The Disrupters: How Will They Change the Face of Real Estate?

Posted on August 1, 2019August 1, 2019 by The Profitable Recruiter

01 Aug

The word we keep hearing in the marketplace is the “disrupters”. What are they, who are they, and are they here to stay? My prediction is yes. Disrupters by their definition are an event or an organization that disrupts the flow of business as it has always been done. They shake up the marketplace, and in some cases, change entire industries. A few disrupters that we have all seen in recent years are Uber, Airbnb, and YouTube. They broke the rules, gained momentum, got sued, won, and almost overnight three major industries were forever changed.

Now we are seeing even more disrupters in the real estate industry. Players who are not playing by the “rules” that we have established. Mega-startups are presenting our best agents with huge checks which is not playing by the rules. Companies are mad, and some are fighting back. But we have seen that in the past, so it’s not entirely new. They are offering virtual platforms, but that’s not new. Discount brokerages are popping up, but that’s not new either. So what’s causing all the commotion? I think it’s a lot of things all happening at the same time, but the real disrupters to our industry are technology and dollars — millions in private funding for the new start-ups.

Technology is being funded and fueled by hundreds of millions of dollars this year, and that is something that we have NOT seen in the past. That is the true disrupter. Why? Because we can’t stop technology from changing the face of our industry or changing the way that business will be done as we move forward. This is a change that is causing many Brokers to reinvent themselves and how they will do business in the future, while others will fight, kick, scream and refuse to budge from their position, for now. What is different about this change is that the consumer is being educated about the new tools, the new technology, the new apps, the new transparency and the new way to buy and sell homes. This is impacting our industry at a grass roots level, which is the consumer.

Yes, there are many disrupters hitting many of you at the same time. For now, the major markets are the targets, and those Brokers are feeling it. It’s not just incentives for agents, but it’s incentives for consumers. New toys that the consumer can use to buy and sell, and that’s why I think Brokers and agents need to pay attention and up their game.

I receive calls weekly from Brokers and clients who are nervous and looking for direction. Many of them are letting the fear of change create chaos in the companies. Change is a given — how you respond to it will make all the difference!

What’s the solution? Whether you are a Broker or an agent, there are three ways to keep those disrupters from disrupting your business.

#1: Build the relationships. We are an emotion-based industry, filled with emotional agents, emotional buyers, and emotional sellers. Most people want to have that REALTOR that they trust at their side, and most agents want that Broker that they can see and talk to. As a Broker, what are you doing to build and maintain the relationships with your agents, your greatest asset? Most of them just want to know that they are appreciated and cared for. It’s also time to train your agents to build that trust and relationship with their clients and customers. Remind them to stay positioned with their weekly emails, which are a great tool to keep positioned for referrals and repeat business.

#2: Set yourself, your agents and your company apart with specialization. Be the expert in your geographic area, or your area of expertise or a niche. Those who set themselves apart have always survived the ups and downs of real estate and typically are the Brokers and agents at the top.

#3: Learn how to compete on value. People will always pay more for a product if you can show and prove value. I see this as the number one area that Brokers and agents should give special attention to. What is the value for each of your tools and services and can you PROVE the value?

The combination of relationship, specialization, and proving value is the solution. I think much of the fear right now from Brokers is due to the fact that this is feels overwhelming. With so many changes — it can feel difficult to keep up.

Farmers insurance has a great commercial with J.K. Simmons who says, “We know a thing or two because we’ve seen a thing or two.” I’ve seen all the disruptors of our industry for the past 40 years. I know a thing of two because I’ve seen a thing or two and survived it. We’ll get through these changes together!

If you are battling the Disruptors in your market, or just want help recruiting the best agents, based ON VALUE, let us help you navigate through uncertain times and come out on top!

Profitable Recruiter Members, log in here and watch last month’s webinar on demand all about the DISRUPTERS in our industry.

Continue to learn how to be the master recruiting skills and be the broker to join in your market. 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 45% off with the promo code 45OFF any 6 month or annual membership. That’s 45% 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.

Disruptions in the Marketplace: What it Means for Brokers

Posted on July 16, 2019 by The Profitable Recruiter

16 Jul

By Judy LaDeur

The buzzword for the last 18 months? DISRUPTER.

A disrupter is anything that disrupts the way that we do business. Your ability to remain profitable is determined by how you and your agents respond to disrupters. There will ALWAYS be disrupters and disrupters will always affect our industry and retention.

So much change has happened. New companies jockeying to take over the market, and a few who left the market or merged. There have been billions of dollars in investor backing for startups 18 months ago, but not so much today. Now we are seeing leadership shakeups, mergers, alliances, technology – and lawsuits. And honestly – we won’t even know the full extent of disruption for probably two years!

So, what do agents want and need during this time of change?

Solutions. Calm. Systems. Training. Tools. Answers. Now is the time to improve, re-engage, and re-examine what you by way of offerings and determine where you can make things even better.

If you can be agent-centric and provide the support that they need to be consumer-centric – you’ll have a winning combination.

On our recent webinar, I shared the stats and numbers you need to compete in this changing and sometimes challenging market.

Profitable Recruiter Members, login here and head to Webinars on Demand to watch the full hour video.

The bottom line?

Know your numbers. Understand where you are right now in terms of agents, growth, retention, and market share.
Know your competitors. Who is growing in your market? Who is adding services and tools? Who has the kind of training agents are lining up for?
Know your value. What are the things that you do or offer that are exceptional? How can you not only build on that value, but improve on it?

We’ve put together this worksheet to help you evaluate where you are and where you can create the shifts you need to be a 5-star office that agents can’t wait to join! Profitable Recruiter Members, you’ll find the pdf version of this in your Resource section, along with stats that I shared on the webinar.

Want to learn how to master these skills and build an extraordinary team? 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 40% off with the promo code 40OFF any 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! 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.

Summer Recruiting and Retention Strategies

Posted on May 24, 2019 by The Profitable Recruiter

24 May

BEFORE you head into summer fun mode, make sure you are putting these strategies, ideas, and systems in place to stay positioned all summer to recruit when the fall season kicks into high gear, and keep OTHER brokers from recruiting your agents away!

Watch now…

Want to learn how to increase your market share and build an extraordinary team? 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 45% off with the promo code 45OFF any pro membership. That’s 45% 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.

Getting UNSTUCK | Moving Your Recruiting Forward with a Plan

Posted on March 1, 2019 by The Profitable Recruiter

01 Mar

This is the time to get out of your own way as brokers and managers — and get unstuck from old habits and strategies. In a market filled with distractions and disruptors — it’s vital for you to ensure that you have all systems in go mode to recruit the team you want this year. That’s why we wanted to share our video on demand with you all!

Want to learn more about mastering your management and recruiting skills? We have a full spectrum of membership benefits with all the tools, strategies and solutions you need to position yourself to win this year and every year. Our goal is for you to become the “turn-to” broker in your area for every agent.

Join today and take advantage of our special offer of 45% off with the promo code 45OFF any 6 month or annual membership. That’s 45% 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.

Growth, Culture, & Retention Webinar

Posted on January 24, 2019 by The Profitable Recruiter

How one powerhouse recruiter brought on board 52 agents in just three months?

We are delighted to share our January Profitable Recruiting webinar with everyone to kick start our 2019 off on an amazing foot. Learn the strategies, mindsets, and tools she learned from Judy LaDeur’s One-On-One retreat coupled with savvy marketing intuition, and a passion for hitting her goals.

Meet Jackie Root, who, nine months after becoming an agent, (after a long career in marketing and development) Jackie was asked if she would be willing to create a position that did not exist at that time and work with her company’s team to grow the company. Her compelling insights, ideas, and strategies to increase culture, agent retention, and expand into new markets took them from 215 agents to 487 and increased transactions from 4500 per year to 6850 this year and went over a billion dollars in volume.

You’re going to want to take notes — and then take ACTION! Thank you, Jackie, for sharing with our membership!

It’s time for every broker to make this YOUR year for increasing profits, productivity, and growing your team with the right agents for your organization.

Want to get results like Jackie is getting? We can help!

Learn how to master recruiting skills and be the broker to join in your market. We have a full spectrum of membership benefits with all the tools, strategies and solutions you need to position yourself to win this year and every year. Our goal is for you to become the “turn-to” broker in your area for every agent.

Join today and take advantage of our special offer of 45% off with the promo code 45OFF any 6 month or annual membership. That’s 45% 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.

Disruption Doubt and Industry Predictions

Posted on January 16, 2019 by The Profitable Recruiter

16 Jan

By Judy LaDeur

Take a poll of brokers from all over North America, and most will tell you that they thought 2018 was a year of change largely filled with many disruptors. However, I have to ask, did they REALLY play the huge role everyone thought they would?

There were many new startup companies, some they’re still around, but talk has definitely died down. From my perspective, the two primary disrupters in 2018 were technology and private funding. I think 2018 will long be remembered as the year of new technology and change. Everyone is still scrambling to get their sites completed, renovated, updated and relevant. The new technology is a permanent change, and we predict that it will benefit all. My predictions at the beginning of 2018 were that the disruptors would not truly interrupt most businesses and that the focus of every broker should be that of taking great care of their agents, staying vigilant, and providing the tools and resources that agents need most to best serve their clients.

As 2018 came to an end, those companies who paid attention to their agents and stayed focused and prepared to deliver the tools, training, support, and guidance their agents needed to serve their clients and community – they were the real winners. I don’t see technology as the disruptor in 2019. I see it as the catalyst to take our industry forward. Will private funding continue? As long as the market stays strong, private funding will continue to flood into our market. There were a lot of lessons learned in 2018. A big lesson that many brokers learned was that agents don’t usually leave just because there is a check being offered. Statistically speaking, market research shows that only 20% of agents approached with a monetary enticement made the decision to leave. I talked to many agents who did take a check. Each one who accepted a check confirmed that they had already made the decision to leave the company they were with. The check just made the choice of companies to go to easier.

Looking ahead, I think 2020 will be a very interesting year. Many agents who made a move in 2018 are under a two-year contract, so the pressure is on those companies to provide the agents with the support they want, to make them feel special, and to create the experience that they’re looking for. If not, I think those companies will see those same agents leave in search of that experience they had hoped to find when they made the move to begin with. My message remains the same for brokers. Most agents are emotional decision makers which means that they are in it for the connection, the feeling they get when they are part of your team. The support that they feel. The sense of belonging. These are all big factors for agents that will determine whether they will stay or go.

Some are predicting that this year will be the year of the consumer and that ours is becoming a consumer-centric industry. Here’s my prediction for 2019. The Brokers who will come out on top are those who remain agent-centric. I saw many examples over the last 12 months. Don’t worry about your competitors in 2019. Keep your eye on your game, and up your game, if needed. Focus on the needs of your agents. Create an experience within your organization that they want to be part of. Recruiting agents is easier when you create the experience. My final closing tip for every broker is that 2019 is going to be a great year to increase profits. If you want to increase your profits, you have to increase your revenue. You increase your revenue by increasing the number of productive agents that you add to your team and by increasing the number of opportunities that your agents have to do business. How can you improve their skills so they can do more business? It’s going to be a great year. Are you ready?

Join today and take advantage of our special offer of 45% off with the promo code 45OFF any 6 month or annual membership. That’s 45% 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.

Define Your Compelling Reasons

Posted on January 6, 2019January 9, 2019 by The Profitable Recruiter

06 Jan

What Makes You DIFFERENT?

by Real Estate Recruiting Coach Judy LaDeur

The most important asset within your company is the people. Attracting the right people means attracting those aligned with your values and vision. This gives you an opportunity to create a flourishing environment that translates into an improved bottom line.

Putting a strong team in place will require you to answer a few tough questions first. You must be able to share details about your company in “what’s in it for them” terms. Explain how a move would benefit them both personally and professionally. Because let’s face it, switching companies is a very scary decision for most people. Diffuse fears by accurately and effectively sharing the “WHY” that sets you apart from your competition. What does this look like?

You must clearly define:

What you do better than your competitors
What you are doing that your competitors are not
How you can help potential recruits earn more money through your systems and tools
How you enhance the working environment of your agents
What real results other members of your team have seen since making a move

Once you answer those questions, the next step is spelling out the reasons any agent would want to join your team. In my training, I ask each broker to come up with their 12 most compelling reasons. Unfortunately, twelve reasons can be difficult for a lot of brokers. For that reason, we have created a blueprint that you can follow to begin crafting your own list.

12 Compelling Reasons Recruits Will Say YES to Joining Your Company

# 1: Strong Leadership: Vision, support for problem-solving, and leaders who are acting like leaders. 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 generate leads for them as well. There are lead generation companies out there that are charging agents up to $1000 a month for leads and believe it or not, agents are paying. Why? Because agents want those internet leads, or any leads that the company can provide. What are you willing to provide?

#3: Name Brand Awareness: Companies with a strong presence in the market, locally and nationally, are doing well with their recruiting efforts. 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 most 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, working with various ethnic groups which are moving into the country, and working the short sale and foreclosure market.

#5: Positive office attitude and healthy environment in the office: Agents want a positive work environment with competent and positive peers. It is easy for me to see that the offices with the best production and best attitude have brokers with a great attitude. Those same brokers spent the last 5 years getting rid of their dead weight and many are more profitable today than they have been in years!

#6: Mastermind Groups and networking opportunities with other top producers: Many of the best agents enjoy connecting with the other successful agents. Their needs and approach to the real estate business is different from those just getting started, so why not give them the opportunity to grow and play together? Agents who work hard, play hard and spend time together are more likely to stay together.

#7: Marketing support/tools: Marketing is the #1 thing that agents need 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: Many agents struggle when it comes to managing their data and client info. Do you have an easy-to-use customer relationship management tool that allows them to input their data, send out marketing, and locate client data quickly?

#9: Coaching and accountability: We see many companies implementing very successful coaching programs, with some great results. If the company does not provide coaching, the agents might hire outside the organization. The cost can range from $500 -$1000. What that tells me is this: if they want it and it has value to them, they will pay for it! Your agents need accountability and sometimes a third party is the best way to keep them on track and accountable. Your best option is to coach them yourself or have someone else in-house that can effectively coach them. If this isn’t possible, seek out a good coach and work out an agreement with them to coach those agents who want it.

#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 to give them more balance in their life and work?

#11: Proven results with proven systems: It’s not enough to have systems and tools. You need to know what the results are from each of the systems and tools you offer. Use exact results, NAR survey results, national brand results, testimonials from your agents as well as success stories. Bring those results into your interviews. Everyone says they can help potential recruits, but those who can prove it are winning in today’s market.

#12: Security: The bottom line for any agent making a move is whether or not they will feel secure at their new location. The more answers you can provide on the above list, the better they will feel, and when they feel good…they join!

Profitable Recruiting Members- the PDF template for TWELVE compelling reasons recruiting package is on your membership platform. Go to the Resources for Recruiters tab on your navigation bar. You’ll see the download there as well as a new template for a new My Why testimonial template in various colors you can use to create social media posts with agent testimonials.

Need help customizing your templates for your company? Contact Julie today to learn more.

Want to learn more about building your dream team in less time and with less headaches? Join The Profitable Recruiter and gain access to 7 hours of training via downloadable links including interview skills, scripts, objection handlers, and more. PLUS, you’ll have access to entire libraries of recruiting letters and notes, emails, social media content, resources for recruiters, training webinars for recruiting and retention, and opportunities to network with the best of the best. Join today and take advantage of our special 40% off with the promo code 40OFF.

Building a SALABLE Book of Business

Posted on June 28, 2018September 12, 2018 by The Profitable Recruiter

28 Jun

How You Can Help Agents Succeed at a Higher Level

by Real Estate Coach Judy LaDeur

Recent NAR predictions state that nearly 70% of active real estate agents will exit the business over the next 5 – 10 years, most intending to simply walk away from the business they have spent years building. Of the agents that would like to sell their business, most don’t know how and without help would likely experience problems with tracking, second party referrals, the buying or selling agent going to another company as well as trying to determine who is responsible for keeping the business going through advertising, marketing and mailing. Understanding how to help an agent sell their business is a Recruiting/Retention tool that allows a company to capture the market share of retiring agents within their market. It’s not just for agents that are considering retirement in the next five years, it’s also a great opportunity for agents with five or less years in the industry who want a jump start by purchasing someone else’s business, as well as the agents who find themselves in between these two scenarios who want to learn how to make their business saleable in order to get top dollar in the future. The best part is that there is no money up front, but lots of money over the next 5 years, so it’s easy for any agent and any broker to implement.

NAR predicts that over 50% of the REALTORS® who currently sell real estate will retire, relocate, or leave the business due to serious illness in the next ten years. Each time one of your agents leaves for any reason, you lose that market share.

What’s the first step? Your agents should have a saleable business. If their business is not currently set up in a contact database management program, then it cannot be sold. To leverage their business and take advantage of this particular program (the ability to sell their real estate business at some point in the future) – that is the first thing you should do as a broker. Educate your team about the importance of having their business organized and set up in a CRM program. Offering that program is a good retention and recruiting tool. It should have the ability to set up several categories and upload photos. The more categories you have, the more valuable your business will be.

Components of a good data management program:

Easy to use. When we get busy, we are less likely to use a program that requires a lot of steps to enter the data.
Robust. The notes area should be sufficient to make 20-30 notes on each client after each call and or visit. Remember, you will have this database for many years and the notes are important when you sell.
Diverse. You should be able to create a minimum of 20 categories such as: Great for referrals, Buyer, Seller, purchased 2-5 properties from me, investor, seller prospect, buyer prospect, farming area, bowling club, family member, friend, out of area friend who refers clients, Facebook, LinkedIn, Twitter, leads that were referrals, etc.
Intuitive. If you have taken my course on how to know how they will make their decision based on their behavior pattern, you would also add the categories of expressive, amiable, analytical, and driver.
Searchable. Remember, you can have 1 client in 6 different categories, but you want to be able to say, “I have 267 people who have purchased a home from me, but 198 of them have purchased 2 or more homes from me. However, note that 190 people in my database were sent to me as referrals from a client in my database.”
Detailed. Keep all details about the clients, their families, their referrals, property details, etc. on their contact sheet.
Have the ability to create alerts. You should be able to put reminders about when you will make contact with them on your calendar from this program.
Exportable. You should be able to easily export from the database for your mailings.
Group-able. You should be able to set up groups for purposes of sending group emails or specific group mailings.
Visual. A great feature is the ability to have their photo on their contact sheet!

The more people that are in the database, the more valuable the business is when they decide to retire, relocate or leave the business for any reason.

Marketing is another important component. A recent survey showed that 87% of people surveyed reported that they definitely would use their agent again, but didn’t because they can’t remember who they are or how to find them! Are you agents marketing to their databases on a regular basis? What are you doing to support their marketing? Studies show that 10% of the people in their database will do business with them or refer business to them each year if they stay in contact. For most of your agents, that is more than their current level of business. Your agent should do the following to build and maintain a strong business:

Stay in touch 12 times per year with something of value in writing. Our Profitable Sales Agent Newsletters are the perfect tool to stay positioned with something of value every week.
See your past clients and sphere of influence at least twice per year.
Send personal notes 4 times per year.
Talk to your clients at least 3 times per year.
Interact daily using social media

If their business is organized and they are marketing on a consistent basis, they are positioned to sell their business for hundreds of thousands of dollars. The How to Successfully Sell or Acquire a Thriving Real Estate Business kit is available for purchase on our site at www.JudyLaDeurInternational.com for just $79.

Want to learn how to master these skills and build an extraordinary team? 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 40% off with the promo code 40OFF any 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! 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.

Past or current Profitable Recruiter member? RENEW today and save 45% with the code RENEW.

12 Reasons Recruits Will Say YES to Joining Your Company

Posted on May 8, 2018May 8, 2018 by The Profitable Recruiter

08 May

Communicating Your REAL Value

By Real Estate Recruiting Coach Judy LaDeur

You must define:

What you do better than your competitors
What you are doing that your competitors are not
How you can help potential recruits earn more money through your systems and tools
How you enhance the working environment of your agents
What real results other members of your team have seen since making a move

Once you answer those questions, the next step is spelling out the reasons any agent would want to join your team. In my training, I ask each broker to come up with their 12 most compelling reasons. Unfortunately, twelve reasons can be difficult for a lot of brokers. For that reason, I have created a blueprint that you can follow to begin crafting your own list.

12 Compelling Reasons Recruits Will Say YES to Joining Your Company

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

#4: Education/ training: Agents are looking to fine-tune their skills. Many agents know they need to get back to the basics and most 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, working with various ethnic groups which are moving into the country, and working the short sale and foreclosure market.

#5: Positive office attitude and healthy environment in the office: Agents want a positive work environment with competent and positive peers. It is easy for me to see that the offices with the best production and best attitude have brokers with a great attitude. Those same brokers spent the last 5 years getting rid of their dead weight and many are more profitable today than they have been in years!

#7: Marketing support/tools: Marketing is the #1 thing that agents need 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: Many agents struggle when it comes to managing their data and client info. Do you have an easy-to-use customer relationship management tool that allows them to input their data, send out marketing, and locate client data quickly?

#9: Coaching and accountability: We see many companies implementing very successful coaching programs, with some great results. If the company does not provide coaching, the agents might hire outside the organization. The cost can range from $500 -$1000. What that tells me is this: if they want it and it has value to them, they will pay for it! Your agents need accountability and sometimes a third party is the best way to keep them on track and accountable. Your best option is to coach them yourself or have someone else in house that can effectively coach them. If this isn’t possible, seek out a good coach and work out an agreement with them to coach those agents who want it.

#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 to give them more balance in their life and work?

#11: Proven results with proven systems: It’s not enough to have systems and tools. Your need to know what the results are from each of the systems and tools you offer. Use exact results, NAR survey results, national brand results, testimonials from your agents as well as success stories. Bring those results into your interviews. Everyone says they can help potential recruits, but those who can prove it are winning in today’s market.

Take some time to sit down and determine what your best selling points are as an organization. Ask your agents what they love most about being part of your business family. Then couple these powerful 12 reasons with your own compelling attributes and get ready to knock it out of the park this fall!

Want to continue to learn how to be the turn-to broker in your market? 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.

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.

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