Say NO to Rejection
by Real Estate Recruiting Coach Judy LaDeur
Recruiting is still the lifeblood of this industry. We all know that in order to make the hire we have to get an interview. To get the interview we have to get the appointment and in order to make the appointment, we have to make that darn call! Easier said than done.
If you are currently reluctant to pick up the phone and make the call to breathe new life into your organization, commit to taking this approach: The NO REJECTION dialogue.
Start your dialogue with a compliment or a word of encouragement to get the “No Rejection” rolling. Topics could include complimenting them on:
1) Their personal website (Of course you need to view it to discuss it)
2) Recent ads they are currently sponsoring (Especially since so many agents have cut back on their ads)
3) Their average Days On Market for properties listed (Discuss pricing it right; controlling seller expectations)
4) The percentage from List Price to Sale Price (Include CMA process and marketing strategies)
For the next 30 days, I just want you to call, discuss something that they will feel good about, compliment them and close with this phrase. “Do you have anything special planned for the rest of the summer?” (Get their feedback.) Continue with, “That sounds wonderful. I hope you have an opportunity to make lots of memories. It’s been a busy year for everyone, so take this time to relax, have fun and enjoy the things you enjoy doing. We are expecting another great quarter ahead in real estate and love to see some positive shifts to a more balanced market. We look forward to working together with you in the future!”
Yes, you read it right. I did not ask you to close for an interview. By not closing, you will remove the rejection factor. Be prepared for your prospect to be surprised. Most important, remain sincere and transparent. In this competitive market, it’s more important than ever to build those relationships. Get back in touch with them in a few weeks or at the beginning of the next quarter and then ask them to come in for an interview.
This communication will build value into your organization while enriching your relationship with the prospect. Now, go ahead…make the call!
If you’re ready to give your team or organization a truly solid foundation — put systems in place that position you to build the team you really want, or learn more strategies for working smarter, not harder, bookmark our blog, and join The Profitable Recruiter today. We have a full spectrum of membership benefits with all the tools, strategies, and solutions you need to position yourself to win this year and every year. Our goal is for you to become the “turn-to” broker in your area for every agent.
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