4 Keys to Keep CHANGE from Creating VULNERABILITY

Recruiting Secrets to Stay AHEAD of the Competition

By Real Estate Recruiting Coach Judy LaDeur

Summer and short inventory has many agents taking a bit of a break recently and almost ready to gear back up for a competitive fall and eager for the skills and tools they need to navigate an industry that has seen tremendous CHANGE, especially in the last year and a half.

We have all heard the saying; the only constant thing in life is change.  The same is true for your business.  Change is necessary and needed to move forward. However, change is also the #1 reason for vulnerability in a real estate office.

When you are vulnerable, you can lose agents. There are also times when you should NOT implement a change.

Change is the #1 reason for vulnerability. When you implement change, there are a certain number of agents who will be unhappy with the change. It has the potential to create some resistance in your office.  We understand that it’s impossible to implement a change and have everyone be happy. But here are some tips for implementing change to control vulnerability.

#1: Try to involve your agents whenever possible: If you are changing locations, ask a team of agents to help you locate a new location. Go out with them to scout out new office space. Let your agents sell the group on the new location.  You could also set up a committee to determine the new colors for the office and ideas for office design. Let them spend their time with the designer, but you can make the final decisions.

#2: Use the exchange method: When you take away or add a service, use that opportunity to evaluate all your existing services and tools.  Whenever a company tells me that they are going to add a tool or service, I usually ask them, “Are you planning to discontinue any services or tools in the near future?”  Or if they want to discontinue something, I want to know their plans for the near future.  This allows you to hold a business meeting with your agents and explain that after careful evaluation of all your tools and services, you are making some changes to better support them in their business. You can explain that a certain tool or service is not yielding great results, so you are implementing something better for them.  Another example is: If you are changing compensation, or implementing a new fee, time it with the implementation of a new service.  “We are implementing a transaction fee of ($Amount) but you will no longer be charged for (service).”

#3: Grandfather your existing agents whenever possible when you are changing compensation or fees:  Money is always a tricky change, and possibly the most delicate one. When possible, “grandfather” the existing agents and apply the change to those new agents who will be joining after the implementation.  Another idea is to grandfather all agents whose production is above a certain amount. You could say “If you are generating GCC of $90,000.00 or more, you will be grandfathered with regard to the new changes.”  You can also grandfather agents who have been with the company a long time.  “If you have been with our firm for 10 years, or your production is $(Amount), you will not be subject to the new changes.”  Keep in mind that emotional agents will usually not leave because of the money, but they are hurt that after so many years, or at their level of production, that you would take money out of their pocket, or not honor the original agreement that they had.

#4: A management change is also tricky:  Whenever you change managers, you should consider the personality of the manager that is being replaced. If the manager that is being replaced was very friendly, emotional and well liked by the agents, you would be more vulnerable with a new logical manager.  If the manager that you want to put into place is a different personality, you can decrease your vulnerability by putting in an interim manager, or yourself, while they go through their mourning period over the loss of their manager they liked.  What I found worked well was to personally manage the office for a period of 6-12 months. During that time I would look for a new manager. When I found the new manager, I would bring them in as a manager in training and co-manage with them for 3 months. After 3 months, I would turn the office over to the new manager, and ease out over the next 30 days.

Times to avoid change:  There are two times that you want to avoid making a change if possible. Do not make changes during “recruiting season” or when their production is at a low point. The months of August/September and December/January are probably the two most vulnerable times to make a change. Agents typically have fewer listings and pendings during this time, so making a move is easier. You also do not want to make a change while you are already vulnerable from a prior change. For example, if you just changed the name of your company, don’t change the compensation plan the following week.

Bottom line: The best way to retain your agents if you are vulnerable, is to always be working on retention. Start today by sending thee notes a week to your agents. Think of something nice to say about them and let them know how much you appreciate them.  If you always practice retention, the competition will have a tough time raiding your office.

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 us 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 which covers:

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

What are you waiting for? Join today and save 50% — and add up to 10 managers on your account at no additional cost.  

Not sure if this is the right thing for your company?  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.  

 

#1 Question Brokers Ask

real-estate-recruiting-marketing-strategy

What Kind of Marketing Do I Use?

By Judy LaDeur

The #1 question that Brokers ask is what type of marketing is most effective to market themselves, their tools, and their firm.  There are actually two types of marketing and both are essential to long-term success. The two types of marketing are educational and positioning.

Educational marketing is the type of marketing that educates the agents about who you are, what you offer, why they should consider your firm when they are moving.  This type of marketing is very important. The goal is to create curiosity and desire to know more about your company and the opportunities that you offer. You might talk about your training and the results. Anyone who wants to increase their business would be curious or desire to know more, which is how you would then secure interviews. Or you could send out a sample of your marketing pieces, showing agents the quality of your marketing materials as well as the results of some of your agents who are consistent with their marketing. The job an effective “educational” campaign is that the candidate should be 50% sold on your firm when they meet with you, as a result of this type of marketing and education.

What if the potential recruit is perfectly happy and has no desire to move? Are they going to read what you send out? Maybe not. So, how do you get this person’s attention? That’s where the other type of marketing comes in, which is called positioning.

This is marketing that is designed to keep you positioned with the agents that you want to recruit in the future. It needs to be non-threatening. In fact, you should not ask them to meet with you or try to recruit them in your positioning pieces at all. They are simply designed to build the relationship and maintain “top-of-mind” awareness at all times. They are motivational or inspirational in nature.

Agents look forward to hearing from you when you send “feel good” marketing pieces, which is why we created The Profitable Recruiter weekly eNewsletters. They are messages that everyone can connect with or relate to. PLUS, when your recruits, as well as your agents, send those marketing pieces to THEIR clients, friends, and family, YOU are helping them stay positioned with their database for additional business. It does not get better than that!

As you roll out your marketing campaign, include both educational and positioning pieces and apply the Rule of Seven, which is an old marketing adage.

It says that a prospect needs to see or hear your marketing message, it will take at least seven times before they take action. Now the number seven isn’t cast in stone, but it’s a good rule of thumb!

Hit the second half of the year STRONG! We’re here to help!

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 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! 

 

 

 

Tackling Your Recruiting Game This Spring with Judy LaDeur and Ixact Recruiter

We were delighted to host Coach Judy LaDeur and Shannon McGhee from IxactRecruiter for a full hour of exploring the NINE things every recruiter should have in place to have a successful recruiting system!

  • Select 100+ agents who are a good fit for your company.
  • Put them into a CRM and set up lots of categories for easy access.
  • Implement a marketing campaign, to include social media and video.
  • Every marketing campaign should educate, create curiosity with results, and stay positioned at all times.
  • The best way to stay positioned is with our Profitable Recruiter weekly motivational emails.
  • Call, text, or anything that allows you to reach out and ask the agent if they are ready to meet. It’s just timing!
  • Do your research on any agent that agrees to meet with you.
  • Develop strong interview skills, that are customized to your company and its unique opportunities. Use visuals with results.
  • Ask them to join!

What’s changed?

The relationship is more important today than ever. Brokers who take the time to develop relationships will have better results.

We have been asked for years for a CRM recommendation for recruiters and managers and we are thrilled to have partnered with IxactRecruiter to provide to you a system to stay connected and top of mind with your recruits and with your current team of agents! We negotiated a 60-Day Extended Free Trial with Ixact Recruiter for all of our Profitable Recruiter Members. Then, just $99/mo. save 15% with annual billing.

To take advantage of this special offer, simply go to www.ixactcontact.com/THEPROFITABLERECRUITER!  They’ve got an amazing support team and onboarding processes to help you get up and running quickly!

To get that offer, if you are not currently a Profitable Recruiter Member – now is the time to try us!

Get 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 pro members get access to over SEVEN hours of training via downloadable links including interview skills, scripts, objection handlers, and more. PLUS, you’ll have access to entire libraries of recruiting letters and notes, emails, social media content, training webinars for recruiting and retention, and opportunities to network with the best of the best.

Join today and take advantage of our special offer of  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!

We’ll even let you bring the team! For every membership, companies can include ten additional managers or admins at no extra cost!

Want to learn more? Call us today at 813.957.2989! 

 

 

 

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

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?  Contact us 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.  

 

Trial Offer for Recruiting CRM

We have been asked for years for a CRM recommendation for recruiters and managers. During this time of crisis – having a system in place to stay connected has never been more important. That’s why we negotiated a 60-Day Extended Free Trial with Ixact Recruiter for all of our Profitable Recruiter Members. Then just $99/mo. save 15% with annual billing. 

Here’s an overview:

To take advantage of this special offer, simply go to www.ixactcontact.com/THEPROFITABLERECRUITER!

They’ve got an amazing support team and onboarding processes to help you get up and running quickly!

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 pro members get access to over SEVEN hours of training via downloadable links including interview skills, scripts, objection handlers, and more. PLUS, you’ll have access to entire libraries of recruiting letters and notes, emails, social media content, training webinars for recruiting and retention, and opportunities to network with the best of the best.

Join today and take advantage of our special summer 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!

 

Best Practices & Strategies for Profitable Recruiters

We shared some of the best practices and strategies with Brokers and recruiters from all over the globe in this webinar on demand. It was a fun session, and we so appreciate those of you who stuck with us through some technical difficulties. We love technology — when it WORKS! We are thrilled to continuously bring new tools brokers and recruiters can use to identify, interview, and hire the best possible agents for their teams. Exciting things ahead! Stick with us — we’ll help you drive your recruiting efforts — and keep your attrition low, and your team thriving!

Please watch the webinar on demand here:

Want to learn more about building your dream team in less time and with fewer headaches?  Join The Profitable Recruiter and gain access to 7 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 50% off with the promo code 50OFF.

Navigating the New Normal

by Judy LaDeur

There is a new normal; not just a new normal in real estate but an entirely new normal throughout the world.  It’s too early to know the full impact of the Corona-19 pandemic but we do know that life as we knew it will no longer exist. There will be changes, and some of those changes are good.

How has your company adapted to the Covid-19 situation and what changes has your company made? Which of those changes do you think will be permanent?

This is what we as an industry have learned:

  • Agents are more likely to show up for zoom training meetings than in person meetings
  • In times of crisis, they need to “see you, the Broker” even if it is through video or zoom meetings and feel your strong leadership
  • How you respond determines the success of your agents and the confidence of your clients
  • Open houses can be held virtually
  • Agents love Zoom Happy hours with their Broker and peers
  • Staying in touch with friends and family via Zoom calls is fun
  • We are survivors and have the ability to pivot instantly and emerge with a new business model
  • We learned to take the necessary steps to navigate new tech tools (which we needed to do anyway) and it definitely be better positioned for business
  • Agents are, for some the first time in a long while, working ON their business, not just IN it by putting systems like CRMs in place

The #1 thing that we have learned is that communication in all forms is the vital key to keep business moving forward.

Brokerages who are emerging as the winners all have these things in common:

  • They are supplying relevant information to their agents, clients, customers, and recruits on a consistent basis
  • They are staying positive, providing encouragement, and giving solid direction.
  • They have created “safe showing guidelines” and “safe listing guidelines” to give clients and customers the confidence to move forward with their home sell or home purchase decision
  • They have a “can do” attitude and it shows
  • They are willing to do what it takes, and they are doing it
  • They are providing powerful and ongoing training and resources for agents and recruits
  • They’ve got their CRM systems locked and loaded

Another thing that all of our leaders have in common is that they each of the leaders that we have talked to confirm that they are working harder than they have ever worked, but they are seeing results for their organizations and their agents.

We are not out of the woods yet, but we have a path to follow. Keep your compass handy, stay FOCUSED and FLEXIBLE.

We are here to help!

Profitable Recruiter Members – Your May tools are launched and ready for you! Login here. 

Looking for a simple system for staying top of mind AND motivating your agents and prospective agents? Try The Profitable Recruiter.  Take 50% off any membership with the promo code 50OFF.  When you join – you and up to 10 managers can access your accountTry 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.