By Julie Escobar
Recruiting is such an intensely hot topic right now, and there’s nothing else quite like learning what other brokers are doing RIGHT to stand out from their competitors and grow their businesses. We caught up with a dynamite broker and recruiter Michael Coburn and asked him to share his insights. Here’s what we learned:
Q: Thanks Michael for your time and willingness to share! First, can you tell our readers a little about yourself?
A: My name is Michael Coburn I am the Broker Owner of RE/MAX Town & Country in Allen, Texas. I have been licensed for 26 years and hold the CRS, GRI, ABR, e-PRO, RFC & CDPE designations. I am married to Debra Coburn who is Co-Owner of RE/MAX Town & Country and is also the Manager, and we have owned the franchise since 2005.
Q: It’s been quite the bumpy road for a lot of brokers over the last few years. What do you think is the key to not only sustainability, but thriving during challenging times?
A: The key is Three Priorities; Recruit, Retain and Develop. We have all heard it before but it’s that simple… You need to do what you love and love what you do, my wife and I absolutely love what we do and that come across to the agents.
Q: Do you believe brokers should have a strategic business and recruiting plan and if so, how often should they review it?
A: Absolutely! You MUST have a Business plan and the Recruiting plan should be a BIG part of it. This should be reviewed at least weekly, if not daily. You need to start with a Mission, Vision, Values and Beliefs and everyone in the company should know your office Mission. Our Mission is: “To help our real estate professionals become and remain intentional & proactive… so they can create the time and money needed to achieve their personal missions in life.”
Q: Great mission statement! Do you have any favorite strategies when it comes to recruiting new agents to your team?
A: The reason agents join your office is simple…it’s because of YOU! You must be the one that gives them a vision and leads them through the bad markets as well as the good markets. One of the ways that we do this is our value proposition and our value proposition revolves around five components: Culture, Development, Technology, Staff & Brand. The BEST thing to do first is develop a Complete Agent Development Program, our program is built around high level business consulting, consistent training and accountability. Then make calls to agents daily, daily, daily, yes that’s right I said daily, and invite them to a conversation to see if there is the opportunity of a win-win relationship by them joining our office.
Also once you’re walking the walk and delivering on your value proposition, your agents are the BEST source of recruit leads, because they LOVE YOU and they will pre-sell you all over town. And when you bring agents into the office that they don’t know, they love to talk you up, it’s GREAT!
Q: Love it! Finally, do you have any best advice for new or even experienced brokers and recruiters in today’s competitive market?
A: Yes, sell your office and JOIN ME! (Just kidding-kind of!) Make a plan to recruit and stick to it. Hire a recruiter or a director of development. It’s either you are going to be a good trainer or a good recruiter, you can’t do both and you definitely can’t do both, plus handle agent services and solutions and then on top of that try to sell real estate! That’s just NOT realistic.
The hardest thing to do is let go of selling and commit to building your company FULL TIME, but never look at cost always look at return! And lastly, be CONSISTENT. I tell my agents this too. You can’t do anything once. Momentum doesn’t happen by accident – and it doesn’t stay by accident.
My advice is to follow Judy LaDeur’s lead and system. She gives you an outline, a plan and a guide for WHAT to do. When I started doing THAT? THAT’S when SUCCESS happened.
Michael, what a pleasure working with you on this project. You’re awesome! Thank you so much for sharing with our readers!
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