Hiring Second Year Agents

Posted on March 12, 2015 by The Profitable Recruiter

A Smart Spring Recruiting Strategy

by Real Estate Recruiting Coach Judy LaDeur

Are you looking to get a jump start on your recruiting? Then call the agents who are most likely to move. Statistics show that most agents who go on to become top producers, will make a move 12-24 months into their real estate career. Why? Most agents do not know what to look for when they are starting their career. They are excited that so many brokers are offering them positions. They might pick the one who they like the best, or the one who makes them the best offer. But not all brokers carry through on their promises, and what agents find out really fast, is that there are some really important criteria that determine how successful they can be as an agent. What is the strength of the name of the broker in their area, what are their listing tools which will allow them to compete for listings, what is the commitment of the other agents in the company to be successful and to work together as a team? The best agents figure out that when they have the right tools, environment and systems, it’s much easier to have a successful career. It’s for that reason, that many agents will make a move soon after they finish their first year in real estate. Check with your board or state to see if you can get a list of all agents who started their real estate career since January 2014. These agents are the most likely to make a move, and the best news is that statistically speaking, they will stay with you an average of seven years if they are happy. Maybe even longer!

Here’s a great recruiting letter you can customize and send to these potential recruits:

Letterhead

Dear (First Name),

Our records indicate that you are fairly new to the business. How is your real estate career progressing?

Did you know that a NAR survey of top producers indicated that approximately 87% of all agents surveyed made their first move 12-24 months after getting into real estate? Have you made your first move?

If yes, then statistically speaking, you’re on your way to becoming a top producer. Most agents who go on to become top producers will make another move at some point in their real estate career, so we would like to give you some info about (your company name) now so that when that time comes, you will know enough about us to know if we are a good option for you.

If you have not made a move, are you making the kind of money that you thought you would make when you got into the real estate business? What type of personalized coaching, mentoring and training have you received?

If you knew that you could take your career to the next level and make the kind of money that you hoped you could make by making a move to (your company name) would you make the move?

Let’s get together and see if you can!

Warm regards,

Your Name, Title

This is just one of many recruiting letters, scripts, tools, newsletters, training and special offers you’ll find in The Profitable Recruiter Systems. Each month our members receive 4-5 weekly newsletters, broker challenges and step-by-step action items, 2-3 recruiting letters, 2-3 lumpy letters, social media posts and strategies, 1-3 retention tools, 1-3 new scripts, a powerful training webinar with top talented brokers, agents, and coaches and more. We deliver all the tools you need to grow the business and agent team you really want.

And for a very limited time ONLY, I am offering my Profitable Recruiter Audio Training System (a $297 value) to every broker who registers for a six month or one year pro membership to The Profitable Recruiter. In this audio training package, you’ll have more than SEVEN HOURS of recruiting tools, scripts, dialogues, role-playing, and foundation builders.

Register today for the six-month or one-year Profitable Recruiter pro memberships and we’ll send you the link and password information to start listening to Judy’s incredible training tools right away.

Got questions? Email us for answers! Good luck and happy Recruiting!

Play Ball!

Posted on March 5, 2015 by The Profitable Recruiter

Having a Little Fun With Your Recruiting!

by Real Estate Recruiting Coach Judy LaDeur

Spring is right around the corner and baseball season with it — why not have a little fun this month with your recruiting calls with a playful, but effective little dialogue I like to call, “Play Ball”.

Here’s how it works. Head to your local sporting goods store and purchase enough baseballs to send to your top recruiting prospects – the ones you REALLY want. Then have your team members sign them. Then send them out! Wait a few days, then give them call!

Here’s the dialogue:

Good Morning…How are you today?

Did you receive the baseball that we delivered to your home? Well, it is that time of year again! In the spirit of a new baseball season, we played a game of our own in the office. Just as the best teams are always out scouting for new talent, we do the same here at

. I walked around the office and asked each of my associates to name two players they wanted most to have join our team. I’m delighted to tell you that your name came up several times!
As a matter of fact, your name came up so often that I went to the sporting goods store, purchased a baseball and asked the members of our team to sign it for you. It is our way of inviting you to check out our team.

My thought is that if such a large number of my best players want you to join, it might be worth it for us to sit down and share our game plans to see if there is a way that we can work together in the near future. I promise there will be no obligation and no pressure. However, If you like what you hear, let’s play ball! So, how does 3:00 today sound for you?

Recruiting doesn’t have to be boring. Or stress-inducing. Have some FUN with it! We can help!

For a very limited time ONLY, Judy has offered to release her Profitable Recruiter Audio Training System (a $297 value) to every broker who registers for a six month or one year pro membership to The Profitable Recruiter. In this audio training package, you’ll have more than SEVEN HOURS of recruiting tools, scripts, dialogues, role-playing, and foundation builders. In her Profitable Recruiter Membership Platform you’ll have weekly eNewsletters, recruiting letters, lumpy letters, retention tools, social media tools, a full library of webinars on demand (for you and your agents), and new scripts monthly as well. This power-packed duo of recruiting tools is literally everything you need to recruit the team of your dreams, but this offer won’t be on the table for long.

Got questions? Email us for answers! Good luck and happy Recruiting!

Using Bomb Bomb Videos in Recruiting

Posted on February 24, 2015February 24, 2015 by The Profitable Recruiter

We’re thrilled to share our recent Master Recruiting Call with special guest Kim Rogne. Kim shares her experience using Bomb Bomb Video emails to significantly increase here recruiting results!

Kim is a full time recruiter and has been using this system to consistently stay in touch with here prospects. Listen in!

Have you used Bomb Bomb?

If you want to try it – check out their free trial here!

We’d love to hear from you!

Start Your New Year Collaborating With the Best

Posted on December 9, 2014December 9, 2014 by The Profitable Recruiter

Join industry expert Judy LaDeur for 3 exciting, career-transforming days of training in Tampa, Florida, January 19^th – 21^st 2015 for the 2015 Recruiting Symposium.

Today’s market is constantly changing and shifting, and you need to shift and change with the market to stay on top! Brokers from all across North America will be coming together to share, network, and collaborate on what is working and what is NOT! What are the “secret keys” or the right tools to let you easily hire the agents that you want to hire in 2015? Register now and join us in sunny Tampa, FL January 19^th – 21^st at The Tampa Marriott. It’s the perfect way to start the New Year! Take advantage of the Early bird savings of $300 per person by registering today (good through December 12^th)!

The real estate market is rebounding everywhere, which means recruiting today is easier than it has been in many years! Here are some stats from the 2014 NAR member Profile:

In 2013, the typical agent had 12 transactions—the same as in 2012, but higher than the 10 transactions typically had in 2011.
Forty-six percent of residential brokerage specialists had a transaction involving a foreclosure and 42 percent had a transaction involving a short sale. Both types of transactions decreased from 2012.
The typical agent had a sales volume of $1.8 million in 2013, up from $1.5 million in 2012.
The median gross income of REALTORS® was $47,700 in 2013, up from $43,500 in 2012.

How can you use this info in your recruiting? How do your agents compare to the average agent? What are you doing to attract agents who need to increase their income?

The average income for a real estate agent is just $47,700, however the panelist at the 2015 Recruiting Symposium will share what they are doing to break through those barriers, and how you can too! Join us for three information packed days of training, networking, and sharing. Register here NOW. Use coupon code EARLYBIRD to save more than $300! Each attendee will receive over $3,000 in tools, resources and follow up to make 2015 your BEST YEAR EVER in recruiting!

How STRONG Is Your FOUNDATION?

Posted on October 23, 2014 by The Profitable Recruiter

3 Principles for Success

by Real Estate Coach and Speaker 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 insure they succeed?

C Coaching. Coaching is a power word for today’s professional. 68% of successful REALTORs have less than 5 years experience and are unsure what to do next. Don’t over estimate 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 info 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.

If you’re ready to give your team or organization a truly solid foundation — 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.

Getting the 4-1-1 for Effective Recruiting

Posted on September 15, 2014 by The Profitable Recruiter

Insights and Solutions from Top Broker Nick Libert

As we head into the fourth quarter, we wanted to learn some insights on some of the SYSTEMS brokers put in place to help them stay ON TRACK for the long haul, even when days get busy and life gets hectic. We got some wonderful ideas from top broker Nick Libert last week who was kind enough to share his thoughts, experience, and what’s working for his organization!

Here’s what we learned:

Q: First, thank you for participating! Can you tell our readers a little about yourself so they get to know you and your business!

A: Sure! I have been in the business 16 years, 13 of those as a broker/owner. My business is downtown Chicago and all suburbs of Chicago. I started in the business at Coldwell Banker, and after 3 years as a top producer left to start my own company. In 2005, I was bought out by Keller Williams and took over as managing broker of one of their offices in downtown Chicago, growing it from 30 agents to over 140. In 2008, I took the leap to Exit Realty.

At Exit, I first came on board as an agent to ensure I liked it before I bought a franchise. After a year and a half, in October 2009, I purchased my franchise. We started with 8 agents, and today have over 115. Our next step is to begin servicing NW Indiana as well as our current domain in Northern Illinois.

We are the largest and most productive franchise of Exit in Illinois, and I still maintain a healthy sales volume personally, being the #1 agent for Exit Realty in Illinois for 2014.

Q: Brokers and recruiters juggle many hats each week — can you tell us how you prioritize your activity and a tip for our readers on how to best manage their time (especially during a busy recruiting season)?

A: I time block my days from start to finish–I wake up at 6 am most weekday mornings and get my “big rocks” out of the way…my workout puts me in the right mood, and then it’s my social media, prospecting, and appointment setting for agent interviews.

I use a 4-1-1 Goal Setting and Accountability flowchart to ensure I am on track for my weekly, monthly, and yearly goals–I share this with my agents so they know what I am up to and so that I can lead by example.

I get our monthly training calendar done in advance, so I can plan my daily recruiting appointments around that. I use google calendar to share with my staff so they can assist in my scheduling. I have a recruiter who does much of my heavy lifting in terms of appointment setting, so that I can spend more time in the actual interviews themselves. Finally, I ensure that I spend time weekly offering 1 on 1 coaching for my agents, so they feel connected even if it’s been a hectic week overall.

Q: How do you help your agents get on track and stay there so they are more likely to hit their goals?

I encourage my agents to use the 4-1-1, a time-blocked calendar, and a business plan outline and require it for their coaching sessions to be the most effective. I also send out their production to them monthly breaking down income, listings and sales for the month and YTD.

Q: How much training and coaching do you provide to your agents and how important do you feel that is to your recruiting efforts?

A: Training and coaching are vital to creating a healthy ‘ecosystem’ within an office. A beautiful office space with no culture or support is dead space–the agents must feel like the broker is there to help them build their business, not take from them. We have a monthly training calendar packed with events, along with 1 on 1 opportunities to coach with me. We also ask our top agents to train and share.

Q: What do you think sets you apart in your market in terms of positioning yourself as the turn-to broker for those agents who are looking to make a move?

A: First off, experience. Agents know I have been in the industry as a top producer for many years, and in diverse parts of the market. If I don’t have the answer, I can find a resource quickly. Secondly, accessibility. I pride myself on having an open door and an open phone line–in particular, my smart phone is on me 24/7 and my agents know I am there for them. Finally, the Exit formula allows for splits above 100% through the power of residual income–a true 3rd income stream beyond listings and sales. I believe that gives us an advantage.

Q: If you had one piece of FAVORITE advice you could give a fellow recruiter – what would it be?

A: Your goal should not be to recruit, but build a vision so that from day one you are actually RETAINING. Encourage agents to help the company grow, and it becomes a family. Empower their business!

Q: If our readers would like to connect with you – do you have a url or social media address where they can find you?

A: Absolutely! I’m active on all social media @NickLibert

Awesome stuff Nick – thanks SO much for sharing your vision, insights, and ideas with our readers!

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.

Two Pieces of Advice

Posted on September 6, 2014 by The Profitable Recruiter

For Recruiting in Today’s Market

By Julie Escobar

I’ll bet some of you didn’t know that WAY back in the day, Judy LaDeur and Floyd Wickman worked together bring smart tools to agents and brokers alike. When looking for some dynamite ideas to share with today’s recruiters, I came across two amazing pieces of LEADERSHIP advice from these two real estate rock stars!

Floyd Wickman: My best advice for management today? Start with accountability. If there’s ever been a time to raise standards, it’s now. If there’s ever been a time when an owner should say, “In order to work on our team, in our family, we have basic requirements,” it’s now. I’m reminded of a broker who once said, “My people wouldn’t live up to my standards, so I lowered them.” That’s the opposite of what needs to be done.

Second, insist that your people do the basics. Any broker who does a quick analysis of his or her agents by asking, “How many prospective buyers, sellers or lookers have you been face-to-face with in the past two weeks?” will likely be shocked at the answer. Agents say they’re hungry, but are they doing what they need to do to move ahead? The solution is to get face-to-face with their customers. So many are face-to-face with the mirror, each other and their families right now—but the real answer is to see the people and get out there with customers.

Next, work as a team. “Teamwork makes the dream work,” as they say. It creates synergy, and if there was ever a time when we needed synergy, it’s now. I’m on a quest to show brokers how to convert their office of individuals into ONE TEAM. We’re seeing some pretty powerful results because of it, so we know that it works.

Judy LaDeur: It all starts at the top. Your agents will follow your example, so find something positive to feed them each week. Show the productive ones that they are in the top 10% of agents nationwide, or whatever the correct number would be for your staff. Right now, 80% of agents are doing very little or no business, which means that the productive ones are among the top percentile of agents in the nation. Be forward thinking — and forward acting — to ensure that your team knows that you are there – and that you care. Give them the training and the tools to consistently rise to that top percentile. Motivate them weekly to aspire to greatness. Create a great press release for agents to share, or a recommendation letter they can send to their sphere of influence. Acknowledge the great producers and the consistent producers on your social media platforms. Give them a recommendation on LinkedIn. Invite them to lunch to say thank you. Bottom line: If your agents are discouraged and worried, take a look in the mirror, do a check-up from the neck up, and see if there is something that you could be doing to change the attitude and motivation in your office.

Thanks to you both for the incredible food for thought! Do you want to learn more about managing change and maintaining 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.

Creativity and Consistency…

Posted on August 20, 2014 by The Profitable Recruiter

Two Keys to Success with Estonia’s Kati Israel

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

Posted on August 11, 2014 by The Profitable Recruiter

Insights and Ideas From Finland’s Maija Jussila

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: https://www.linkedin.com/pub/jussila-maija/7b/252/264

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…

How to Position Yourself to Recruit This Fall

Posted on August 4, 2014August 4, 2014 by The Profitable Recruiter

Our Webinar-On-Demand

What a great time we had sharing with brokers how to position themselves to recruit the team of their dreams in our Webinar. Great questions. Incredible insights. And real-world recruiting strategies for brokers around the globe! Take a look and let us know if you have any questions.

Want to take advantage of our 10% off registration webinar promotion? Become a member today and use promo code FALL10 to save 10%. Want to learn more? Contact us today to learn more!