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 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!

Four Words of Advice for Today’s Recruiters

Posted on August 4, 2014 by The Profitable Recruiter

Awesome Insights from Recruiter Carl Vandergoot

By Julie Escobar

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

Here’s an excerpt from our interview:

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

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

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

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

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

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

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

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

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

A: That’s easy: PICK UP THE PHONE!

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

A: Sure – you can find me through my site: www.carlvandergoot.com

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

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

How to Get Positioned to Win This Fall

Posted on August 1, 2014 by The Profitable Recruiter

Recruiting Season is Almost Here – Are YOU Ready?

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

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

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

Always Hire Better Than Yourself

Posted on July 31, 2014 by The Profitable Recruiter

Unstoppable Team Advice from Top Broker Steve Allcorn

by Julie Escobar

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

Here’s what we learned…

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

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

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

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

Q: How do you measure a SUCCESSFUL year?

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

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

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

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

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

Q: What is your top priority?

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

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

A: Sure! Readers can find me online at www.facebook.com/rmdfw, or www.facebook.com/steveallcornrealestate.

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

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

And Then Some…

Posted on June 2, 2014June 2, 2014 by The Profitable Recruiter

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

By Julie Escobar and The Profitable Recruiter Team

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

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

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

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

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

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

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

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

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

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

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

Get Everyone Rowing in the Same Direction

Posted on May 30, 2014 by The Profitable Recruiter

Insights from One of RE/MAX’s Top Brokers Jaci Coan

By Julie Escobar and The Profitable Recruiter Team

Don’t you love when you find brokers and owners of dynamite organizations who are willing to share their experiences? We do too! That’s why we reached out to some of the best professionals in the business to learn what they are doing RIGHT in their markets – and in our industry! We’re so pleased that seasoned veteran and amazing broker Jaci Coan stepped up share some of her story with us!

Here is an excerpt from our interview:

Q: First Jaci, thank you so much for participating! Can you tell our readers a little about yourself and your company?

A: Thanks Julie. First, I am married to David Coan. We have six grown children, and two wonderful grandkids. I have had my Real Estate license for 35 years. After years of owning a small independent office, David and I opened RE/MAX Trinity in June of 2007. The company has grown from 6 agents to over 85, and 3 offices.

I have been honored with the Greater Fort Worth Association of Realtor “Spirit Award”, and currently serve as the 2014 Secretary-Treasurer for my association.

We were honored as the 2007 RE/MAX of Texas “Rookie of the Year”, the 2009 RE/MAX of Texas “Broker/Owner of the Year”, and the 2010 RE/MAX International Broker/Owner of the Year. We have been awarded the Tarrant Council “Miracle Office” award the past 3 of 4 years. I was the 2010 recipient of the RE/MAX of Texas “John Lozenski Award”, which is awarded for humor, spirit and dedication to excellence, congeniality and commitment to the associates and growth of RE/MAX.

Our company is well known in our community for being progressive. We are located in a historic building in our most popular urban area, and have a relatively young group of agents, with the average agent age being 43. We are highly active in our community, and work together for Children’s Miracle Network, having three large events for them each year. I think our agents are proud to be associated with us!

Q: Wow! That’s a lot to be proud of! Recruiting and retention go hand in hand — as a broker, what is your key for finding balance between the two?

A: I have a full time recruiter whose only focus is recruiting. This allows me time to teach and mentor my agents, focusing my energy on retention.

Q: It’s a competitive market out there, what do you find works best for you in regards to attracting the RIGHT agent for your team?

A: First is selling the power of the RE/MAX Brand! Additionally, we promote the value of the services our office provides to the agents, allowing them to focus on growing their businesses, and our ability to help them reach their personal goals.

Q: We’ve seen a lot of changes in the last few years – what are some of your tips for surviving change?

A: Keeping operating costs to a minimum without sacrificing services that we provide to our agents. During the downturn in the economy we focused our efforts on agent training and productivity, minimizing our loss of agents.

Q: What is your best advice for other brokers and recruiters eager to be successful and grow a great company?

A: Assemble the RIGHT staff, pay them well and treat them well. You can’t be afraid to invest money to assemble the best team. We take two staff retreats annually (just overnight) to take time away from the office to re-center ourselves. One vision and one mission, with everyone rowing in the same direction. We try, as a staff, to always be forward thinking, and we are never complacent! You can’t skimp on the best locations, building finish out, and technology. We are continually looking for ways to improve our game, and therefore improve the experience provided to our customers…the agents.

Q: Thanks so much Jaci for your insights! We’d love to send readers back to your site or social media profile to connect with you if you’d like! Just let me know where to send them! You are wonderful for helping. Thanks again!

A: Our website is www.remax-trinity.com, and we have a Facebook page for RE/MAX Trinity, as well as they can friend me on Facebook.

If you would like to learn more about getting all of YOUR team rowing in the same direction, subscribe today to theprofitablerecruiter.com membership! Affordable, easy-to-implement real estate recruiting and retention solutions and strategies, all in one place, delivered up to you monthly. Learn more today!

It All Comes Down to Focus!

Posted on May 14, 2014 by The Profitable Recruiter

Insights From Seasoned Broker Mark Strosnider

By The Profitable Recruiter Team

Hearing first hand from what OTHER brokers are doing to grow their business, market share, and team of trusted agents is exactly the kind of thing most brokers and recruiters want more of. That’s why we are serving it up interview style with some of the best brokers in the business. This time, we connected with seasoned broker Mark Strosnider – here’s what he had to share with ‘the class’

Q: Thanks Mark for taking some time with us to share your experience! Can you first tell us a little about you and your business?

A: I started in real estate in 1993, and got in to Management and Recruiting in 2006. I started working with my partners at RE/MAX Town Center in 2011 when a second location was being opened. We have grown by a little over 100 agents since October of 2011

Q: That’s awesome! Brokers today have a hefty to-do list – what is your top priority in terms of dedicated time when growing your business?

A: My focus is pretty simple. GROWTH. I work to grow the company size by recruiting and working with the agents on their business models to help them grow their businesses. Having great partners allows me to stay focused on what I do best

Q: Mark, you know Judy is a huge fan of putting systems in place to build and keep momentum. What systems do you put in place to make sure that you are recruiting at the level you need to build the business you want?

A: We maintain written goals with daily, weekly and monthly proactive activities to reach those goals. We share calendars and divide responsibilities so each of us can remain focused on reaching the goals. We time-block and prioritize our activities and meet consistently to review our strategies and measure our results

Q: Sounds like a solid plan! What’s your best tip or piece of advice for new recruiters?

A: Stay focused on relationships, pursue high quality people and be proactive. Don’t wait for it to just happen.

Q: Any favorite strategies you’ve learned from Judy that have really made an impact?

A: Judy really makes it clear and helps get your mind set and expectations in order. Thinking about a recruit as a buyer and not as a listing helped me stay focused on the proper interview process.

Agents move based on pain and rationalize their decision based on opportunity. Be open to opportunity. Recruiting takes patience and when an experienced agent takes the time to sit down with you, you need to be prepared that making a move today is an option for them. Don’t be too patient!

Fantastic advice Mark – thank you so much for sharing! If you’d like to connect with Mark, find him here on Facebook! If you would like to learn more about creating that winning focus for your organization, subscribe today to a theprofitablerecruiter.com membership! Affordable, easy-to-implement real estate recruiting and retention solutions and strategies, all in one place, delivered up to you monthly. Learn more today!