Pied Piper Speaks On Real Estate
How To Recruit 10 Real Estate Agents In 30 Days! Hello, Realtor:
This is it! This is the year that you are going to meet and
exceed your recruiting goals, right? You're fired up and ready
to hit the ground running, aren't you? Congratulations, you are
officially in Phase One of the Four Phases of Recruiting, the
"Enthusiasm/Exhaustion" Phase. Don't get me wrong, enthusiasm is
crucial, and a necessarily, vital tool in attracting the right
kind of people to your organization, it is just difficult to
maintain long-term without the right momentum. Enter Phase Two
of the process which is the "Work for It Phase" which describes
most of the recruiting population who are operating on sheer
will and work ethic. Again, viable traits when sustaining long
term forward movement, but you need something more. You need a
shot of the "work smarter, not harder" tools that will give you
the highest level of success. Let us explore the third "Systems
in Place Phase" which allows you to funnel your enthusiasm and
work ethic into processes which help you realize the maximum
results for your efforts and time. Stay focused on this phase
ladies and gentlemen. Phase Four is the "Had it/Lost It/Burned
Out" Phase that most of us have either experienced at some point
or have been on the uncomfortable fringes of. This is your year
though, so let's focus on the steps necessary to helping you
achieve the highest return for your time, effort, energy and
money.
Common sense prevails. If you keep doing what you've always
done, you'll keep getting what you've always gotten. While that
seems to reduce the problem to the ridiculous, ask yourself what
you are doing "differently" to be more effective. Statistically,
most are still stuck in their ruts. 70% of recruiters do a poor
job. Why? More often than not, they lack focus, goals, and have
no system for follow up. Another 20% do a good job, getting by
doing no more and no less than bare minimum with the end result
being mediocrity. While good might seem fine to some of you,
keep in mind that the cost of greatness is high, but the toll of
mediocrity is much higher.
This is your year, remember? How do you move from mediocrity to
greatness? Master the two common denominators that make the top
10% the industry's most effective recruiters. First, develop the
razor sharp focus that recruiting must be a top priority, NOT a
reaction to a problem. Second, develop and implement numerous
strategies and systems simultaneously. Now, you are back in the
driver's seat. Smart strategists know that keeping a business
plan pro-active, rather than reactive will always pay the
highest dividend.
Know What They Want: Floyd Wickman says, "People don't care what
you know, until they know that you care." That lesson is as
applicable to the recruiting process as it is to business of
real estate sales. We are in the people business, after all, and
fulfilling this most basic of human needs is essential to
building your organization's "family." Agents don't change
offices because the new manager has the latest greatest website
available and 24 hour internet access. They do not leave because
of flashy bells and whistles. The next "new thing" is not what
sways them away.
They leave because: ? They do not feel cared about or valued ?
They do not feel that their best interests are being met ? Money
? Lack of "team"
What do they want? ? To feel valued and appreciated ? More
listings ? Tools to help them build their business ? Good work
environment
Now that you are clear on what potential recruits both want and
don't want, putting Phase Three into full operation requires
putting systems in place. Let me share with you three of our
twelve systems for recruiting success.
1. Utilize a Business Base