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.

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.

Recruiting Rising or Fading Stars

Posted on March 15, 2018March 15, 2018 by The Profitable Recruiter

15 Mar

An All-Star Strategy From Recruiter John Arquette

By Julie Escobar

I was just speaking with two recruiters this week about a strategy we learned on one of our Profitable Recruiter webinars from the fabulous New York broker and recruiter John Arquette. So, I thought it was the perfect time to re-share what he did to change the recruiting game in his market. John has such an amazing attitude and willingness to dive in and just do what it takes to build his team that we wanted to spotlight him as a standard-setter in our industry.

Here’s what he shared:

Q: Thanks John for sharing your words of wisdom! You hired 7-8 new experienced agents in the just a few months – can you tell us a little about that?

A: We have hired 8 new agents after the conference. The two biggest differences are first, how we interview. I use Judy’s 7-step plan which drills down to find hot buttons and preferences. The second this is we are more focused on prospecting. Make the calls and you will get appointments.

Q: In terms of putting together your prospecting list for recruits you recently spoke about ‘rising stars’ and ‘fading stars’ and how you are using interns to help create those hit lists. We thought that was a brilliant strategy – can you tell us more?

A: We use interns to scour the MLS and compare year over year production. When we identify either a rising or fading star we drill deeper by going back another year in the MLS, looking at Facebook and LinkedIn postings, doing a Google search all hoping to learn more about what is going on in this person’s life then we make a phone call and structure the conversation around what we have learned.

Q: That’s just smart recruiting! You’re using the Profitable Recruiter Monday Motivation eNewsletters now every week, and you’ve added a ‘What’s Happening Here’ email on Fridays. So you are CONSISTENTLY positioned with your recruiting prospects. (A giant key to recruiting success!) Can you share with our readers how that’s impacted your recruiting efforts?

A: I am surprised at how hungry the industry is for local news and statistics. The number of agents who come up to me at broker open house events and association functions to comment on the Monday Morning Wake Up Call eNewsletters and the Friday Update is incredible. This opens the door for a “getting to know each other” conversation which should lead to more, I hope!

Q: I love the strategies you use with agents from an office from which you’ve hired another agent – can you tell us about that?

A: Once an agent is on board (we have an 8-step on-boarding process) we ask them who else we should reach out to at their old office. They have an insight I’ll never have and often we are able to arrange a few more meetings. We run huge welcome ads in the local paper telling the new recruits story and introducing them such as, “Meet Christina Closson – the newest member of our elite team.” This always get noticed. We take the ad and send out an email blast using Vertical Response and we mail copies to selected agents as well.

Q: Great stuff John. If readers have referrals in your area – what’s the best way for them to connect with you?

A: The best way to reach me is via email.

Profitable Recruiter Members — login to your accounts today to watch John’s awesome webinar on demand today. His insights were on point! Need help recruiting your own dream team? Join The Profitable Recruiter and gain access to 7 hours of training via downloadable links, hundreds of recruiting letters and notes, emails, social media contents, webinars for recruiting and retention, and opportunities to network with the best of the best. Join today and take advantage of our special spring offer of 40% off with the promo code 40OFF any pro membership.

Webinar On Demand: Recruiting Strategies with Keith Pike

Posted on April 21, 2017April 21, 2017 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!

Twelve Ways to Use Done for You Tools to Recruit & Retain

Posted on January 20, 2016January 28, 2016 by The Profitable Recruiter

As a Profitable Recruiter

By Real Estate Recruiting Coach Judy LaDeur

Creating is hard right? But crafting a marketing plan from already done for you tools is not only easy, it’s smart marketing – and savvy time management. This week, let’s look at twelve powerful ways you can use your Profitable Recruiter Membership tools to recruit the agents you want, brand your company in your marketplace as the one to work for – and do business with, and lighten your daily to do list!

Stay positioned the RIGHT way. The number one thing you can do to recruit your dream team and retain the great agents you have is to stay in front of them at least monthly, if not weekly, with valuable information, inspiration, and a reminder that you are there when they need you. Our most successful members log into their platform just before the first of every month (or have their admin do this for them) and click on Weekly eNewsletters. They then copy and paste these weekly eNewsletters into their own email platform (we recommend a platform that allows you to track opens, click through rates, etc.) and then schedule them to go out every Monday morning before 7:00 am. Not only will you get tons of positive feedback, this week alone, we had several brokers tell us that agents are asking if they can add OTHER agent friends to the weekly campaigns. You’ll be staying top-of-mind, growing your hit list, and put yourself in the position of being the number one broker to call when those agents are ready to make a move.
Work the challenges. Each week, we share a challenge and action step that you, the broker and recruiter, can take to further your recruiting goals and grow a stronger business. The brokers that do, are full speed ahead and on track to surpass their goals.
Pro Members Use Lumpy Letters. Each month you’ll get these new attention grabbing letters which are meant for the top 10-20% of your recruiting prospect list. Sent monthly, they not only put you front and center on the radar of those top agents, they will help make you the talk of the real estate town with chatter about how creative you are, how you went the extra step, and how they can’t wait to see what you’ll send next. They make follow up fun and easy – and they’ll make picking up the phone because the agents are CALLING YOU with a thank you, a welcome relief from cold calls! Top brokers simply copy these (or have their admin copy), order the ‘lumpy’ part of the mail (we offer links so you can find these items easily), and have their admin assistants put them in bubble mailers and send out the first week of every month.
Pro Members Use Seasonal Recruiting Letters. Each month we add 2-3 seasonal and timely recruiting letters that you can copy and paste onto your letterhead, hand sign, and send to the top 100 prospects on your recruiting list. We also offer retention letters that you can use to do the same and send or hand deliver to your current agents to make sure they feel special. There is power in receiving something in the mail in today’s electronic world. Use it to your advantage. The first or second week of every month simply copy, print, sign, and send. (Three of those activities you can even delegate – how cool is that?)
Social Media Tips. Every month we deliver enough content and ideas to keep you visible (without stressing you out or taking up too much time) as well as strategies to brand you and build a strong, positive online presence. It’s an easy, breezy way of kicking up your social media without having to reinvent any wheels. You can even use great tools like SproutSocial.com to copy and paste some of these into a platform and schedule your posts.
Webinar Invites. Every month we host TWO webinars. One for brokers in which we spotlight top recruiters and coaches with timely topics and strategies on what works – and even what doesn’t (common pitfalls) to keep you on track for your recruiting goals. Secondly, we host an agent webinar with top agents and coaches who deliver powerful strategies to help your agents (and prospects) rise to the top of their field and stay there. Our top brokers open the invite tab at the first of the month, register for their own webinar, then copy and paste the agent registration link into one email that goes out to all of their existing agents, and a second email inviting all their prospective recruits (use a platform, bcc options, or email individually for confidentiality) to attend.
Blog. Bookmark the blog for powerful interviews, scripts, dialogues, broker spotlights, etc.
Learn at your own pace. Click on the Webinars on Demand tab in your platform to watch a wide spectrum of past webinars at your own pace. There are agent and broker webinars here so you can use some as training opportunities for your sales team. Preview a topic, pick one each month and invite your agents in to watch on demand and workshop what they’ve learned. This is a GREAT tool if you have an in house trainer. (Ask us about how to give them access of their own to this popular section of the membership platform.)
Archives. We archive several months of tools at a time so you can peruse other lumpy letters, eNewsletters and tools if you want to switch things up a little!
Recruiting Scripts for our Pro Members. We add new scripts and dialogues for even the toughest recruiting and prospecting calls and interviews here each month. Top members print these out and practice, drill, and rehearse so that they are ready for ANYTHING an agent might through their way!
6 Month and Annual Members access over SEVEN HOURS of audio training for recruiters. These audio files run the gamut of what brokers face each day and teach you how to master your trade as a broker, recruiter, and business professional.
Help your agents do the same. Through April 15th, brokers can register for The Profitable Sales Agent for 25% off the membership fee and share THAT content with their agents so they have the vital tools THEY need to stay top of mind, build a strong referral base and sphere and capture the respect, trust, and BUSINESS of the consumers in your community. In this platform they will get:

Weekly eNewsletters designed to be sent to home buyers and sellers complete with DIY home tips, real estate tips, a motivational message, and calls to action
Free collateral material and fair trade items such as staging tips, listing tips and more
Access to their OWN webinar training spotlighting top agents and coaches each month
Agent challenges and weekly action items to keep them motivated and on track
Webinars on Demand so they can learn at their own pace
Archived tools so they can peruse past success strategies
Social Media Tips and Strategies so they can build a strong online presence themselves and connect with their sphere

Creating is hard. Using the tools that others have built for you that will position you for the success and growth that you want for your business? Is simple and affordable! If you are a Profitable Recruiter Member – make sure you are taking full advantage of your membership platform by following the twelve tips above. If you want to register YOUR Company for The Profitable Sales Agent and deliver the tools above to them – click here and use Promo Code 25OFF to save 25% on your membership through April 15^th.

If you are NOT a member of The Profitable Recruiter but would like to start using these powerful done-for-you content training and tools, then register here and you too can use the promo code 25OFF to save 25% on any pro membership. To access the Audio downloads, register for either the 6 month or annual memberships. Got questions? Email us! We’d love to help! Make it a great year!

Are You Following Up With Co-Broking Agents?

Posted on April 2, 2015April 2, 2015 by The Profitable Recruiter

If Not, WHY Not?

by Real Estate Recruiting Coach Judy LaDeur

A great way to build relationships with agents is to take advantage of the opportunities to work with those agents who sell your company listings of whose listings you sell. You not only have a 60-day window to work with them on those sales, but you can also use the fact that they sold your listing to invite them to social events, educational events or extend recognition to those agents.

Here are some examples:

Invite them to an event. When agents think they have earned the right to be at the event, they are more likely to attend, than if they thought they were being recruited. You can send out an invite followed up with a phone call which says: Because you have sold one of our listings this year we would like to invite you to be our guest at…
Thank them. You should always call those that your agents are working with and thank them for selling your listings, or the great way in which they always handle the transaction. After closing, send a note to the homes of the ones you want to interview, or if you know the spouse, send it to the spouse.
Ask around. Ask your agents about who they are working with and what the experience has been. Those are great conversations to have with your current agents,and shows you care about how their transactions are going, and your agents are your best source of referrals. They know who would be a good fit for your team and who wouldn’t. Ask if there was one agent out there who you’ve had a great experience with — a ten on a scale of one to ten — who would it be and why. Then call those agents up and share that compliment. Let them know you’re impressed and you’ve got an open door if they ever think about making a move.
Befriend those agents on social media. Use your social media platforms to be top-of-mind with your co-broking agents so they can get to know you over time.
Write a recommendation for them on LinkedIN. Everyone can use kudos – especially when they are well warranted. Writing a recommendation is a great way to let those agents know they are doing a great job and that you noticed, and for the clients and friends in THEIR sphere to hear see those glowing words about them as well.

The possibilities are endless, but definitely be sure to incorporate these ideas into your spring recruiting efforts.

Recruiting is all about staying in touch. Staying positioned. And communicating. We have the systems that can help you do all of that and more. Become a member of The Profitable Recruiter today, and put the power of done-for-you content and tools that make recruiting experienced and new agents easier, less time-consuming, and even fun. Register today and use the promo code 25OFF to save 25% on any pro membership. To access more than SEVEN HOURS worth of my recruiting Audio downloads, register for either the 6 month or annual memberships. Got questions? Email us! We’d love to help! Make it a great spring season!

Hiring Second Year Agents

Posted on March 12, 2015 by The Profitable Recruiter

A Smart Spring Recruiting Strategy

by Real Estate Recruiting Coach Judy LaDeur

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

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

Letterhead

Dear (First Name),

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

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

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

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

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

Let’s get together and see if you can!

Warm regards,

Your Name, Title

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

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

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

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

5 Questions to Ask Every Recruiting Prospect NOW

Posted on June 2, 0201June 2, 2016 by The Profitable Recruiter

02 Jun

Getting Positioned for Success

By Real Estate Recruiting Coach Judy LaDeur

Brokers and recruiters all across America are saying the same thing. “What’s up with the recruiting market this year? I am doing everything I have always done, but nothing seems to be working!” I have been talking to a lot of brokers who remember those days well. Ten years ago, when the market was really hot, brokers had the same frustrations. The best agents did not move until after the spring market. Of course, then they went on vacation, and spend some of their hard earned money. Those days have returned. The good news is the real market is back. What that means for brokers is that once again, they need to spend the summer getting positioned for the agent movement that will occur in August and September. There are lots of ways to stay positioned, but as we mentioned in last week’s article, it should be passive. Agents don’t want to feel the pressure right now. Since we know what their next eight weeks looks like, let’s give them what they want. A little time to relax, recoup and regenerate for the full court press in the fall.

I have been talking to many of the recruiters that I coach, and they are all saying the same thing. The agents are willing to get together but most want to wait until August. So let’s start booking interviews for August! Don’t get me wrong. I think that you always have to ask the agents if they are willing to come in for an interview, but if you can not get the interview, use these questions at the end of he call to book your August interviews.

“Stats show that this was the best spring market in 10 years, would you agree with that statement?”
“It also shows that most agents were completely focused on their business and making money, and in fact, many were worried that the market might slow down again. For that reason, most agents were not going to do anything to break their momentum, which includes making a move to a new company. Would you agree with that?”
“Those same agents are planning to take time to relax recoup and regenerate in July before getting back to work for a strong fall market this year. Are you planning to take some time off? What are your plans?”
“In years past, when the spring market was really strong, the best agents chose August as their time to look at their options and consider a move. It’s the perfect time to make a move, based on lower inventory. Would you be willing to look at your options in August before the market picks back up? “
“Great! Let’s set a time now and put it on the calendar. What day in the week is the best time for you to meet? Do you prefer morning or afternoons? Great! I look forward to getting together then. I will send you some info over the course of the summer, just to stay in touch. No pressure. We have a Motivational email that we send to our agents each week. It’s a great way to start off every week. Do you mind if I send you a motivational message each Monday morning? Perfect.”

Once again, always ask them to get together now. Many will. But for those that won’t, let’s start building that pipeline full of prospects for August.

The Profitable Recruiter Marketing Platform has a lot of great ideas to gently stay in touch. If you are a member, check out all the new tools on your Members Only Tools and Marketing materials section. Of course, one of the best tools to stay positioned, is The Profitable Recruiter ENewsletter Campaign. It’s a fun marketing piece for the summer. Check it out at www.TheProfitableRecruiter.com.

Summer is also the time for retention. Your agents might be looking at their options as well. Over the next eight weeks I will send you ideas and suggestions to retain the ones that you have, while getting positioned for the ones that you want.

If you’re ready to dial 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 summer 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!