by Ben Hess, Managing Director, ThirdPool Recruiting
The “turning acquaintances into hires” process culminates when your recruiting prospects allow you to help them solve some problems.
Acquaintances only grant this special access to those who have earned their trust.
Some of the best recruiting successes happen at this juncture. For example, here is part of an email I received yesterday from one of our readers:
I recently recruited a $7M producer. We met four times and worked through many of her problems.
She liked her previous company, but no one was helping her with the things she needed to grow her business. I think this is very true.
There are two ways you can start applying these techniques right away.
New Agents. Most new-to-real-estate prospects are going to face difficulties in transitioning from their prior career to their new one.
Talk to them about the obstacles they need to overcome to move forward in their transition—and then jump in and help.
Experienced Agents. Look for specific challenges competitive agents are struggling to solve. Everyone has problems, and we all want them solved!
If you treat a competitive agent like you’re already their manager and coach, you may transition to “trusted colleague” with little resistance.
The goal is to build trust-filled business relationships. From this vantage point, hiring becomes much easier and leaving your team (at a future date) becomes much more difficult.
Note: If you’re just joining us, you may want to catch up by reading the three previous postings (1,2,3) on this topic.
