Powerful Phone Skills Can Be Easy!

Putting ALL the Pieces in Place for Successful Recruiting

By Real Estate Recruiting Coach Judy LaDeur

What do top recruiters/brokers do on a daily basis to insure consistent results in recruiting?   It is really pretty simple.  Most do what others are unwilling to do to get the results they want!  There are several steps to mastering the phone calls, and many great reasons to pick up the phone. Here are a ten great reasons to call an agent:

  1. Your office has a co-op transaction with that agent.
  2. Your agent has identified them as a great agent to do business with in your market.
  3. Invite them to a social or educational event that you are hosing.
  4. Pay them a compliment. It could be on their production or just the way they conduct business.
  5. Introduce yourself if you do not know them.
  6. Suggest getting together to meet and exchange information over coffee.
  7. Check the progress of a first or second-year agent.
  8. Follow up with agents that you have met with, but did not YET hire.
  9. Call to tell them about your special systems and services that your company offers.
  10. 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 which 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 one time 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 peak their curiosity to learn more.

There are also days of the week and times in 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.

Do you want to hire more agents?  Mastering the phone is an important part of the puzzle! Not only will you learn many of these vital tools in the 7+ hours of audio training that you get as part of your Profitable Recruiter Pro membership – you have the advantage of learning on demand – individually or as a leadership team.

And if you HAVEN’T put systems in place to ALWAYS have the tools you need to grow your team with fewer headaches and more results – consider joining The Profitable Recruiter today.  Take 45% off with the promo code 45OFF — PLUS, have the ability to add up to 10 managers or admins to your account at no extra cost!  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 – AND includes the SEVEN HOURS of recruiting audio training, webinars on demand, scripts, letters, social media tools and more!  What are you waiting for? Register today.

DISC for Recruiting & Retention

The Link Between Personality Profiles and Recruiting

by Judy LaDeur

I love this tool! The DISC tells you how agents 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 70 webinars for recruiting and retention, and opportunities to network with the best of the best. Take advantage of our special offer and save 45% on YOUR New Membership with Promo Code: 45OFF.

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?  CALL us at 813.957.2989 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.  

 

The 7-Step Interview Process

by Real Estate Recruiting Coach Judy LaDeur

The problem with most interviews is that we spend too much time trying to sell them, and not enough time trying to determine what they want. By knowing what they want, there are very effective ways to help them see the advantages of joining your company. In fact, your presentation should only address their needs and should also show them how they can dramatically increase their income by joining your company.

The 7-Step Interview Process

(Hint: It is just like working with a buyer)

Step 1: The Set-Up = The Direction

  • Set up the interview by sharing your goals and agenda.
  • You should know if the agent is an emotional decision maker or a logical decision maker within the first 5-10 minutes.
  • You need to mirror your candidate for optimal results. Maintain a business-like manner for logical agents and a friendly, warm manner for emotional agents.

Step 2The Investigation = The Discovery Process

  • Ask questions designed to discover the agent’s concerns and needs.
  • This is your foundation and you should determine which systems to present at this phase.
  • Remember to stay relaxed and friendly for the emotional agents.
  • Remain business-like for the logical agents.

Step 3The Presentation = a discussion designed to deliver what they need and want

  • The presentation should be customized for each recruit.
  • It should include the systems or opportunities that the recruit is looking for or needs.
  • When you present the systems, you should build value and keep the recruit involved in the presentation.
  • Only present what the recruit wants to hear, not what you think is important!
  • For the emotional decision makers, this is where the sale must take place.

Step 4:  The Recap or ROI = to determine the Position of the Journey

  • Ask the recruit, “Can you see yourself working with
    ?” If he/she says yes, proceed forward with the recap of what was discussed and determined. Get their initial commitment at this stage.

Step 5The Details

  • Explain the details (i.e., your various compensation programs, costs, etc.)
  • You should explain details simply, as quickly as possible and in an assumptive format for emotional agents.
  • For logical agents, this is where the sale takes place. Give the logical agents lots of detail and answer all questions accurately.

Step 6The Close = The decision or arrival of the destination

  • Ask a question that causes the recruit to take action.

Step 7Handle Stalls and Objections = can be diversions

  • Use the same process to overcome stalls and objections that you use with buyers and sellers. Remember to close 3 times.
  • Use a value close to rediscover the value and show income potential with your company. The recruit should be able to increase his/her income by making the move.

Learn the in-depth strategies for all seven of these in the audio training available with your Profitable Recruiter Membership! 

Want to learn how to master these skills and build an extraordinary team?  Bookmark our blogand 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 45% off with the promo code 45OFF 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.

Best of 2019 Recruiting Strategies and Solutions

A Big Thank You to all who turned out for our annual wrap-up webinar where Coach Judy LaDeur and Julie Escobar share the top strategies from the year and look forward to the new year with predictions, ideas, and insights!

Watch on demand!

On our webinar, Judy references tips from many of this year’s past monthly webinars. Profitable Recruiter members – you’ll find more than 80 webinars on demand in your membership portal. Simply log in here and click on the webinars on demand tab!

Is recruiting a challenge for you?  We can help.  Join The Profitable Recruiter and you’ll get….

A powerful, results-producing, content-rich resource for brokers to both recruit the agents that will enhance their team, and help retain their current associates with a hands-on, high-touch, compelling combination of…

  • robust weekly email newsletters to send to your agents and recruits
  • a library of completely editable letters, emails, and agent touch-points
  • a cache of social media tips to make life a little easier
  • results-producing recruiting tips and tools that get results
  • solid action plan ideas to build momentum and keep it
  • professional coaching support from one of the top recruiting coaches in the business
  • empowering profitability keys for maximizing your business
  • monthly recruiting webinars with powerful coaching and implementation tools
  • quarterly guest speakers and trainers featuring top agents sharing their successful sales strategies
  • 7 HOURS of intensive recruiting training including scripts, dialogues, objection handlers and more
  • and so much more…

A premiere recruiting and retention product just for brokers and managers.

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

Business Planning for Brokers

Getting a Jump on the Competition

With Real Estate Coach Judy LaDeur

Are you ready to talk about putting the pieces in place before your competitors do so that you can have an amazing finish to this year and a head start on your best year ever next year?

Here are the questions you should be asking yourself:

On Business Planning:

  • Do I have a mission statement?
  • What is my platform?
  • What is it that our company does really well?
  • What are my company objectives for 2018?
  • How much do I know about your competition?
  • Is it time to create or add new tools?
  • Have I recently evaluated my compelling reasons to join? Are they still compelling? Are they still unique?

On Removing the Barriers:

  • Am I using social media in my recruiting? Is it effective?
  • Am I using text messaging effectively?
  • Do I have a Recruiting page on my website with testimonials and results?
  • What is the title on my business card? What does it say about me? What about my email signature?
  • What CRM am I using?
  • How is my time management and what can I delegate?

On the Value of Your Team

  • How much income do I receive per associate on the average?
  • What is my fixed annual overhead?
  • Divide annual fixed overhead by annual income per associates to determine how many agents to break even. (Include your salary in the overhead.)
  • Determine profit desired and add that amount in.
  • How many agents do I need to be profitable?

On Setting Your Goals

  • How many recruits for the year?
  • Divided by 12 for recruits hired monthly.
  • New verses experienced?
  • What will be the market share increase?
  • How many interviews for each one?
  • 2 experienced agents and 1 new per month is the goal.
  • How many interviews in each category do I need?
  • What action steps/ activities will I do to generate the number of interviews needed?

On Delegating What You Can’t Do or Don’t Want to Do:

  • Consider our Concierge Virtual Assistance Program which:
  • Set up and maintain email newsletter in Constant Contact with Profitable Recruiter Monday Morning
    Wake Up Call eNews, as well as additional email campaigns
  • Send Lumpy Letters and Season Letters to recruits on your behalf
  • Manage your social media marketing
  • Manage your company blog

If you want more information on the Virtual Assistance Program, contact Julie Escobar at juliabescobar@gmail.com.  If you’re ready to take your business to the next level with coaching, contact me at Judy@JudyLaDeur.com.

Click here to download a copy of my Covenant Coaching Broker Business Plan. 

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 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.  

 

Recruit Agents With Video

A HUGE Thanks and shout out to Michael Krisa for sharing his video recruiting strategies with our members and guests! With powerful insights and how-to’s it was a jam-packed hour of information!  Watch it on demand below.

As Michael said, it’s time to get your recruiting ducks in a row! (Before January rolls around!)

If you’re interested in learning more about the kind of video strategies Michael teaches, you can reach him at michael@quickpageapp.com.

If you want to know more about his video email 14-Day free trial, visit: Quickpage.io/michael. 

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. 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. Join today and take advantage of our special offer of 50% off with the promo code 50OFF any pro membership.  

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.  

 

Make Those Calls!

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 stuff happens. It happens to me as well. 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 be missing out on some great recruits this fall.  Everyone is back from winter break, but many agents have not yet ramped up their business. It’s an easier time for agents to make a move, which is why we are seeing so many agents doing just that. I just talked to one of my clients who has 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 play 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 “Boys 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 are going to 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.  In almost all of our webinars on demand, our spotlight brokers discuss their strategies for making the most of prospecting time.  There are powerful tips and techniques to be learned from them all.  In fact, there are more than 15 recruiting-specific webinars from which you can glean powerful ideas from some of the best recruiters in the business.  We are so grateful to our presenters who so generously share their success strategies with brokers all over the world.  There are also six specific audio-training downloads that revolve around phone scripts and strategies.  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 in 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, over 30 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.  

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.  

Are the Disruptions in the Market Impacting Retention?

Keeping Your Team Together

By Real Estate Recruiting Coach Judy LaDeur

Today’s best agents are being heavily recruited, and the options that are being presented are enticing: Checks, marketing packages, leads, specialized branding, shiny new tools and even retirement options.  For many Brokers that we are talking to, it’s definitely more stressful than it has been in the past.  New technology and changes in the way that business is being done require that Brokers stay sharp, at the top of their game and in tune with the tools agents need to compete in a world where consumers are more educated and also have more options.

Are Brokers losing their agents to the competition? That depends. Most of our clients are NOT losing agents, or at least no more than normal. It is recruiting season, which means that a certain percentage of agents will change firms, but the question is why are they leaving, and what are they looking for?

Here are some facts with regard to why agents leave firms

  • Weak agents will always look for an easier way to make a living.
  • If the company is not staying current, delivering the tools that agents need, the best agents will leave.
  • Some agents are not prepared for retirement, which might only be a few years away. They are looking for a solution. If your company does not have a solution, you might lose those agents.
  • Agents want to feel appreciated and will leave if they feel they aren’t.
  • For some agents, it’s all about money, so they will leave for a higher split, lower fee, or a check.
  • Some agents are not willing to do what it takes to succeed, so they quit.

If you are losing 10% of your agent base per year, or more, you definitely should take steps to increase retention.

But the question today is, “Will the new startup companies in the market, or the many changes taking place, make it more difficult to retain your agents?” That depends on YOU, the Broker.

Retention is about creating VALUE on two levels. You with the agent and the agent with the consumer. Both are your responsibility.

Ask yourself these questions:

  • Do your agents have what they need to compete in today’s real estate market?
  • Are you meeting the needs of the agents and the demands of the consumer?
  • Are your agents educated about their competition, and can they show enough value to overcome objections and secure the listing?
  • Are you engaged and connected to your agents? Do they enjoy working at your firm?
  • Is each of your agents selling at least 6 homes per year?
  • Do your agents have the technology to be fully mobile?

If the answers to those questions are yes, then you are doing great. If not, what can you do to fully support the agents, and meet the demands of the consumer?

A NAR 2018 survey shows that 85% of agents want to be fully mobile when it comes to their real estate career.  They want to manage their transactions from start to finish on their mobile device. They also want what they need to be delivered fast because speed matters today. The consumer expects speed and when the agents don’t, or can’t respond fast enough, it creates stress.

The good news is that it’s still about the relationship for most agents, as well as most consumers. Here are some ideas to maintain that relationship:

  • Create a superior “high touch” experience for the agent and consumer.
  • Use videos to stay in touch with agents and clients. It’s more personal.
  • Add a Consumer Care Specialist or Agent Services Specialist.
  • Use technology to automate processes and increase efficiency, allowing them to sell more with less stress.
  • The MAJORITY of Home Sellers and Buyers still want an agent to hold their hand during the transaction.

What’s Your Action Plan?

  • Your Agents Are Your #1 Asset and #1 Clients. How can you honor that relationship?
  • They love food, fun, and recognition!
  • Now is the also the time to teach your agents who want “out” to sell their business and transfer it to one of your agents.

Let today’s changes inspire and motivate you to create new ways of doing business and propel your business to a new level.

Profitable Recruiter Members, log in here and visit webinars on demand to watch our recent webinar all about the DISRUPTORS in our industry.

Continue to learn how to be the 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 any 6 month or annual 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.

 

 

 

 

Real Estate Recruiting Season Webinar

Thank you to everyone who turned out for our webinar discussing what’s working and what is NOT in the world of real estate recruiting right now. October is the time to take decisive and strategic action to recruit the agents you want for your team — and to help keep your current team members from getting recruited away!

Watch it on demand below…

Put systems in place.  Be persistent and consistent in your efforts. If you don’t have a system in place, we can help! Become a member of The Profitable Recruiter today, and put the power of done-for-you content and tools that make recruiting experienced and new agents easier, less time-consuming, and even fun.

Register today and use the promo code 50OFF to save 50% on any 6-month or annual membership. Got questions?  Email us!  We’d love to help!  

The Disrupters: How Will They Change the Face of Real Estate?

The word we keep hearing in the marketplace is the “disrupters”.  What are they, who are they, and are they here to stay? My prediction is yes. Disrupters by their definition are an event or an organization that disrupts the flow of business as it has always been done.  They shake up the marketplace, and in some cases, change entire industries. A few disrupters that we have all seen in recent years are Uber, Airbnb, and YouTube.  They broke the rules, gained momentum, got sued, won, and almost overnight three major industries were forever changed.

Now we are seeing even more disrupters in the real estate industry. Players who are not playing by the “rules” that we have established.  Mega-startups are presenting our best agents with huge checks which is not playing by the rules.  Companies are mad, and some are fighting back. But we have seen that in the past, so it’s not entirely new. They are offering virtual platforms, but that’s not new. Discount brokerages are popping up, but that’s not new either. So what’s causing all the commotion? I think it’s a lot of things all happening at the same time, but the real disrupters to our industry are technology and dollars — millions in private funding for the new start-ups.

Technology is being funded and fueled by hundreds of millions of dollars this year, and that is something that we have NOT seen in the past. That is the true disrupter. Why? Because we can’t stop technology from changing the face of our industry or changing the way that business will be done as we move forward. This is a change that is causing many Brokers to reinvent themselves and how they will do business in the future, while others will fight, kick, scream and refuse to budge from their position, for now.  What is different about this change is that the consumer is being educated about the new tools, the new technology, the new apps, the new transparency and the new way to buy and sell homes. This is impacting our industry at a grass roots level, which is the consumer.

Yes, there are many disrupters hitting many of you at the same time. For now, the major markets are the targets, and those Brokers are feeling it. It’s not just incentives for agents, but it’s incentives for consumers. New toys that the consumer can use to buy and sell, and that’s why I think Brokers and agents need to pay attention and up their game.

I receive calls weekly from Brokers and clients who are nervous and looking for direction. Many of them are letting the fear of change create chaos in the companies. Change is a given — how you respond to it will make all the difference!

What’s the solution? Whether you are a Broker or an agent, there are three ways to keep those disrupters from disrupting your business.

#1: Build the relationships.  We are an emotion-based industry, filled with emotional agents, emotional buyers, and emotional sellers. Most people want to have that REALTOR that they trust at their side, and most agents want that Broker that they can see and talk to. As a Broker, what are you doing to build and maintain the relationships with your agents, your greatest asset? Most of them just want to know that they are appreciated and cared for. It’s also time to train your agents to build that trust and relationship with their clients and customers.  Remind them to stay positioned with their weekly emails, which are a great tool to keep positioned for referrals and repeat business.

#2: Set yourself, your agents and your company apart with specialization.  Be the expert in your geographic area, or your area of expertise or a niche. Those who set themselves apart have always survived the ups and downs of real estate and typically are the Brokers and agents at the top.

#3: Learn how to compete on value. People will always pay more for a product if you can show and prove value. I see this as the number one area that Brokers and agents should give special attention to. What is the value for each of your tools and services and can you PROVE the value?

The combination of relationship, specialization, and proving value is the solution. I think much of the fear right now from Brokers is due to the fact that this is feels overwhelming. With so many changes — it can feel difficult to keep up.

Farmers insurance has a great commercial with J.K. Simmons who says, “We know a thing or two because we’ve seen a thing or two.”   I’ve seen all the disruptors of our industry for the past 40 years. I know a thing of two because I’ve seen a thing or two and survived it. We’ll get through these changes together!

If you are battling the Disruptors in your market, or just want help recruiting the best agents, based ON VALUE, let us help you navigate through uncertain times and come out on top!

Profitable Recruiter Members, log in here and watch last month’s webinar on demand all about the DISRUPTERS in our industry.

Continue to learn how to be the 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 45% off with the promo code 45OFF any 6 month or annual 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.