By Real Estate Recruiting Coach and Trainer Judy LaDeur
Have you ever noticed that some brokers just seem to be “lucky” when it comes to recruiting agents to their offices? Well it is not luck, it is timing!
One of the most important keys to any Recruiting System is to keep in constant, consistent contact with your “hit list”. Why is this so important? It is said that “luck is when preparation meets opportunity”. If that is true, then we must have a strategy to increase our chances of “being in the right place at the right time”. In other words, you never know when circumstances will change and your target agent will be looking for a new office. If you aren’t keeping in touch often, the agent that you have been working so hard to recruit could be stolen out from under your nose by some other recruiter who happened to be in the right place at the right time.
However, the trick to staying in contact with your targeted agents is to keep the information that you are sending out valuable, informative, enticing and entertaining. If your information isn’t valuable, informative, enticing and/or entertaining they will not read it.
That is the most valuable component of the Profitable Recruiter Platform is our Monday Morning emails which are designed to start off their week on a positive note, but more importantly, with a positive note from you!
Is it challenging to come up with timely, entertaining and valuable information every two weeks? Of course it is, but it’s essential and again, you never know when “that week, will be THE week” that they need that message from you.
You should also have a system in place that allows you to automate the process of sending out information. iContact or Constant Contact are both great tools. On the first day of each month, copy and paste the emails for each week into a message that will automatically go out every Monday morning. Once you have your marketing system in place, you need to focus on your follow-up calls. Let me guess… up until now you have dreaded the follow-up calls, right? This is probably because your initial contact with the agent was a letter or postcard asking him or her to join your office. This only leaves room for the agent to say yes, or no. You have automatically closed off any other possibility of communications by using this approach.
On the other hand, by sending out motivational, inspirational emails, you will be sending out something that they will read, as well as forward on to those in their life that might need that message on that day. The follow-up call then becomes a friendly call to see how they will apply that message, that week.
This is a much friendlier way to open up a dialogue with your prospective agents. It is also much easier on you, as a broker or recruiter, to make the all-important follow-up calls. In fact, you may even come to look forward to chatting with the agents on your hit list. This is a great way to start a working relationship.
Remember, one of the keys to your success is your ability to stay in consistent contact with the agents on your “hit list”. You earn the right to stay in contact with these agents by only sending them valuable, informative and/or entertaining material. Then you can follow-up with a friendly phone call in a way that the agent is glad to hear from you.
When you are putting yourself in front of more agents in a systematic way, you are bound to become “luckier” than the other brokers in your marketplace. Sam Goldwyn of MGM once said, “The harder you work, the luckier you get.” I like to take it one step further and say, “The smarter you work, the luckier you get.” So, go out there and create your own luck!
Profitable Recruiter Members, please login to your platform today to get all of your December recruiting tools, and review last week’s powerful webinar on demand!
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