Last week, I had the opportunity to hear Anthony Lamacchia share some of his recruiting wisdom during a breakout session at the LeadingRE annual conference.Here are the three most insightful things I took away from his talk:
When you educate, you attract. Recruiting prospects naturally back away when they’re approached with a promotional message. Counter this by being a giver and having an abundance mentality.
Yes, a few agents are going to take your secrets, apply them, and experience success. Good for them. But most prospects are going to need your help, and there are plenty of them available to recruit.
What agents want differs based on transaction volume. Here is a rule-of-thumb to keep in mind:
When an agent is doing 1 – 10 transactions per year, they generally want training and leads. When an agent is doing 10 – 20 transactions per year, they are more interested in services and support. Agents above 20 transactions per year are difficult to dislodge without writing a check.
Business development, not recruiting. Since most successful new agents are growing more than 40% a year, they’re focused on their personal business development. Anthony calls this recruiting group the Business Development Group because it better matches the interests of his prospects.
Getting heard is a lot about making the small tweaks necessary to break-through the defenses of agents who are constantly bombarded with recruiting messages.
Try implementing these techniques to get your message above the noise.
