Recruiting Experienced Agents
To grow your business and your market share in today’s competitive real estate industry, brokers and managers have to put the systems in place to ensure that they are always in front in their recruiting efforts. That means building a strong, viable hit list of experienced recruiting candidates and consistently ‘farming’ them month after month. It’s also a recommended practice to put additional systems in place to ensure you are attracting new agents as well and paying close attention to the needs of your current sales associates so as to not lose any great producers who might feel slighted or overlooked.
How do you put together a successful recruiting campaign for experienced agents?
In a database of some sort (it can even be as simple as excel), create your list of top agents who you would like to bring on board to your organization and then start learning all you can about these top producers.
We’ve got a powerful, direct-response campaign of postcards that makes touching base month after month really simple. You can also message them on social media, send them handwritten notes, a quick word via email – but the most effective and easy way to stay in touch and top of mind is the recruiting postcard.
This is the hardest part for most brokers – the dreaded phone call! Remember though – if you’re using the experienced agent recruiting postcards consistently then you’re actually warming up those calls which makes it easier to pick up and dial. Be personable, be strong, let them lEknow what you are doing differently in your office that would make a difference in their career and close for the appointment.
Here are four great reasons to pick up the phone:
- Congratulate the agent on a job well done if they co-brokered a listing with one of your agents, landing a big listing that you heard about, won an award, or shared some great news on social media.
- Invite them to a training seminar or workshop that you are hosting or that is being held in your area by a speaker and let them know that your team values giving agents all the tools, training and motivation that can help them grow their business.
- Ask them if they’ve ever thought about weighing out their options and what learning what other companies have to offer and that you’d be happy to share with them in a confidential conversation just why your agents are getting a higher split/more market share/more closed gross commissions per year – or whatever your power numbers are.
- Tell them you’re impressed. That you’ve been in the business a long time and it is terrific to see a strong level of professionalism and integrity in the marketplace and you wanted to give them a call and let them know. Many times agents aren’t getting the accolades they’d like at their current brokerage. It pays to pay attention!