scripts and strategies in your Profitable Recruiter classroom. The tools are right there at your fingertips – let us know if you need help accessing them!

Continue to learn how to be the master recruiting skills and be the broker to join your market. If recruiting is 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, and opportunities to network with the best of the best. Join today and take advantage of our special offer of 50% off with the promo code 50OFF for any pro membership.

We’re taking the guesswork out of recruiting for brokers — and they love it. We can do the same for you! Questions? Email us today.

7 Tips for Guiding Your Agents Through NAR Lawsuit Uncertainty

Posted on November 5, 2023 by The Profitable Recruiter

05 Nov

This year has felt like a rollercoaster for real estate professionals. Record-high home prices followed by rising interest rates. Bidding wars replaced by cooling demand. And now, the industry faces a new challenge: the recent NAR commission lawsuits and their potential to restructure the way agents do business.

With all this uncertainty, it’s natural for agents to feel shaken. As a leader, it falls to you to provide steady guidance.

Here are seven tips:

Remain calm and project confidence. Your agents look to you to set the tone. If you appear flustered, they will become more anxious. Show that you have a steady hand on the wheel.
Communicate frequently. Don’t let agents speculate and gossip. Be transparent about what’s happening and what it means. Hold regular meetings to answer questions. Silence breeds unease.
Put changes in context. The lawsuits will take time to resolve. Any changes will likely be gradual. Reassure agents that there’s no immediate effect on their business.
Shift focus to fundamentals. In uncertain times, smart agents focus on the basics: lead generation, marketing, customer service. Remind your team that these core activities drive success despite outside forces.
Find opportunities. Change brings opportunities, whether it’s refining your value proposition or attracting new agents. Focus on how your brokerage can adapt and improve.
Project positivity. Your attitude is contagious. If you act scared, agents will too. Share why you’re excited about the future and the success you see ahead
Be their anchor. Agents will sway with every market shift and news article. Your job is to ground them through the ups and downs. Be their voice of reason.

Real estate is constantly evolving. As leaders, our jobs are to provide steady guidance in both calm and rough seas. By relying on fundamental leadership principles, brokers can help agents thrive through uncertainty. With the right support, your team will ride the rollercoaster we’ve been on and emerge stronger than ever.

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 50% off with the promo code 50OFF any pro membership. That’s 50% 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.

Change Your Thoughts and Change Your Results

Posted on October 13, 2023October 14, 2023 by The Profitable Recruiter

13 Oct

Recruiting Mindsets for Success

By Real Estate Recruiting Speaker and Coach Judy LaDeur

Recruiting remains the #1 challenge for most brokers and managers. Why? For many it feels overwhelming. Especially in today’s world of global distraction!

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 50% off with the promo code 50OFF any pro membership. That’s 45% 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.

It’s NOT Just a Numbers Game

Posted on October 9, 2023October 10, 2023 by The Profitable Recruiter

09 Oct

It’s a PEOPLE Project

by Real Estate Recruiting Coach and Speaker Judy LaDeur

Since the dawn of recruiting, we’ve all been told, “it’s a numbers game,” and “it’s a contact sport”. While a portion of that is true – you do have to contact a number of people CONTINUOUSLY to recruit new agents and build your company, it’s not JUST about numbers – or contact. It’s about PEOPLE. And RELATIONSHIPS. Because that is the business you are in really. Not real estate – but those hard working folks who list and sell every day that are people. Getting to the heart of what makes them tick, what makes them successful, and what makes them think of you when it’s time to make a change is the biggest job you have.

So there are a three truths you should know…

It’s not about the money. Almost every time an agent leaves a current broker it doesn’t have anything to do with money. It’s usually a lack of trust, a breakdown in the relationship, or a shift in culture in the company. So keep this in mind – both for staying in touch with those you want to recruit – and maintaining a great relationship with those current agents you want to KEEP.
Salespeople don’t like to be SOLD. If every contact you make with the folks in your pipeline is about pitching them to move to your office, save yourself time and money now. It won’t work. What does work is CONSISTENT interaction? Non-threatening, non-salesy interaction with something of value. Something that makes them WANT to hear from you.
It’s not about the first contact or the last. It’s about showing up time and time again in a supportive and positive way. Agents who are looking to make a move don’t go with the first broker that tried to recruit them or even the last – they go with the one who is rock-steady and always there.

Our brokers are loving the way we help them stay consistently in touch and build those relationships. And our Monday Morning Wake Up Call eNewsletters are not only getting the job done for bringing on new recruits – but for helping their agents build their book of business too. As motivational messages with a clear story to tell, valuable information to share, and inspiration that kick starts the week off right, it’s become a tool that allows brokers to stay in touch, share a real estate success strategy, and keep top-of-mind with both their recruiting prospects and their current team. The side benefit? Is the agents then share that message with their sphere and farm and your branding and positive impact on the market spreads.

Picture this: Let’s just say, for easy math’s sake, you are a broker with 50 agents in your office. (Multiply the math for your current numbers.) You send your message every Monday to your current agents. You deliver the agent version of the Monday newsletters (that we provide to our members) and invite them to tweak it, make it their own, and send it to their sphere and farm. If each of your agents has 200 in their sphere or farm, you’re then reaching 10,000 people each week (and helping your agents do the same.) Add to that a recruiting hit list of 50 agents, and you invite them to also tweak and make it their own and share with THEIR sphere or farm. That’s 20,000 each week you are touching. That’s going a long way towards making a serious impact on your market, your communities, and the agents who service it.

Will they all do it? Of course not. But will it stick with the ones who are eager to take the lead? Absolutely. Will it make a difference to those agents who are ready to make a move and wondering who to turn to in terms of a new company, culture, and broker relationship? You bet it will. Position yourself today to be THE broker to talk to in your market. Actively. Consistently. Positively. Your bottom line will thank you for it.

The key to making recruiting easier – and even more fun is to dare to be different. To set yourself apart from your competitors. Our members tell us that we make that so much simpler by providing the creative how-to’s each and every month so they can focus on getting face-to-face with new recruiting prospects. Every month they can choose from new lumpy letters (for top rung recruits), seasonal letters (for B & C lists), and they stay positioned with all of their recruiting lists by using their Monday Morning Wake Up Call eNewsletters and social media tools. Then they use the training they get from the 7+ hours of audio training and 35+ webinars on-demand to feel confident, competent and ready for anything when they have that recruit on the phone or in an interview.

You can too! Join today and take advantage of our special offer of 50% off with the promo code 50OFF any 6-month or annual membership. 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.

Creating Your Fall Recruiting Hit List (Don’t Wait)

Posted on September 9, 2023September 12, 2023 by The Profitable Recruiter

09 Sep

Overcoming One of the Biggest Recruiting Hurdles Brokers Face

Hands down, one of the biggest obstacles brokers have to kick off their recruiting efforts is building the list. It’s a little funny because most of these same brokers would be first in line to teach their AGENTS the importance of building THEIR list – their farming/prospecting pipeline. In a time where competition is high, and recruiting isn’t a ‘should do’ but a ‘MUST do’ – it’s time for all brokers to ‘walk the same walk’ that they encourage their agents to walk. In other words – build your list! And don’t wait until October to do it!

Here are three great places to start:

Competitors: List ten companies in your market that are at an equal or just below market share level comparatively to your office and identify the 5-10 agents you would most like to recruit from each and put them into your database. Jot down any facts you know of these agents; the more information you have on the front end – the easier it is to identify their hot buttons during your marketing and, eventually, in your interview.
Your Agents: Some brokers find this a little tricky, but here’s a great approach for making that conversation easier. Here’s a sample dialogue for you: “Hey Bill, I’d love for you to do me a favor. Take out two of your business cards. Now flip the first one over and write co-broke on the top for me. Please share the name of an agent with who you really had a great co-broke experience within the last 90 days. Awesome – now, flip the other card over and write One Desk on the top. Now, if you don’t mind sharing the name of the person who, if we ONLY had room for ONE AGENT in our market, you’d think would be a great fit for our office and you’d be proud to be associated with – who would that be?” Then you can quickly discern who the top agent fits would be by comparing all the cards from your agents. Follow up with these agents is a very ‘warm’ recruiting call. “Hi (name) – I asked my agents recently to let me know if we only had ONE desk, who their top choice in the market would be to fill it. Your name came up seven times! I’m very impressed. I’d love to make a little time for us to get to know each other better and discover how we might be able to make that happen!” You won’t get all of them right away – but put those in your database as well – with an identifier as “co-broke” or “one desk” and stay in touch!
Your local board: The agents most likely to make a move fall into the 1-7 year category. We’ve shared strategies and dialogues before for recruiting those 12-24 month agents that are usually great prospects. Look at the top 200 agents in your market and find common denominators that would make them a good fit for your company. A good rule of thumb is for every 100 agents on your prospecting list…10 should be top producers, 20-30 new agents, and everyone else should fall into that mid-range producer level. The last group will have the most turnover and the highest potential for recruiting. Put them all in your database with identifiers for the level they are at and their time in business – as well as any other information you can find.

Now, start marketing! Connect with them all via your weekly eNewsletter. Next, segment your top hit list (A-Group) and send lumpy letters to these top 25 or so per month. Stay in touch, follow up, and be present in the marketplace. Recruiting is all about POSITIONING yourself to be the broker agents WANT to call when they are ready to make a move!

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 50% on YOUR New Pro Membership with Promo Code: 50OFF.

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.

10 Great Reasons to Call Recruits

Posted on September 4, 2023September 5, 2023 by The Profitable Recruiter

04 Sep

It Doesn’t Have to Be Difficult!

by Real Estate Recruiting Coach Judy LaDeur

While kicking your fall recruiting into high gear – keep an eye on the prize for your goals! Lead your competition by doing these three things:

Write out your broker business plan
Listen to the recruiting audio training in your Profitable Recruiter Platform
Set these ten steps for making calls into strategic stone so start hitting the phones

To finish the year strong — be willing to do what others are not to get the results you want! There are several steps to mastering phone calls and many great reasons to pick up the phone. Here are a few great reasons to call an agent:

Your office has a co-op transaction with that agent
Your agent has identified them as a great agent to do business within your market
Invite them to a social or educational event that you are hosting
Pay them a compliment. It could be in their production or just the way they conduct business
Introduce yourself if you do not know them
Suggest getting together to meet and exchange information over coffee
Check the progress of a first or second-year agent
Follow up with agents that you have met with but did not YET hire
Call to tell them about the special systems and services that your company offers
Invite those who left to come back

Regardless of why you are calling them, what to say seems to be the biggest challenge for most brokers and recruiters. For your best results, you should follow a process that allows you to build the relationship and secure the info that you need when the time is right for that agent to make a move.

Our process teaches you how to diffuse the initial response of “I’m busy” or “I’m happy where I am.” When you can lower the resistance in the first few seconds, the call is much easier. Many brokers jump right in and ask them to meet. That works on occasion, but asking a few questions and engaging them in the conversation will usually result in a better close ratio.

Most agents will say “no” at least two times before saying “yes”! The secret is asking them more than once in more than one way! Most agents will say no before even listening to what you have to say. It’s important to say something that will not only get their attention but pique their curiosity to learn more.

There are also days of the week and times during the day which will have better results. Those who understand the Rules Behind Successful Calling will have fewer no-shows and spend less time making the calls and more time face-to-face with the agents they want.

Want to continue to learn how to be master recruiting skills and be the broker to join in your market? 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 offer of 50% off with the promo code 50OFF for any membership. That’s 50% 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.

The Power of Sprint Goals

Posted on August 29, 2023August 29, 2023 by The Profitable Recruiter

29 Aug

Ready to create absolute focus for the rest of the year? Put sprint goals into place. Sprint goals are short-term goals that are accomplished in 30 days or less. They are short-term because they adapt well to the constant changes that we see in our lives and industry. Throughout the end of the year, for agents, it’s about creating listing inventory. Competition for listings across North America is steep, and listings are the name of the game now more than ever.

For brokers, it’s about recruiting the best possible team members as we head into the new year so that you can end 2023 strong and come out of the gate quickly in 2024. Sprint goals are 1-2 sentences. They are simple, measurable, and attainable. They also have action steps. It could be as simple as, “I will speak to at least five agents per day, five days a week, for 30 days.” “I will compliment and connect with at least two team members per day for 30 days.”

This is the time of year to keep your agents focused on setting those short-term goals. Set sprint goals for the office that they can achieve as a team and reward their success.

Recruiting can sometimes seem daunting, but sprint goals help put some fun into it. Create a reward system for yourself each week you stay on track and committed to making those goals a reality. Stay positive, present, and clear on what you want to accomplish – then go for it.

We are here to help!

Want to learn how to increase your market share and build an extraordinary team? 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 offer of 50% off with the promo code 50OFF any pro membership. That’s 50% 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.

Recruiting: Are You a Farmer or a Hunter?

Posted on August 17, 2023August 18, 2023 by The Profitable Recruiter

real-estate-recruiting-farming-and-hunting

17 Aug

Savvy Brokers Know the Difference

By Real Estate Recruiting Coach Judy LaDeur

Every broker or recruiter naturally falls into one category or the other: Farmer or Hunter. They are completely different ways of approaching recruiting. Most brokers, just like most agents, are farmers.

Farming is the art of developing relationships with a specific group of individuals, educating them about why they should want to work with you, and being positioned when the time is right for that person to make a change. A broker or agent who farms assumes, just like a farmer, that if they prepare the soil, plant the seeds, water the crops, and take care of the crops until harvest time, there will be a bountiful crop so the farmer will be able to eat and also feed his or her family. Farming is a passive form of prospecting.

Some facts about farming are:

a) Requires patience/waiting

b) Takes 6-12 months to fill the pipeline

c) Emotional agents need a relationship with you, so it works with most agents

d) Education and information are consistently sent out to gain trust

e) The goal is to stay positioned, educate them, to gain their trust so that when the time is right, the agent will join your team, or you will harvest your crop

Hunting is the art of full engagement. Going after the target, not waiting for it to come to you! The hunter assumes that he/she is not actively pursuing the target that they will not eat. Think of the lion. The lion does not sit in the meadow, just waiting for his prey to appear. The lion tracks their prey and pounces on it when the opportunity presents itself. A Hunter also looks for prey, stalks it, and pounces when they are not paying attention. A hunter does not assume that the food will appear on their table. The hunter believes that if it is not out there hunting all the time, it might starve. The hunter’s actions are assertive or aggressive forms of prospecting.

Here are some facts about hunting:

a) It is a numbers game. Lots of contacts/ fast results

b) Every day, someone is unhappy; the goal is to find that person each day, which means “who is vulnerable?”

c) When agents are unhappy or unproductive, they want solutions and results more than they need a relationship

d) You have more control over the numbers

e) Instant gratification

Both are important for long-term success. However, hunting is the key to survival in this market for you and your agents.

Here are some Farming activities:

a) Mailings to educate them about your company and to build the relationship

b) Having coffee to build the relationship

c) Invite them to company events

d) Personal notes

e) Calls, just to say ‘Hi’

f) Social media interaction/comments

Here are some Hunting activities:

a) Target Struggling agents

b) Target New Agents who are in school or just licensed

c) Target Logical agents from their photos

d) Target agents who fit the company profile from their website/social media.

e) Sending mass mailings/media/ email etc., playing the numbers game

f) Using social media to place ads and target specific groups via Linked In and FB.

g) Placing ads on the internet

h) Career nights

i) Approaching salespeople in other professions and suggesting a real estate career.

If you HAD to hire ten agents in the next 30 days or shut down your office, where would you look for them, and what would you do? That is how the hunter thinks at all times!

The GOOD news is that most of you planted a crop over the last few months and nurtured it until now, so you can harvest your crop and go hunting…because it is hunting season!

Hunting season is the time of year when agents are most vulnerable. They are vulnerable for a variety of reasons:

Inventory is low
Many agents took some time off during the holidays and aren’t fully up and running to build momentum for the new year
They are just going into the first quarter, and many are not happy with last year’s production
The market is changing – leaving many agents fearful of what that means for them

Even farmers should go out and take advantage of the opportunities that hunting season brings to their tables, and they do!

Which method of hunting do you want to focus on?

1. Struggling agents

2. New Agents

3. Logical agents

4. Career night seminars

5. Cold calling

6. Marketing to the masses

Here’s to your successful recruiting season! Remember, consistency is key! Good luck!

The Profitable Recruiter can help you with BOTH your FARMING and HUNTING techniques! Learn more here.

Do you want to hire more agents this season? Learning to handle whatever objection comes your way with ease is an important part of the puzzle! Not only will you learn many of these vital tools in the 7+ hours of audio training – you get as part of your Profitable Recruiter Pro membership – you have the advantage of learning on demand – individually or as part of a leadership team.

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Smart Strategy: Recruiting the Second Year Agent

Posted on August 14, 2023August 15, 2023 by The Profitable Recruiter

14 Aug

Guidelines, Action Plans, & Dialogues

By Real Estate Recruiting Coach Judy LaDeur

Did you know that agents who have been in the business for 12-24 months are the easiest to hire? Why? Most new agents do not know what to look for in a brokerage, but if they made the wrong choice, they usually make a move in their second year. Since they are not settled into their office yet, they are not as loyal as those who have been in the same office for years. They are searching for a better option. So, why not give them one?

Here are some guidelines for hiring this type of agent, as well as the advantages to hiring them.

Hiring Guidelines:

You need to interview them carefully, since some of these agents should not be in real estate.
You need a coaching and/or mentoring program in place.
They need lots of education and training.
You need to hold them accountable.

Advantages:

The majority of all agents who go on to become top producers will make their first move within their first two years in the business.
This is the easiest way to get in front of a lot of agents to fine-tune your interview skills to be ready for recruiting season
If you get them early, you can keep them for life with the right support.
They are very loyal to you once you get them since you rescued their real estate career.

Action Plan:

Determine which agents in the marketplace have been in the real estate business for 24 months or less. You should be able to get that list from the state or board. If not, you have a little research to do.
Call using the dialog below.
Implement a program to welcome all new recruits in your area. You can follow the guidelines of my “Welcome New Agent” system, which is: send a letter to all new recruits to welcome them to the business, follow up with a phone call to introduce yourself, then follow up 3-4 months later to see how they are doing, Add the ones who are up and running to your hit list and build a relationship with them.
Implement a mentoring program.
Organize weekly coaching sessions.
Hold new and newer agents accountable for the first 90 days.
Gather statistics and testimonials from agents who join and do well with your company.
Someone needs to be responsible for a program. If it is not you, then you need to get someone to run it for you.
In the interview process, these agents need/are looking for: marketing support, a strong name in the marketplace, coaching, training, mentoring, business planning, and a proven way to build their business, as well as testimonials of others who have succeeded with your firm.

Dialog to get them in for the interview:

“Our records indicate that you are fairly new to the business. Is that correct? How long have you been in real estate? How is your real estate career progressing?”

“The reason for my call is: A NAR survey of top producers indicated that approximately 87% of all agents surveyed made their first move, their first year in real estate. Have you made your first move?”

If yes: “When did you make your move? Who did you start your career with? Because you have made your first move, statistically speaking, you’re on your way to becoming a top producer, so I would like to set up a time for you, and I should get together so we can start to build a relationship. Most agents will make 2-3 moves in their real estate career, so we would like to give you some info about (your company name) now so that when that time comes, you will know enough about us to know if we are a good option for you.”

If no: “Are you making the kind of money that you thought you would make when you got into the real estate business? What type of personalized coaching, mentoring, and training have you received?

If you knew that you could take your career to the next level and make the kind of money you hoped you could make by making a move to (your company name), would you make the move? (If yes) Let’s get together and see if you can.”

Set an appointment to come in that day or the following day if possible. The sooner they come in, the better the results. Don’t forget that the best time to call agents is 9:00-10:00 am at their home. Have fun and enjoy your results!

By the way – once you get them into the office for an interview and you feel like they are a great fit – don’t forget to try my signature “handshake close”. It’s getting AMAZING results for my recruiting coaching members all over the world. If you’re a Profitable Recruiter Member — login to your audio training and learn how it works!

Ready to dial 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 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 50% off with the promo code 50OFF any pro membership. That’s 50% 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!