When you’re in a dialog with an experienced recruiting prospect, it’s appropriate to ask:

Did you make more money last year than you did the year before?

Are you on track to make more money this year than you did last year?

Is your life more sane now than it has been in the last couple of years?

If you get a ‘yes’ to all three questions, your chances of recruiting such an individual are low.

But according to NAR’s recent member survey, your chances of getting a ‘yes’ to all three questions is pretty low.

In 2020 (compared to 2019), agents had:

Less Production– $2.1M (down from $2.3M)
Less Transactions—10 (down from 12)
Less Income–$43K (down from $49K)

This decrease happened in spite of a record number of homes (5.64M) being sold in 2020.

Since sales were going up and income was going down, the competition for this business was intense and that makes for highly stressed agents.

If your value proposition helps agents increase their income and lower their stress, your message should resonate with a large population of agents.

And these questions will help you get the conversation on this topic started.