STOP Using the Word Recruit

Posted on August 24, 2017August 28, 2017 by The Profitable Recruiter

24 Aug

Four Powerful Insights from the Talented Craig Witt

Recently Judy spent some time with a great team of brokers from EXIT Realty. So we thought this the perfect time to do re-share a great interview we had with Craig Witt, President of the U.S. Division of EXIT Realty. He is strong, impassioned, and has some incredible insights that brokers today really need to hear.

Here’s what we learned…

Q: Hi Craig – thanks so much for joining our Broker Success Series of articles! Can you start by telling us a little about yourself?

A: I currently serve as a Divisional President for the North Central Division of the United States for EXIT Realty. I have been with EXIT for over 13 years; first starting as a franchisee in Northern Michigan, then purchasing the Regional rights for Michigan, and ultimately becoming a Divisional President. My background is quite entrepreneurial as I have owned several companies prior to EXIT, mostly in the land development and construction industry.

Q: What trends are you seeing in our industry right now that you think brokers should really get in front of BEFORE the beginning of the new year and why?

A: In my opinion, and fortunately for our industry, Real Estate is largely and will continue to be a people business. As such, so is brokerage. Real Estate agents should be treated as the assets of the corporation and it all begins with strong leadership. In order to thrive in brokerage today, attracting the best talent with the right attitude, welding them into your office through a retention mechanism, then training them to be successful is key. The idea of a “body shop” mentality and more is better in my opinion really affects our industry in that many good agents slip through the cracks, burnout, and experience failure. By creating an environment where agents want to work, get the attention and the systems they need and are making a great living in an industry they are proud of is key to a successful brokerage. Quite simply, brokers should focus on getting, keeping and growing great agents.

Q: Brokers come in all shapes and sizes — so we know there aren’t any one-size-fits-all solutions, but there are some tried-and-true strategies for building a great team, can you share your top few with us?

A: There are in fact several ways to build a strong team but it all starts with the ultimate goal of the agent interested in forming one. Why? Why do you want a team, can you lead other people, and ultimately, what is your goal? By answering the tough questions in the beginning and setting a plan in place, you will either choose to build or stay on your own with perhaps a licensed assistant. Leverage is the key to creating wealth and if agents desire to have flexibility in their schedule, growth opportunity, unlimited earning potential and ultimately an exit strategy to their careers, a properly structured team can provide much of that. I see a lot of really good agents that are strong in sales and weak in admin or marketing so by picking good talent and plugging them into these areas can help them focus on their strength. Pay structure is always an interesting component, and if not handled properly, agents will outgrow the team and either leave to go on their own or be hired away by a competitor. My advice is to start with the end in mind; make a plan, do a SWOT analysis on yourself, pick the right talent with personality, then skill (you can teach skill), then pay them well and review the team structure annually.

Q: What would be your best advice to a brand new recruiter?

A: This is easy for me. First off, we should stop using the word recruit; it can have a negative connotation and I believe we have evolved away from that term. No one wants to be recruited, but we all want to be invited and welcomed. In my opinion, you cannot sell until you have been sold. What I mean is if you are going to have a recruiter represent you, it is imperative you get them passionate about your company vision and goals. At EXIT, we share our story and the impact our model can have to improve others’ lives and their own; we paint the picture for them where they can see they can be part of something bigger. First impressions mean everything and nobody wants to be sold…or recruited, they want to be exposed to something better for themselves and their family. Changing companies is extremely personal and emotional and often takes time to build the relationship. Nobody cares how much you know until they know how much you care. This person is a direct reflection of your company when they are talking to others. Role-play with them so you are confident you know what they are saying on the phone. Also, ensure they understand what you are trying to build in your office with regards to personality and culture, and make sure they are paid well. You don’t want a recruiter recruiting out of desperation, just as we don’t want our agents selling out of desperation. Keep them focused on the mission of the office and building a great place to work with great talent, and the money will come. Good recruiters are hard to find and harder to keep, weld them in and don’t be cheap.

Q: I love that line! Best advice to those who’ve ‘been around the block’ but aren’t quite at the level they want yet?

A: Re-evaluate your career, where you work and your life. Are you where you want to be? Sometimes great agents are working somewhere that is preventing them from excelling. I believe agents can be a product of the environment where they work. For example, lack of leadership, training or sense of belonging can affect the performance of most agents. At EXIT, our model provides an “arm-in-arm” culture where we work collectively to get the most and the best out of each other like a good family would. By providing the right leadership and culture, agents feel like they belong. A little peer pressure goes a long way as well within an office; not ego and strong competition but peer pressure.

I am a firm believer in hiring a coach, not a friend, a coach. Someone that is removed from you personally and emotionally. In order for a coach-student relationship to work, there needs to be accountability and mutual respect. Most people don’t want a coach because they don’t want to be told what to do. This is a major mistake in that coaches don’t necessarily tell you what to do, they hold you accountable to what you told them you were going to do. Effective coaching is helping you determine where you want to go, then guiding you to accomplish these goals through consistent and sometimes painful accountability. Broker/owners of offices are not exempt here; in order to build and sustain a successful brokerage, owners should have a coach as well or at a minimum a focus group that can help identify concerns and trends and keeps them being a focused leader for the agents. Oh, and don’t be cheap, a good coach will increase your production and make you more effective.

Q: Thanks so much again for your insights. If readers want to connect with you or learn more about your organization – where is the best place to find you?

A: To connect with me or for more information about EXIT Realty, you can email me at cwitt@exitrealty.com, connect at www.craigwitt.com, or visit www.exitrealty.com,

If you’re ready to move your team or organization in a new direction, put systems in place that position you to build the team you really want, or learn more strategies for working smarter, not harder, bookmark our blog, and join The Profitable Recruiter today. We have a full spectrum of membership benefits with all the tools, strategies and solutions you need to position yourself to win this year and every year. Our goal is for you to become the “turn-to” broker in your area for every agent.

Join today and take advantage of our special offer of 35% off with the promo code PLAN35 any pro membership. That’s 35% off everything you need to be in the right place at the right time when the agents you want are ready to make a move – including SEVEN HOURS of recruiting audio training! What are you waiting for? When you join – you and up to 10 managers can access your account! Try it for a month and see what it can do for you.

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

Posted on June 14, 2017 by The Profitable Recruiter

14 Jun

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

By Guest Blogger Rhonda Sher

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

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

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

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

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

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

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

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

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

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

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

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

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

Join today and take advantage of our special offer of 30% off with the promo code 30OFF any pro membership. That’s 30% off everything you need to be in the right place at the right time when the agents you want are ready to make a move!

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

How to Keep Your Recruiting Momentum Going All Summer…

Posted on June 1, 2017June 1, 2017 by The Profitable Recruiter

01 Jun

A Webinar on Demand

by Judy LaDeur

Summertime. A time when most are ready to put things in slower gear and take some much needed R&R. We wanted to share a webinar we did last year that helped many brokers stay positioned all summer long with the agents they wanted to recruit — and still have time for fun! Recruiting season is not that far off – don’t lose the foundation you’ve built during these slower months! Here’s how to stay at the top of your game!

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

Take advantage of our special offer! Make any Profitable Recruiter Pro Membership part of your business plan, and take 30% off with the promo code 30OFF — PLUS, have the ability to add up to 10 managers or admins to your account at no extra cost! That’s 30% off everything you need to be in the right place at the right time when the agents you want are ready to make a move – including SEVEN HOURS of recruiting audio training, more than 30 webinars on demand, scripts, letters, social media tools and more! What are you waiting for? Register today!

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

Speaking of webinars, members, be sure to join us June 7th at 1pm Eastern for a very special guest Rhonda Sher, the LinkedIn Diva for a very special Broker and Agent Webinar!

Topic: LinkedIn for Realtors – Converting Relationships to Revenue

In this powerful webinar you will learn:

How to connect with referral partners
Why Realtors Need to be on LinkedIn
How to take your LinkedIn profile to profit – the secrets to a profile that creates instant credibility
How to invite connections that count

Webinar On Demand: Recruiting Strategies with Keith Pike

Posted on April 21, 2017April 21, 2017 by The Profitable Recruiter

21 Apr

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

We loved every minute and know you will too!

For more great ideas on giving your agents the best resources possible, while attracting awesome new agents, join The Profitable Recruiter. Take advantage of our special offer! Make any Profitable Recruiter Pro Membership part of your business plan, and take 35% off with the promo code PLAN35 — PLUS, have the ability to add up to 10 managers or admins to your account at no extra cost! That’s 35% off everything you need to be in the right place at the right time when the agents you want are ready to make a move – including SEVEN HOURS of recruiting audio training, more than 30 webinars on demand, scripts, letters, social media tools and more! What are you waiting for? Register today!

NOW: There Has Never Been a Better Time to Recruit

Posted on January 6, 2017 by The Profitable Recruiter

06 Jan

Strike While the Iron is Hot

By Real Estate Coach Judy LaDeur

Today’s market has given us an opportunity that we have not seen in many years, and many brokers are missing it! After a 10-year recession, agents have had a few years to start making money again and they are comfortable. Brokers are saying that the agents are “happy”. Of course, they are happy, they have money in the bank once again. But could they be making more money? Could they be planning for their retirement more effectively? Could they have more balance in their life and career with your company? They will never know until they meet with you and that’s your job!

Now is the critical time to get face to face with as many agents as you can while their inventory is low and they have time to meet. Don’t take no for an answer, or at least don’t take one “no” for an answer. Agents who are comfortable will tell you what they are happy because it’s less painful to stay where they are then to go through the pain of telling their broker good-bye and making a move. This is the time of year to be more persistent when you are talking to those agents. Think like a 2-year-old. They know what they want and they don’t give up easily!

Use one-liners to keep the conversation moving towards the close to get together, and keep it short and sweet. When you leave a message, keep it short. “Hey it’s (Your Name) over at (Your Company). Please give me a call, I just need two minutes of your time.”

If they are not picking up the phone, or calling you back, try texting. It works great with busy agents. “MLS records indicate that you could be leaving a lot of money on the table, based on your sales performance in 2016. If we can put that money in your pocket, would you be willing to meet with us?”

When you know them, but they resist getting together, try:

Do you trust me? Then meet with me.
So what? Let’s get together!
What’s it going to hurt? It’s an hour of your time to learn something about your competition.
We need to get together. I know, I know… let ‘s just get together.
I completely understand, but….

If you are calling an agent that you know, who is not picking up the phone, you can send them a text first and say, “In two minutes you will be getting a call from me. Please pick up your phone. Please, please, please…”

If agents bring up objections or concerns on the phone. Brush it off. “Look, it’s just a matter of value. If you can take home more money, and put more in your bank account, and do that with less hassle in less time with less stress — do any of those other things really matter? Let’s get together so we can look at the numbers together. If you won’t make more here, we won’t ask you to join.”

This is the time of the year to keep “making those calls” at the top of the list.

Continue to learn how to master recruiting skills and be the broker to join in your market. If recruiting is a challenge for you, we can help. Join us before February 1^st and take advantage of our special offer. Save 35% with the promo code PLAN35 for any 6 MONTH OR ANNUAL pro membership. That’s 35% off everything you need to be in the right place at the right time when the agents you want are ready to make a move – including SEVEN HOURS of recruiting audio training 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 35% — and add up to 10 managers on your account at no additional cost.

Not sure if this is the right thing for your company? We invite you to join us for an open, watch this webinar on demand to see everything that’s included. Join us! REGISTER HERE. Questions? Email us today.

Webinar on Demand: Strategies for Today’s Recruiters

Posted on December 9, 2016December 14, 2016 by The Profitable Recruiter

09 Dec

We had an awesome group this week for our end of the year webinar where we shared the top five things brokers should be doing right now to set themselves up for success in the new year. We also took a look at some of the best insights, tools, ideas and strategies that our guest speakers this year shared with us as well. We hope you enjoy this webinar on demand.

Join us today and take advantage of our special offer of 40% off with the promo code HOLIDAY to any 6-month or annual pro membership. That’s 40% 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 40% — and add up to 10 managers on your account at no additional cost.

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

How to Create CUSTOMERS for LIFE

Posted on October 13, 2016October 13, 2016 by The Profitable Recruiter

13 Oct

From First Contact to Close

By Real Estate Coach Judy LaDeur

To make it in this business for the long haul – you need to build a referral base. And that process? Starts with the very first contact. Every person that you meet is a potential client, even if they currently know another agent. I always asked everyone that I met if I can send them my homeowner tips and ideas each month. They rarely say no. A NAR survey showed that 87% of all homeowners surveyed were happy with their agent and would use that agent again IF they could remember their name! That’s sad but true. I would say that 9 out of 10 times that I ask someone that I meet who sold them their home, I get the same response. They were really nice, but just can’t remember who they are. I have found that repetition of marketing materials, combined with personal contact, is the #1 thing that you can do as an agent to not only have those you know do business with you, but it’s also a great source of ongoing referrals.

When I started in the business, many years ago, I was “thrown in” and told to “hit the phones”. No one told me what to say or what to do. That has changed, and today’s agents have more training than ever before. Here’s the million-dollar question: If there is more training today than ever, why are so many agents still struggling to earn a living? Perhaps they are not doing the basics. This is a contact business, and if you are not selling or listing a home, you should be looking for someone who wants to sell or list a home. It’s just that simple!

What does your pipeline look like? Your pipeline consists of the total number of active listings, combined with the number of buyers that you are working with, plus any prospects that you are currently talking to about listing their home or buying a home. You should have 25 people in your pipeline at all times. How many do you have right now? If it’s not at least 25, then it’s time to hit the phones!

Once they are your client, stay in touch weekly, providing reports and feedback to insure that they are happy. Most clients want results. Results require honesty. Is the home priced too high? Does it need staging? Our job is to deliver the “tough news” in a way that they appreciate and understand. I picked up many expired listings, through referrals, and each time it was the same scenario. They needed a price adjustment and staging or decorating. They were always willing to do what was asked, when they knew that it was the key to getting their home sold. If they were not willing to do what was needed to sell their home, I was not the right agent for them.

Happy clients are clients for life if you get the job done and stay in touch after the sale. If you stop chasing all the NEW commissions and focus on building a strong book of business. If you put each and every customer and contact in a database that you can stay connected to week after week, month after month.

If you’re an agent who wants an easy, comfortable, effective way to stay in touch, visit www.TheProfitableSalesAgent.com and sign up for our weekly newsletters, training, social media tips, and agent tools. They weekly newsletters are perfect for staying connected in a way that positions you as a resource people can trust. They are filled with lots of great messages, tips for homeowners, and calls to action. If you’re a broker who wants to help your agents get on the fast track to successfully staying in touch, invite them to do the same. In fact, register in the next 45 days and take advantage of our 4^th quarter special! Use promo code 50OFF any agent membership and save 50%!

If you follow these simple steps and you’ll have happy clients from first contact to close, and a source of referrals for life. You’ll end up with a lot of great new friends too!

COACHING TIP OF THE MONTH: MAKE THE CALL

There are many agents who take the listing and then don’t communicate with the seller because they have no idea what to say. Here’s an idea: Contact each of your listings, without fail, every Tuesday. If there has been absolutely no activity, simply tell them that. Generally, though, even though nothing has happened with their particular listing, something has happened in the neighborhood. Whatever it is, tell them and, if appropriate, discuss a price reduction. Studies show that sellers want lots of communication from their agent, so stay in touch and you will see that they are more likely to work with you to get it sold.

Start communicating effectively today! Register for www.theprofitablesalesagent.com today with promo code 50OFF and save 50%.

And if you’re a broker – the same principle for success applies to you. You’ve got to stay positioned with the agents you are eager to recruit! Join us today and take advantage of our special offer of 35% off with the promo code PLAN35 any pro membership. That’s 35% off everything you need to be in the right place at the right time when the agents you want are ready to make a move – including SEVEN HOURS of recruiting audio training! What are you waiting for? When you join – you and up to 10 managers can access your account! Try it for a month and see what it can do for you.

How Strong is Your Foundation?

Posted on August 11, 2016August 11, 2016 by The Profitable Recruiter

11 Aug

Three Fundamental Practices for Success

By Real Estate Coach Judy LaDeur

As Realtors, most of you are familiar with a company called Ram Jack. Ram Jack® is the national foundation repair specialist based upon two simple principles for success: doing the job right and doing right by you.

How is your office foundation? If you are not sure, look at the rate of retention in your office. In today’s market, are you coaching and supporting the associates you have or are they leaving for various reasons?

I would like to encourage you to practice three fundamental practices which will enable you to strengthen your foundation by using the A.C.C. process.

(A) Accountability. Be accountable to your existing associates by providing the tools, services and support they need. Security is a key element of retention. Are you holding your agents accountable to do the activities that they should be engaged in on a daily basis? Are you holding them accountable to do those things to ensure they succeed?

(C) Coaching. Coaching is a power word for today’s professional. 68% of successful REALTORs have less than five years’ experience and are unsure what to do next. Don’t overestimate their knowledge of basic fundamental practices such as prospecting, negotiation and time management. Coach them to success or refer them to a successful coaching program. One additional alternative would be to hire a coach personally. One with experience in retention of real estate associates and learn the keys to holding them in place.

(C) Communication. Communicate clearly, concisely, and as transparently as possible. Agents are bombarded with negative information every day. Let the information from you be positive, inspiring and encouraging. Be honest, compassionate and sincere but also give them the info they need to stay on track.

The most efficient way to recruit is to retain the agents that you have. To secure your foundation and become the “Ram Jack” of our industry, solidify and cement your foundation by practicing ACC.

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 30% off with the promo code 30OFF any pro membership. That’s 30% off everything you need to be in the right place at the right time when the agents you want are ready to make a move – 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.

Find Your Compelling Reason

Posted on August 5, 2016August 5, 2016 by The Profitable Recruiter

05 Aug

Real World Recruiting Advice for Today’s Competitive Broker

By Real Estate Recruiting Speaker and Coach Judy LaDeur

Ready to kick your recruiting into HIGH GEAR? You should first make a list of the compelling reasons for someone to join your team. Create a minimum of 12 reasons for an agent to join your team. Many of you have more than 12 reasons to join, but when it comes to results, and results that you can prove, it takes a bit of work and research. In today’s very competitive market, it is very important that you determine the compelling reasons for an agent to join your team.

When we say “compelling”, what we are looking for are the following:

What can you do better than your competitors?
What are you doing that your competitors are not doing?
How can you help potential recruits earn more money through your systems and tools?
How do you enhance the working environment of your agents?
What happens when someone joins your team? What are their results a year later?

Something that I have found very useful in getting started is to ask your agents what they enjoy most about being at your office. What is the most beneficial tool in their opinion? How many more transactions per year do they get, on the average, with that tool?

Of course, since we are developing a marketing plan, the reason that I want you to determine which 12 are most compelling is because there are 12 months in the year. This allows you to focus your marketing, dialogs and follow up each month on that month’s compelling reason to join! Only you can determine what your best 12 are, but here are some of the most compelling reasons that agents are looking for when selecting a new company.

# 1: Strong Leadership: Vision, support with problem solving, and leaders who are acting like leaders are key. Take it one step further and determine what specific value you and your expertise bring to your team.

#2: Lead Generation: Agents need to prospect, but they want companies that are working to assist in generating leads for them as well.

#3: Name Brand Awareness: Companies with a strong presence in the market, locally and nationally, will always have a variety of opportunities for the right agents to utilize. Name awareness is tied to market share. The best agents understand that the stronger the name/market share, the easier it is to compete for business.

#4: Education/training: Agents are looking to fine tune their skills. Many agents know they need to get back to the basics and all of the agents realize the value of staying current in an ever changing real estate industry. The best agents also understand the value of securing specialized training or securing certain designations for areas of specialization. Such areas might include: Luxury market training, working with seniors, working the condo market, and one of the newest on the scene is becoming a global agent.

#5: Positive office attitude and healthy environment in the office: Agents want a positive work environment with competent and positive peers. It is easy to see that the offices with the best production and best attitude have brokers with a great attitude.

#6: Mastermind Groups and networking opportunities with other top producers: Many of the best agents enjoy connecting with other successful agents. Their needs and approach to the real estate business is different from rookie agents.

#7: Marketing support/tools: Marketing is the #1 thing that your agents need to do to stay in touch with their sphere and past customers. What can you do to assist or support their marketing efforts?

#8: Client/data management tools: On the topic of marketing to their data base, most agents are not very organized when it comes to managing their data and client info. Do you have an easy to use CRM tool that allows them to input their data, send out marketing, and locate client data quickly? If it allows them to market to their sphere easily, they can make a lot of additional income!

#9: Coaching and accountability: We see many companies implementing very successful coaching programs, with some great results. The best agents like being held accountable.

#10: Administrative support: Agents are working harder, but most are not working smarter. What can you do to support them behind the scenes? What can you take off their plate, and give them more balance in their life?

What’s next? Once you have determined what your marketing campaign will include for the next 12 months, take the time to know what the results are from each of your systems and tools. Use exact results, NAR survey results, National Brand results, testimonials from your agents as well as success stories.

Here’s the ‘let’s put the shoe on the other foot, part of the program. Think about what you would say to a part time sales agent. You know – the ones who want to hold onto their full time job for the money and security while trying to get skillful at the real estate process. The reality? Most average one listing appointment per month at best. At that rate, will they ever become effective at the listing presentation? Of course not! You’d advise them to jump in! Commit! Master their skills! Build their business!

What about when the shoe’s on the other foot?

Unfortunately – the same theory holds true! A broker/owner who concentrates on listing, selling and personnel development, but conducts only one interview a month will never become an effective recruiter.

We get it. Everyone’s been there. Sometimes, as brokers, we’d rather hold onto the income and security of listing and selling or trying to increase the production of our existing agents, instead of developing the skills necessary to become effective and consistent recruiters.

But honestly the ONLY way to dramatically increase your market share and profits is to focus on recruiting. In fact, today recruiting experienced agents is the primary focus of every major real estate firm.

Do you want to learn more about staying FOCUSED and building a successful, growing office? Bookmark our blog, and join The Profitable Recruiter today. We have a full spectrum of membership benefits with all the tools, strategies and solutions you need to position yourself to win this year and every year. Our goal is for you to become the “turn-to” broker in your area for every agent.

Join today and take advantage of our special summer offer of 35% off with the promo code PLAN35 any pro membership. That’s 35% off everything you need to be in the right place at the right time when the agents you want are ready to make a move – including SEVEN HOURS of recruiting audio training! What are you waiting for? When you join – you and up to 10 managers can access your account! Try it for a month and see what it can do for you.

The Real VALUE in Focused Recruiting

Posted on July 21, 2016July 21, 2016 by The Profitable Recruiter

21 Jul

Start With the Math!

by Real Estate Recruiting Coach Judy LaDeur

Sometimes it’s tough to get brokers to see the value in staying focused on their recruiting efforts. I get it. You wear a lot of hats every day and it is work. That’s when I usually break out a little math that helps illustrate my point. Here goes: If you were to recruit a two million dollar producer away from your competition – you’d gain $2 million in market share. At the same time you decrease your competitor’s market share by $2,000,000. That’s a $4,000.000 market position increase for you for each agent you recruit!

Now it’s getting exciting right? So if you recruit two agents per month for 12 months, that’s an additional 24 agents, with a $48 million market share increase and $98 million stronger position in your marketplace.

If you were $98 million stronger in your marketplace one year from today would it help your agents do more business? Would it help you with retention? Would it be easier to recruit? YOU BET!

By staying focused, every broker should be able to recruit an average of 24 experienced agents per year or more — depending on your current size. Ironically, as you become stronger in your marketplace, the strong producers will naturally seek you out because they want to be with the best.

Let’s work the problem out backwards. We’ve always been taught that even though objection handling and closing skills are critical, if the prospect isn’t sold (due to a poor presentation) no close in the world will help. So, closing skills are important, but ONLY if your presentation is effective.

How do we perfect the presentation process? With training and lots of practice. (Remember that old saying – “How do you get to Carnegie Hall? PRACTICE!” Your attitude needs to be “We don’t need them all – we just need the BEST!”)

It’s hard to accomplish your recruiting goals when only one agent per month walks through the door! But when you have lots of prospects, you can be more selective. So, get lots of practice, AND build your confidence through proven systems.

How do you get in front of lots of candidates? By PROSPECTING. It’s not a bad word, we promise! There are hundreds of good prospecting systems and ideas being implemented by brokers all over the globe. The key is to find what works for YOU and YOUR ORGANIZATION.

Do you want to learn more about staying FOCUSED and building a successful, growing office? Bookmark our blog, and join The Profitable Recruiter today. We have a full spectrum of membership benefits with all the tools, strategies and solutions you need to position yourself to win this year and every year. Our goal is for you to become the “turn-to” broker in your area for every agent.

Take advantage of our special offer! Make any Profitable Recruiter Pro Membership part of your end of the year plan, and take 35% off with the promo code PLAN35 — PLUS, have the ability to add up to 10 managers or admins to your account at no extra cost! That’s 35% off everything you need to be in the right place at the right time when the agents you want are ready to make a move – including SEVEN HOURS of recruiting audio training, more than 30 webinars on demand, scripts, letters, social media tools and more! What are you waiting for? Register today!