Once you put a recruiting prospect on your Warm List, it’s time to start strategizing on how to dislodge them from their existing brokerage.
The more production and longevity a prospect has with a competitor, the more difficult it will be for them to unplug their business and accept your recruiting offer.
During coaching, I encourage hiring managers to develop a “quick plan” for those who are going to be more difficult to recruit. The quick plan contains the following components:
Problem/Pain: What is this prospect experiencing that would make them want to move?
Potential Solution: What’s the short version of how you can solve this problem (one or two sentences)?
Financial Model: How and why does your solution make financial sense for this prospect?
Influencers: Who else do you know who could help sway this person’s decision to accept your offer?
Next Step: What is the next best thing you can do to get this prospect one step closer to moving?
It’s too time consuming to build a quick plan for everyone on your Warm List.
Just use this technique for your highest value and most complex prospects.
