Attracting the Agents You Want in Today’s Market
By Judy LaDeur
What is the secret to attracting the agents that you want in today’s market? Preparation is the most important ingredient. Most brokers tell me that they do not spend time preparing for the interview. They just show up at their office in time to conduct the appointment. Not taking the time to prepare for the interview is a lot like showing up for a listing appointment unprepared. When you take the time to do your research, you will be better prepared for certain objections, know which tools and systems to present, understand how they make their decisions and what’s important to that agent.
I always suggest spending 15-30 minutes preparing for the interview. Some things to do are:
- Google the agent to see what you can discover about them
- Go to their Facebook page to see what is happening in their life at this time
- Look them up on Linked In. What are they saying? Are there testimonials?
- What do you know about their company?
- What do you know about the agent?
- Have they sold any of your listings? Who did they work with?
- What is their behavior pattern?
- Based on their behavior pattern, what tools or systems are they most likely to want?
- Check MLS records to see what their production was the past 12 months.
- What is their company’s policy with regard to listings being released?
- What will be the best questions to ask this agent, based on what you have discovered?
Whenever a broker or recruiter takes the time to be prepared for the interview, they will always have a better outcome.
You would never show up for a listing appointment or buyer without the proper preparation.
NAR has shown that an agent will stay with your firm for an average of 7 years. If your profit per agent is just $10,000 per year, that agent represents $70,000 to you. Since most interviews last about an hour, that means that the return on your one-hour investment is $70,000, if you know what to do and what to say when that agent comes in to meet with you. It seems like a good investment to me!
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