Category Archives: Real Estate Recruiting

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

Posted on 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! 

LinkedIn for Realtors – Converting Relationships to Revenue

Posted on by The Profitable Recruiter

With Guest Rhonda Sher

We were thrilled to host guest Rhonda Sher, the LinkedIn Diva who shared powerful, insightful strategies that real estate professionals can begin using immediately to drive new business, recruit great agents and present themselves in the most professional way possible. The statistics she shared and solutions for moving your business forward were wonderful and we are so grateful for her time and willingness to share.

You can connect with Rhonda at Linkedindiva.blogspot.com.

Thanks so much Rhonda!

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! 

 

How to Keep Your Recruiting Momentum Going All Summer…

Posted on 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 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 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 1st 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 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 Strong is Your Foundation?

Posted on 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: Personnel recruitment teamdoing 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 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 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! 

 

The Most Important Ingredient

Posted on by The Profitable Recruiter
07 Jul

Attracting the Agents You Want in Today’s Market

By Judy LaDeur

What is the secret to attracting the agents that you want in today’s market? Preparation is the most important ingredient.  Most brokers tell me that they do not spend time preparing for the interview. They just show up at their office in time to conduct the appointment. Not taking the time to prepare for the interview is a lot like showing up for a listing appointment unprepared. When you take the time to do your research, you will be better prepared for certain objections, know which tools and systems to present, understand how they make their decisions and what’s important to that agent.

I always suggest spending 15-30 minutes preparing for the interview. Some things to do are:

  • Google the agent to see what you can discover about them
  • Go to their Facebook page to see what is happening in their life at this time
  • Look them up on Linked In. What are they saying? Are there testimonials?
  • What do you know about their company?
  • What do you know about the agent?
  • Have they sold any of your listings? Who did they work with?
  • What is their behavior pattern?
  • Based on their behavior pattern, what tools or systems are they most likely to want?
  • Check MLS records to see what their production was the past 12 months.
  • What is their company’s policy with regard to listings being released?
  • What will be the best questions to ask this agent, based on what you have discovered?

Whenever a broker or recruiter takes the time to be prepared for the interview, they will always have a better outcome.

You would never show up for a listing appointment or buyer without the proper preparation.

NAR has shown that an agent will stay with your firm for an average of 7 years.  If your profit per agent is just $10,000 per year, that agent represents $70,000 to you. Since most interviews last about an hour, that means that the return on your one-hour investment is $70,000, if you know what to do and what to say when that agent comes in to meet with you. It seems like a good investment to me!

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!