Working a Recruiting Funnel

by | Sep 1, 2022

For most real estate professionals, working a sales funnel is second nature.

But when asked to define and work a recruiting funnel, things get a little cloudy.

Why? Because many recruiters and hiring managers see the recruiting process as short and transactional.

Of course, there is a transactional phase, but the most effective recruiting work is proactive, patient, and responsive to the timeline of the prospect.

The real estate recruiting funnel typically has these components:

Attracting: all the activities that cause prospects to apply and/or agree to be contacted.

Engaging: all the activities that cause prospects to feel understood; including initial interviews/face-to-face meetings.

Nurturing: all the activities that inform and educate prospects of the unique benefits of your opportunity as it relates to their circumstances.

Hiring: all the activities that cause hiring transactions to close.

Onboarding: all the activities that cause the first 90 days of the new hires’ experiences to exceed their expectations.

This framework helps us remember there’s a natural pace and process that honors talented prospects—it makes them feel valued and respected.

If you’re not getting the number of high-quality hires you desire, work back through each step of the recruiting funnel.

Where’s the breakdown?

The Simple Psychology of Real Estate Recruiting [eBook]

Unlock the secrets of effective real estate recruiting and learn how you can build trust, foster rapport, and understand the psychology behind candidate decisions. Discover techniques for converting acquaintances to hires and retaining agents by addressing their needs and aspirations.