Creativity and Consistency…

Two Keys to Success with Estonia’s Kati IsraelTPR KATI

By Julie Escobar

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

Here’s what we learned…

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

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

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

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

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

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

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

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

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

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

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

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

Q:  What is your top tip for new recruiters?

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

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

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

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

How to Position Yourself to Win Even in Challenging Markets

Insights and Ideas From Finland’s Maija Jussilatpr maija 2

By Julie Escobar

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

Here’s what we learned:

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

A: You can reach me on LinkedIn at:

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

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

Four Words of Advice for Today’s Recruiters

Awesome Insights from Recruiter Carl Vandergoottpr Carl Vandergoot

By Julie Escobar

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

Here’s an excerpt from our interview:

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

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

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

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

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

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

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

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

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

A:  That’s easy: PICK UP THE PHONE!

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

A: Sure – you can find me through my site:

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

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



How to Get Positioned to Win This Fall

tpr broker success seriesRecruiting Season is Almost Here – Are YOU Ready?

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

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

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


Always Hire Better Than Yourself

Unstoppable Team Advice from Top Broker Steve AllcornAllcorn 2014 Photo

by Julie Escobar

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

Here’s what we learned…

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

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

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

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

Q:  How do you measure a SUCCESSFUL year?

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

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

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

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

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

Q:  What is your top priority?

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

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

A:  Sure!  Readers can find me online at, or

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

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

Are You Following Up With Your Recruits?

Summer Recruiting Strategiesrecruiting follow up facts

by Real Estate Recruiting Coach and Speaker Judy LaDeur

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

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

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

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

Judy LaDeur
President of Judy LaDeur International

And Then Some…

Insights from One of the Top RE/MAX Real Estate Brokers — Stuart ThomasStuart Thomas

By Julie Escobar and The Profitable Recruiter Team

It’s a great day when you can learn from a world-class nice guy and power broker in our business.  I had a chance to do just that with an interview with the incredible Stuart Thomas!  Here’s what he shared:

Q:  Stuart, thank you so much for interviewing with us! We so appreciate it!  First can you tell us a little about you and your business? 

A:  Sure!  Here are the highlights:  I’m a Stanford Graduate.   We earned Office of Year RE/MAX CA-HI 2007.   Broker Owner of the Year RE/MAX CA-HI 2008.   RE/MAX Catalyst Broker 2011-2014.  Chairman of the RE/MAX Advisory Committee to CHOC Children’s Hospital, 2011, 2012, 2013.  Lifetime Achievement Award from CHOC.  We have 5 offices and 75 associates.  I’ve owned RE/MAX Select One since its inception in 2003. And we’ve been a Miracle office for CMN since 2009.

Q: Wow – that’s an impressive roster!  Stuart, our market has certainly seen it’s fair share of changes in recent years.  What do you think is one of the best secrets to longevity and weathering tough markets?

A:  The first way to weather a tough market is to surround yourself with outstanding agents.  Many offices hire anyone and in a hot market, they sell homes.  When the market turns, the associates leave the business and the broker has a model that does not work.  By hiring full time professionals who have a farm, we can weather the storm and these associates get more education such as CDPE and SRF to adapt to the market.  While many companies went under or suffered – we grew during the past 6 years.  I believe that careers are made in a down market.

Q:  Certainly as a broker/owner, you wear a LOT of hats!  What’s your number one priority when it comes to building your business – and your bottom line? 

A:  Hire the right people. My philosophy is, if I have to manage you, I should not have hired you — but I am always here to support you.

Once you have hired them, work based on “And Then Some.”  Give everyone what they require And Then Some.   By hiring full time professionals, I am free to recruit, retain and be available for the team when they need me.  My bottom line does not fluctuate based on the changes in the market.  These associates sell what the market tells them to sell.   REO’s, Short Sales, or Equity Sellers.

Q:  In terms of recruiting — what’s your best advice to other brokers and managers for growing (and keeping) a solid team? 

A:  Lister’s Last.  Look for great listing agents.  No matter if it’s a seller’s market or a buyer’s market, listing agents control at least half the transaction.  The RE/MAX model rewards listing agents so take advantage of it.  We don’t have an Up Desk because we want the listing agents to get the buyer calls.  That is different from the traditional offices who want the higher split from new agents.  That’s good for the broker, but bad for the listing agent.  My advice?  Stick to your core beliefs and the model that RE/MAX has been using for 41 years.  It works.

Fantastic information! Thanks so much Stuart for your time and insights!  If you want to connect with Stuart – find him here on his company Facebook page! If you would like to learn more about adding some “And Then Some” magic to your organization, subscribe today to a membership!  Affordable, easy-to-implement real estate recruiting and retention solutions and strategies, all in one place, delivered up to you monthly.  Learn more today!