What Kind of Boss Are You?
Discover how being a “do-less boss” leads to superior outcomes, fosters clarity, and promotes focus in real estate leadership. Learn to transform your leadership style for better efficiency.
by Ben Hess | Dec 8, 2023
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.
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May 17, 2024 | Communication, Development, Leadership
Discover how being a “do-less boss” leads to superior outcomes, fosters clarity, and promotes focus in real estate leadership. Learn to transform your leadership style for better efficiency.
May 16, 2024 | Uncategorized
A few years ago, we helped one of the largest real estate portals hire agents for teams on the West Coast. It was a big project that involved conducting more than 70...
May 15, 2024 | Development, Innovation, Podcast, Strategy
Discover how Carol Bulman ramped up recruitment from $20M to $139M in a year. Tune in to our podcast for her astounding real estate recruiting story.
May 14, 2024 | Communication, Development, Recruitment
This piece reveals the importance of persistent follow-up in real estate recruitment, equating it to a nurturing process for optimal results.
May 13, 2024 | Communication, Leadership, Recruitment
Master real estate recruitment by leveraging negotiation skills. Discover how framing questions can set the right tone for valuable, productive conversations.
May 10, 2024 | Branding, Leadership, Recruitment
Diving into the dynamics of employment branding for large and small real estate organizations, understanding its influential role in recruitment strategy.
May 9, 2024 | Communication, Development, Recruitment
Learn to captivate your recruiting prospects through highly resonating stories. Fine-tune your approach based on your prospect’s perspective to persuade effectively.
May 8, 2024 | Insight-of-Week, Leadership, Recruitment, Top-25, Trends
Explore why 39% of agents plan to switch brokerages in 2024, what they are seeking, and how to increase retention and recruitment.
May 7, 2024 | Communication, Recruitment
Recruiting prospects prefer one idea per email – a conclusion drawn from years of tracking response rates to various email lengths in real estate recruiting.
May 6, 2024 | Press
SEATTLE, WA - May 6th 2024 - Recruiting Insight, a leading talent acquisition solutions provider for the real estate and mortgage industries, announced today the launch...
May 6, 2024 | Communication, Leadership, Recruitment
Boost your negotiation skills to win hires and deals. Learn from expert Mike Walker in our upcoming Recruiting Insight Mastermind session.
May 3, 2024 | Communication, Innovation, Recruitment
Discover how military tactics can be repurposed for recruitment. ‘Softening’ targets could result in more productive conversations and successful outreaches.
May 2, 2024 | Communication, Innovation, Recruitment
Explore the importance and effect of simplicity in recruitment. Better engage your prospects by simplifying your value propositions.
May 1, 2024 | Communication, Leadership, Recruitment, Top-25
Uncover the infectious nature of negativity at work and its impact on recruiting. Learn to maintain positivity for successful hiring prospects.
Apr 30, 2024 | Communication, Leadership, Recruitment
“Explore strategies that can transform canceled recruiting appointments into hiring opportunities in real estate, ensuring no prospective talent slips away.”
Apr 29, 2024 | Communication, Development, Recruitment
Delve into the surprisingly powerful effect of smiling in the recruitment process and its potential to boost your communication and rapport-building efforts.
Apr 26, 2024 | Communication, Leadership, Recruitment, Top-25
Discover how turning listening into a signature strength can revolutionize your real estate recruiting and stand-out among competitors.
Apr 25, 2024 | Communication, Development, Recruitment
Uncover the potential of using templates and clear instructions to improve your real estate recruiting practices and boost productivity.
Apr 25, 2024 | Masterminds
Description: In this Special Edition of the Recruiting Mastermind series, Mark is joined by coach Travis Robertson as they delve into the intricacies of post-settlement...
Apr 25, 2024 | Masterminds
Description: Mark is joined by guest Dr. Bill Dyment, author of the empowering book “Fire Your Excuses." Dr. Bill, renowned for his expertise in frontline team...
Apr 24, 2024 | Communication, Leadership, Recruitment
Creating bonds through common struggles can show recruits that your organization is a place of shared experiences and growth.
Apr 23, 2024 | Development, Leadership, Recruitment
Discover the power of delayed gratification in recruitment. Overcome excuses, stay focused, and reap the rewards of your long-term recruitment strategies.
Apr 22, 2024 | Leadership, Recruitment, Trends
Learn how to leverage talent attraction events in your recruitment strategy and join our free online training event with Travis Robertson.
Apr 19, 2024 | Development, Strategy, Time Management
Just getting together with other hiring managers and recruiting for a set period of time each week will short-circuit many of your recruiting excuses.
Apr 18, 2024 | Development, Leadership, Recruitment
Effective real estate management requires creating a balance between addressing immediate concerns and investing time in strategic activities for future growth.
Apr 17, 2024 | Communication, Recruitment, Strategy
Uncover the delicate balance in communication frequency and learn how to create attractive, personal, positive connections with your real estate recruitment prospects.
Apr 16, 2024 | Branding, Communication, Recruitment
This post uncovers how harnessing the power of attraction, particularly the principle of familiarity, can lead to more successful real estate recruitment.
Apr 15, 2024 | Podcast
Description: Dive into "The Simple Psychology of Real Estate Recruiting" to unlock the secrets of effective real estate recruitment. This guide illuminates:...
Apr 15, 2024 | Innovation, Leadership, Recruitment
“Explore strategies for post-NAR settlement recruitment with Travis Robertson’s Mastermind, helping leaders reach success in the transformed real estate landscape.”
Apr 12, 2024 | Communication, Development, Recruitment
Learn how to effectively present the big picture and incorporate teaching to anchor information, improving your real estate recruitment strategy.
Apr 11, 2024 | Development, Leadership, Recruitment, Top-25
Exploring the loyalty perception gap between managers and agents in real estate – insights on loyalty, retention challenges, and steps to bridge this gap.
Apr 10, 2024 | Communication, Leadership, Recruitment, Top-25
A compelling value proposition is essential for effective recruitment in real estate. Transform your strategic mindset and rise above the competition.
Apr 9, 2024 | Development, Leadership, Recruitment
Uncover how internal resistance impacts your recruitment efforts and take a leap towards altering your beliefs for a successful future in real estate.
Apr 8, 2024 | Development, Leadership, Recruitment
Ditch your excuses and boost your recruiting effectiveness with insights from Dr. Bill Dyment, expert in overcoming inertia. Register now for our Recruiting Mastermind session.
Apr 5, 2024 | Communication, Innovation, Recruitment, Top-25
Transform awkward recruiting conversations into meaningful connections with understanding, validation, and caring. Learn to leverage human nature for successful recruitment.
Apr 4, 2024 | Press
SEATTLE, WA - April 2024 - Recruiting Insight, a leading talent acquisition solutions provider for the real estate industry, announced a remarkable 75% year-over-year...
Apr 4, 2024 | Leadership, Recruitment
Learn perseverance in real estate recruitment symbolized by the vintage hand-pump. Keep pumping initially, expect delayed results and later enjoy a steady influx of hires.
Apr 3, 2024 | Development, Leadership, Recruitment
The blog highlights the need of finding a balance between judging a candidate on our personal perspective and their track record. Diverse skills and behaviors are a company’s asset.
Apr 2, 2024 | Communication, Leadership, Recruitment
Explore why passive retention strategies fail and how engaging real estate agents through retention interviews can help you retain top talent.
Apr 1, 2024 | Communication, psychology, Time Management
Dive into the potentials of reciprocity and quid pro quo in real estate recruitment, nurturing balanced relationships with prospects.
Mar 29, 2024 | Leadership, Recruitment, Trends, Uncategorized
During turbulent times, real estate leaders’ swift and definite actions make a significant impact on agents and the overall organization, shaping the company’s character.
Mar 28, 2024 | Leadership, Recruitment
This is taking a cue from decluttering and applying it to real estate recruitment; only hire new agents who you genuinely want to invest in for the long term.
Mar 27, 2024 | Uncategorized
When big changes appear on the horizon, most leaders try their best to make sense of what’s happening and prepare for what will happen next. It’s probably what you’re...
Mar 26, 2024 | Communication, Development, Leadership
Discover effective strategies to assess and improve your company’s culture amidst challenging times, as advised by Belay’s CEO Bryan Miles.
Mar 25, 2024 | Communication, Leadership, Recruitment
Transform your recruiting strategy with the “Big Ask and Small Ask” approach, keeping opportunities alive even if a prospect isn’t ready to commit.
Mar 22, 2024 | Communication, Leadership, Recruitment, Top-25
In the midst of change, retention comes from rekindling a sense of purpose, vision, and connection between leaders and agents in the real estate industry.
Mar 21, 2024 | Leadership, Recruitment, Top-25, Trends
Amid industry chaos, successful recruitment lies in maintaining focus, assigning meaning to events, and controlling responses to obstacles. Upgrading the quality of recruits and targeting potential listing agents form a stable strategy.
Mar 20, 2024 | Development, Leadership, Recruitment
Learn the key to successful recruitment from major league baseball tactics: Focus on developing raw talent and maintain a high standard of expectations.
Mar 19, 2024 | Communication, Development, Leadership
Explore easy methods to foster optimism among your real estate team, boosting agent success even during periods of change and uncertainty.
Mar 18, 2024 | Development, Leadership, Recruitment
Discover why recruiting new agents can provide fresh talent, foster team culture, drive competition, and mitigate risks in the real estate industry.
Mar 15, 2024 | Development, Leadership, Recruitment, Uncategorized
Examine the powerful blend of desire, action, and consistency—the magic behind successful talent attraction in real estate recruiting.
Mar 14, 2024 | Innovation, Leadership, Recruitment
Benchmarking against your competitors is not the key to recruiting success. The real game-changer? A remarkable office environment and team synergy that agents truly love.
Mar 13, 2024 | Masterminds
Description: Mark is joined by special guest, Michael Guthrie - President Emeritus of Howard Hanna Roy Wheeler Realty, as they share their insights and secrets on how...
Mar 13, 2024 | Development, Leadership, Recruitment
Discover a new management model that shifts the role from rescuer to coach, empowering real estate agents and minimizing workplace drama.
Mar 12, 2024 | Communication, Leadership, Recruitment
Delve deep into the Drama Triangle’s impact on real estate recruitment and leadership, and learn how to prevent activating the cycle of drama.
Mar 11, 2024 | Development, Leadership, Recruitment
Discover Michael Guthrie’s 7-step formula for dealing with tough market conditions and leading your team to recruitment success.
Mar 8, 2024 | Leadership, Recruitment, Uncategorized
Learn how leading with hope can drive fruitful recruitment discussions and help prospective real estate agents see the better future they could have.
Mar 7, 2024 | Innovation, Recruitment, Trends, Uncategorized
Uncover the potential of improving your real estate recruiting process, offering a more engaging experience that separates you from competitors.
Mar 6, 2024 | Development, Leadership, Recruitment
Learn to strategically invest in agent retention, focusing on those who offer long-term value to your real estate firm.
Mar 5, 2024 | Communication, Leadership, Recruitment
A walkthrough of effectively discussing compensation with recruits, emphasizing its importance among younger talent and strategies for competitive offers.
Mar 4, 2024 | Development, Leadership, Recruitment
Unearth the power within adversity. Learn from Michael Guthrie’s experiences in overcoming personal and professional challenges in the real estate industry.
Mar 1, 2024 | Communication, Leadership, Recruitment
Learn how warmth and trust can leave a lasting impact on recruits, outshining competence in the initial stages of real estate recruitment.
Feb 29, 2024 | Communication, Innovation, Recruitment
Avoid unintended negative impacts on your recruiting prospects by managing your communication effectively. Be positive, avoid unwarranted criticism and judgment.
Feb 28, 2024 | Communication, Development, Recruitment
Dive into the power of compassion in recruiting: priming potential hires with kindness can lower defensiveness and increase their receptivity to self-improvement messages.
Feb 27, 2024 | Communication, Leadership, Recruitment
Harness the art of noticing others for successful real estate recruitment and fostering trustworthy professional relationships.
Feb 26, 2024 | Development, Leadership, Recruitment
A dive into leadership lessons on fostering high-performing cultures in the real estate industry through recruitment, training, and making difficult choices.
Feb 23, 2024 | Communication, Leadership, Recruitment
Learn to rise above the recruiting noise – attract prospects by giving value and personalizing recruitment strategies. Small tweaks can yield big results.
Feb 22, 2024 | Development, Leadership, Recruitment
Practical solutions for real estate managers to balance problem-solving with vital recruiting and retention tasks, featuring insights from Peter Drucker.
Feb 21, 2024 | Development, Leadership, Recruitment
Discover the common blind spots when scaling your real estate team and learn effective strategies to transition from sales to leadership.
Feb 20, 2024 | Communication, Development, Recruitment
Emphasizing the importance of live recruiting calls, this post shares how rejections can transform into valuable conversations and opportunities.
Feb 19, 2024 | Press
SEATTLE, WA – February 19, 2024 – Recruiting Insight and Better Homes and Gardens Real Estate Metro Brokers, announced the results of its performance audit. Keven...
Feb 19, 2024 | Communication, Leadership, Recruitment
Discover the subtle art of successful recruiting through win-win agreements, ensuring both you and your new hires reap substantial benefits.
Feb 16, 2024 | Communication, Leadership
Explore effective conflict resolution techniques to spur organizational growth and maintain healthy relationships within your team.
Feb 15, 2024 | Leadership, Recruitment, Top-25, Trends
In a changing real estate industry, success hinges on innovative recruitment, leadership with a focus on productivity, and new talent ready to rise.
Feb 14, 2024 | Communication, psychology, Recruitment
Unlock your recruiting potential by understanding human hardwiring. Recognize patterns to guide conversations to positive outcomes.
Feb 13, 2024 | Masterminds
Description: Mark is joined by Dean Cottrill, Associate Partner & EVP at T3 Sixty. Dean and Mark have a lively, interactive discussion on the current state of...
Feb 13, 2024 | Communication, Innovation, Recruitment
Transform your recruitment approach: categorize prospects and tailor communication by their stage in the process — awareness, problem-solving, or closing the hire.
Feb 12, 2024 | Innovation, Leadership, Recruitment
Explore the multiplying effect of successful recruiting momentum and learn how small, consistent efforts can lead to significant growth in agent recruitment.
Feb 9, 2024 | Communication, Recruitment
Learn actionable strategies to revitalize stalled recruiting conversations, key to gaining an edge in the real estate domain.
Feb 7, 2024 | Development, Leadership, Recruitment
Discover valuable strategies for expanding your recruiting database quickly and effectively, cultivating productive relationships within the real estate industry.
Feb 7, 2024 | Communication, Development, Recruitment
I recently spoke with a hiring manager who was contacted by a recruiting prospect she’d interviewed four months earlier. Early in the conversation, the prospect...
Feb 6, 2024 | Communication, Development, Recruitment
Uncover entrepreneurial characteristics through effective interviewing, developing high-performing real estate agents while fostering a culture of success.
Feb 5, 2024 | Development, Leadership, Recruitment
Unearth entrepreneurial traits in your real estate recruits and significantly improve your hiring success rate.
Feb 2, 2024 | Branding, Leadership, Recruitment
Understand how to build a strong recruiting brand by defining key characteristics in agents that best suit your real estate brokerage.
Feb 1, 2024 | Development, Leadership, Recruitment
Understand how to effectively manage real estate teams, from leadership roles to compensation structures, with our CEO Team Manual – an essential for real estate leaders.
Jan 31, 2024 | Development, Leadership, Recruitment
Get insightful answers to your team-related queries with our Team CEO Manual, a great resource for handling recruiting, retention, and leadership challenges in real estate.
Jan 30, 2024 | Development, Recruitment, Top-25, Trends
Explore the reasons behind real estate agents’ tendency to remain with their brokerages during uncertain times, and the imminent shift in this trend.
Jan 29, 2024 | Development, Leadership, Recruitment
Understanding the pitfalls of positive thinking: Discover why it could lead to less success and how replacing it with grit propels real estate recruiters forward.
Jan 26, 2024 | Communication, Leadership, Recruitment, Top-25
Explore the importance of identifying root causes in agent recruitment and how this process can enhance leadership and improve communication strategies.
Jan 25, 2024 | Communication, Innovation, Recruitment
Diving beyond superficial solutions, discover how to solve real issues in real estate recruitment, acting more like wellness coaches and less like doctors.
Jan 24, 2024 | Communication, Leadership, Recruitment
Get the full value from real estate conferences with effective networking tips. A must-read for meeting valuable contacts and fostering potential hires.
Jan 23, 2024 | Development, Leadership, Time Management
Explore the importance of focus and priority-setting in real estate management, and how to defeat distractions for long-term success.
Jan 22, 2024 | Branding, Leadership, Recruitment
Learn to recruit experienced agents effectively by identifying niche values and crafting a compelling unique value proposition in the real estate industry.
Jan 19, 2024 | Development, Innovation, Recruitment
Discover the patience and persistence required for successful new agent recruiting while exploring how an early intersection with prospects can give significant recruiting advantages.
Jan 18, 2024 | Branding, Leadership, Recruitment
Delve into effective tactics for near-term new agent recruiting and the importance of a strong employment brand. Explore the challenges faced by brokers in the real estate industry.
Jan 17, 2024 | Innovation, Leadership, Recruitment
Propel your recruiting success this year by embracing the union of communal efforts. Discover how you can form or join a recruiting accountability group.
Jan 16, 2024 | Development, Leadership, Recruitment
Learn how to leverage purpose in your recruiting process, sparking meaningful relationships and equipping you to guide candidates into fulfilling opportunities.
Jan 15, 2024 | Development, Leadership, Recruitment
Uncover strategies to stoke intrinsic motivation for recruitment tasks, driving resilience, task accomplishment, and overall professional growth in the real estate context.
Jan 12, 2024 | Communication, Innovation, Recruitment, Top-25
Learn the ‘extra step’ to spark fresh connections, transform brain freeze into productive discussions, and get more referrals in your recruitment efforts.
Jan 11, 2024 | Development, Leadership, Recruitment, Top-25
Learn to influence your agents’ business success by fostering an environment of growth, networking, and mentorship. Success could be “engineered,” not just lucky.
Jan 10, 2024 | Development, Innovation, Recruitment, Top-25
Enhance your real estate recruitment game by understanding the need for change, asking the right questions, and making sincere commitments.
Jan 9, 2024 | Development, Leadership, Recruitment, Top-25
Explore the advantage of specializing in one type of recruitment strategy in the real estate sector and understand its impact on your success.
Jan 8, 2024 | Leadership, Recruitment, Top-25, Trends
Dive into 2024’s real estate recruitment trends and strategies with industry veterans in our first Recruiting Mastermind of the year.
Jan 8, 2024 | Press
SEATTLE, WA – January 9, 2024 – Recruiting Insight and 1st Class Real Estate Panhandle in Destin, Florida announced the results of their performance audit. Tevan...
Dec 22, 2023 | Communication, Recruitment
We’re taking a break but would love your feedback on our recruiting insights. Help us make 2024 the best year yet!
Dec 21, 2023 | Branding, Communication, Recruitment
Unlock the three-word secret to boost your recruiting emails’ open rates and connect effectively with potential prospects.
Dec 20, 2023 | Leadership
Discover a new productivity hack for the new year – focusing solely on your most important tasks in the first 90 minutes of your workday. Multiply productivity gains with this approach.
Dec 19, 2023 | Communication, Innovation, Recruitment
Dive into effective commission split negotiations in real estate – learn price anchoring methods for beneficial recruit engagement.
Dec 18, 2023 | Press
SEATTLE, WA – December 18, 2023 – Recruiting Insight and Solid Rock Realty, Ottawa, Ontario, announced the results of there performance audit. Kyle Wennick, Expansion...
Dec 18, 2023 | Communication, Innovation, Recruitment
Learn how to outsmart procrastination and laziness by breaking your recruitment tasks into smaller manageable steps, enabling you to boost efficiency and productivity.
Dec 15, 2023 | Branding, Innovation, Recruitment
Enhance your 2024 recruitment plans with smart strategies; make the most of tech, strengthen employer branding, and prioritize accessibility.
Dec 14, 2023 | Communication, Leadership, Recruitment
Uncover the art of getting the most referrals in recruitment, and how fostering relationships can extract dormant opportunities.
Dec 13, 2023 | Development, Leadership, Recruitment
Understand the link between high repetition of failure and success in recruiting to hire high performing real estate agents and eclipse mediocrity.
Dec 12, 2023 | Development, Leadership, Recruitment
Learn how to identify and overcome internal resistance in agent recruitment. This is the key to proactively growing a successful real estate team.
Dec 11, 2023 | Press
SEATTLE, WA – December 11, 2023 – Recruiting Insight announced today the release of HiringCenterAI, their new AI recruiting tool available inside their HiringCenter...
Dec 11, 2023 | Innovation, Leadership, Recruitment
Unearth the value of quality metrics after hiring and learn how this insight can improve recruitment decisions in the real estate industry.
Dec 7, 2023 | Communication, Development, Recruitment
Unpack the psychology behind prospects’ resistance to change and navigate the complexities of recruitment with patience and persistence.
Dec 6, 2023 | Development, Leadership, Recruitment
Explore ways to navigate the balance between helping part-time agents transition to full-time and meeting their evolving needs post-transition.
Dec 5, 2023 | Development, Leadership, Recruitment
Focus on fulfilling the unique needs within your business community to create a high-value niche in real estate recruiting.
Dec 4, 2023 | Development, Leadership, Recruitment
Exploring the impact of conscientiousness – a key character trait that drives success in life, relationships, health, and notably in real estate recruiting.
Dec 1, 2023 | Development, Recruitment
Adapt your mindset to handle rejection in recruitment without letting it hinder your progress. Embrace dissociation to separate your personal self from your professional persona.
Nov 30, 2023 | Development, Leadership, Recruitment
Discover key reasons behind agents leaving real estate firms and strategies for leaders to foster retention and alignment with agent goals.
Nov 29, 2023 | Development, Leadership, Recruitment
Exploring the concept of willpower in recruitment, this post challenges traditional views and emphasizes the power of belief and commitment in achieving success.
Nov 28, 2023 | Development, Leadership, Recruitment
Discover a visual accountability technique to prioritize recruitment tasks in real estate management, enhancing focus and productivity.
Nov 27, 2023 | Leadership, Top-25
Survey reveals company culture as the top factor distinguishing real estate firms, guiding recruitment and leadership strategies.
Nov 22, 2023 | Development, Leadership, Top-25, Trends
Exploring the power of gratitude in overcoming adversity, with insights from Albert Einstein’s resilient mindset during challenging times.
Nov 21, 2023 | Communication, Leadership, Recruitment
Discover the power of listening over talking in recruitment interviews to understand and attract top real estate talent effectively.
Nov 20, 2023 | Development, Recruitment, Trends
Explores how arbitrary goals, like aiming for more daily recruiting outreaches, can boost motivation and performance in real estate recruitment.
Nov 17, 2023 | Masterminds
Uncover key strategies for enhancing your real estate recruiting pipeline with insights from The CE Shop experts in our latest episode.
Nov 17, 2023 | Communication, Development, Recruitment
Discover how to establish effective recruiting habits by starting with two-minute tasks, overcoming inertia, and progressively tackling more challenging recruitment activities.
Nov 16, 2023 | Branding, Leadership, Recruitment
Explore how nurturing community spirit and celebrating both internal and external validations can enhance recruitment and leadership in real estate.
Nov 15, 2023 | Leadership, Recruitment, Top-25, Trends
Exploring potential shifts in real estate with fewer agents sharing a larger commission pool, affecting recruitment and competition.
Nov 14, 2023 | Podcast
Stephanie is the owner of EXIT Homestead Realty Professionals in Southern New Jersey. I think you’re going to love her story and it will give you some surprising insights into how a professional operator grows a brokerage.
Nov 14, 2023 | Development, Leadership, Recruitment
Explore how adopting a contribution mindset over a task-oriented approach can enhance leadership and development in real estate.
Nov 13, 2023 | Leadership, Recruitment, Uncategorized
In a recent study, researchers documented some surprising changes concerning the typical consumer’s interaction with the customer service departments of prominent...
Nov 10, 2023 | Development, Recruitment
When you’re in a recruiting dialog with a talented agent, it’s hard not to get too excited about the possibility of this agent joining your team.While it’s important to...
Nov 9, 2023 | Development, Innovation
In a recent newsletter, executive coach Todd Herman explained the typical growth stages of a business.Before leaving the build-up stage, operations should have been...
Nov 8, 2023 | Uncategorized
A wide body of experimentation and research suggests that what the mind believes to be true is a very powerful thing.And according to best-selling author Bruce...
Nov 7, 2023 | Uncategorized
A decade-long research project known at the Whitehall Studies followed 10,000 British employees comparing health outcomes to different pay grades.Sheena Lyengar cited...
Nov 6, 2023 | Uncategorized
Working hard to hire talented agents while watching others walk out the back door will suck the motivation out of anyone who plays the recruiting game.In the long run,...
Nov 3, 2023 | Uncategorized
Psychologist Shawn Achor demonstrates why working in a positive culture is so valuable.Our brains are designed to work much better when they are in a positive state as...
Nov 2, 2023 | Uncategorized
There is too much to do and not enough time in the day to get it all done.This is the plight of every real estate executive and manager.We know that prioritization is...
Nov 1, 2023 | Innovation, Leadership, Recruitment
Exploring Amazon’s innovative recruitment strategy, this post highlights the importance of proactive talent sourcing and pipelining in the real estate industry.
Nov 1, 2023 | Press
SEATTLE, WA – November 1, 2023 – Recruiting Insight and TalentScout® today announced they are joining forces to better assist real estate brokerage and teams in their...
Oct 31, 2023 | Branding, Communication, Recruitment
Exploring the limited role of unaided awareness in real estate recruitment, emphasizing personal connections over mere reputation.
Oct 30, 2023 | Development, Leadership, Recruitment
Explore Dave Caveness’s recruiting framework emphasizing cyclical hiring, development, and retention in real estate, and assess your own recruiting efficiency.
Oct 27, 2023 | Masterminds
Discover how recruiting elite talent in real estate directly enhances client service, with insights from David Childers.
Oct 27, 2023 | Communication, Leadership, Recruitment
Exploring the importance of skilled communicators in real estate, likened to commentators in baseball, and strategies to recruit top performers.
Oct 26, 2023 | Uncategorized
Effective communication is powered by a high level of emotional intelligence.According to researchers, those individuals with high emotional intelligence tend to have...
Oct 25, 2023 | Uncategorized
There is a natural tension between innovation and stability.At times we emphasize the topic of stability and the unchanging fundamentals of human nature, and then we...
Oct 25, 2023 | Uncategorized
Forrester Research conducts an annual consumer satisfaction survey called the Consumer Experience Index.In the survey, they ask customers to rate their experiences with...
Oct 23, 2023 | Uncategorized
Seth Godin recently wrote about the importance that humans play between bridging the gap between cold, impersonal data and what actually makes it into a person’s mind....
Oct 20, 2023 | Uncategorized
During a coaching session, one of our executive clients relayed a conversation she had with one of her managers.The conversation took place during a quarterly...
Oct 19, 2023 | Uncategorized
It’s common for real estate companies to lose 25% of their agents each year. Retirements, new agent attrition, losses to competitors, and other factors all naturally...
Oct 18, 2023 | Uncategorized
According to Gretchen Rubin, expectations come from two sources.There are external expectations (what others are asking you to do) and internal expectations (what...
Oct 17, 2023 | Uncategorized
Lane Sutton is Medici Generici servizio di assistenza medica a domicilio Roma Il nostro team fornisce un servizio di assistenza sanitaria domiciliare, garantendo...
Oct 16, 2023 | Leadership, Recruitment, Top-25, Trends
Exploring the competitive edge in real estate recruitment and leadership during market downturns, emphasizing resilience and strategic growth.
Oct 13, 2023 | Uncategorized
Recruitment marketing expert Jeff Dickey-Chasins points out how most companies source recruiting prospects.In broad terms, employers fall into one of two camps in their...
Oct 12, 2023 | Uncategorized
Most recruiters view their talent pipelines as just a passageway for prospects to move from a passive to an active state.It’s a repository of agents who occasionally...
Oct 11, 2023 | Uncategorized
One of the most important open-ended questions you can ask during an interview is:What problems are you trying to solve?Having problems is part of the human existence...
Oct 10, 2023 | Uncategorized
If you’re going to set a direction for your team, Seth Godin suggests uses two approaches.One approach, which is tempting in the short run, is to wait until people are...
Oct 9, 2023 | Uncategorized
In a post from the archive, Dave Mashburn explains how the brain processes change.If you've ever tried to teach a child to swim, you know how important it is to let...
Oct 6, 2023 | Uncategorized
When trying to find solutions to a difficult problem (like recruiting), most people search for insight from our own experiences, the insights of others, and best...
Oct 5, 2023 | Uncategorized
A recruiting “touch” is a proactive attempt to engage one of your prospects.A touch could be delivered via mediums such as email, hand-written note, text, social media...
Oct 4, 2023 | Uncategorized
The experienced agent recruiting process often starts with a personal connection (a referral, a phone conversation, a coop connection, etc.).An important second step is...
Oct 3, 2023 | Communication, Recruitment, Top-25, Trends
Explores the shift in labor market trends and the unique opportunity for recruiting professionals into the real estate industry with flexible, remote work options.
Oct 2, 2023 | Uncategorized
When aggressively growing an organization, many managers have a “more is better” mentality.Professional talent managers have a “better is better” mentality.First, they...
Sep 29, 2023 | Uncategorized
Over the past few years, many individuals sought to enter the real estate industry and many companies threw open their doors and gladly hired them.The number of real...
Sep 28, 2023 | Uncategorized
Yesterday, we started a short series on becoming cipf-es.org a professional talent manager. For the professional talent manager, hiring doesn’t end when a new hire...
Sep 27, 2023 | Uncategorized
There are professional talent managers in every industry.They don’t carry this job title or wear name tags, but they consistently hire better than their peers and build...
Sep 26, 2023 | Uncategorized
One of the hiring managers I work with asked a great question earlier this week:I just set up a recruiting appointment with a prospect to whom I was referred.In my...
Sep 25, 2023 | Development, Leadership, Recruitment, Top-25
Explore how recruitment mirrors real estate sales, emphasizing lead generation, conversion, and developing a strategic recruiting plan for success.
Sep 22, 2023 | Uncategorized
In 2022, Ford sold more cars than any other manufacturer (slightly more than Toyota).And yet Ford only manufactures one “low cost” model (Fiesta), and it was recently...
Sep 21, 2023 | Uncategorized
In a post from the archive, Dave Mashburn reminds us of the importance of attunement in all forms of communication.Attunement happens when the observed experiences of...
Sep 20, 2023 | Podcast
Brand Bragging emphasizes the importance of employer branding in recruitment, showing how effective communication and visibility on social media can attract job seekers.
Sep 20, 2023 | Uncategorized
Years ago, Kevin Kelly from Wired magazine wrote the classic 1000 True Fans essay.His point: Most entrepreneurs find success by building something a few people are...
Sep 19, 2023 | Uncategorized
Imagine you have a good idea that you want other people to support.What do you do? You try to sell them on it.I’ve explored a lot of different ideas, and this is the...
Sep 18, 2023 | Development, Recruitment, Top-25
Exploring the fear of engaging with strangers, this post delves into overcoming barriers in the recruiting process, encouraging proactive engagement for successful outcomes.
Sep 15, 2023 | Masterminds
Join Mark and Clayton Collins in discussing the evolving landscape of real estate and mastering talent attraction and retention strategies.
Sep 15, 2023 | Communication, Development, Recruitment, Top-25
Recruiters can enhance their approach by creating ‘5-Minute Friendships’ with prospects, emphasizing genuine, brief interactions for meaningful connections.
Sep 14, 2023 | Uncategorized
Not all experienced agent recruiting prospects are the same.If an agent is early stage in their career and doing a modest amount of business, it’s much easier for that...
Sep 13, 2023 | Branding, Communication, Recruitment, Top-25
Brand Bragging emphasizes the importance of employer branding in recruitment, showing how effective communication and visibility on social media can attract job seekers.
Sep 12, 2023 | Uncategorized
It’s easy to get depressed as a recruiter or hiring manager. Recruiting involves a lot of proactive work with little short-term positive feedback.According to Eric...
Sep 11, 2023 | Uncategorized
For most people, owning real estate boils down to a monthly payment.If buyers had to first save up enough money to purchase a home, few homes would be sold and the real...
Sep 8, 2023 | Uncategorized
When Dave Brailsford took over the British cycling team in 2002, it had only been awarded one Olympic gold medal in the previous 76 years.When originally applying for...
Sep 7, 2023 | Top-25
As inventory levels remain at historic lows, agents who can generate listings are in a very desirable position.Those who primarily work with buyers feel like they’re in...
Sep 6, 2023 | Uncategorized
The best leaders are always searching for the hidden problems holding back their progress.Why? Because the surface problem often turns out to be an external symptom of...
Sep 5, 2023 | Uncategorized
Talented recruiting prospects don’t just materialize out of thin air.They all have life experiences and employment histories that made them who they are.Astute hiring...
Sep 1, 2023 | Uncategorized
For most Americans, Labor Day signals the end of summer and the restart of the school year.But the roots of the holiday are less sentimental and whimsical.It signifies...
Aug 31, 2023 | Top-25
Without exception, the most important lead indicator for recruiting success is the face-to-face appointment with a viable recruiting prospect.If you meet with enough...
Aug 30, 2023 | Top-25
In a recent RealTrends interview Emily Kettenburg pointed out what has become obvious in every corner of the real estate marketplace.This year, 20% fewer properties...
Aug 29, 2023 | Top-25
You’ve probably noticed how fundraisers communicate their goals and keep you updated on the progress of a campaign.It could be one of those poster-sized...
Aug 28, 2023 | Uncategorized
Over the last 20 years, my kids and I have spent a lot of time exploring the alpine lakes in Washington State.Most of these lakes are fed by the winter snow that slowly...
Aug 25, 2023 | Top-25
During our Recruiting Mastermind last Friday, David Knox gave our leaders a simple formula for handling recruiting objections.The formula follows the acronym...
Aug 24, 2023 | Uncategorized
Like most parts of the economy, the recruiting industry is trying to utilize technology to reduce costs, improve human interactions, and make hiring better for everyone...
Aug 23, 2023 | Uncategorized
Robert Caildini and other researchers discovered that humans are innately motivated to be consistent with the things they’ve previously said or done.When engaging a new...
Aug 22, 2023 | Uncategorized
Muhammad Ali once said, "I hated every minute of training, but I said, ‘Don’t quit!’ Suffer now and live the rest of your life as a champion."I have met very few...
Aug 21, 2023 | Uncategorized
The great military strategist Sun Tzu once said: All wars are won or lost before they are ever fought.Recruiting is not war, but it does feel like a battle.If you don’t...
Aug 18, 2023 | Masterminds
Join Mark and David Knox in discussing how training, mentoring, and coaching revolutionize talent recruitment in real estate.
Aug 18, 2023 | Uncategorized
You’ll know you’ve conducted a good interview if you’ve uncovered some of your prospect’s pain.Individuals typically change careers (or agents change companies) to...
Aug 17, 2023 | Uncategorized
Earlier this week at the KW Mega Agent Camp, Gary Keller did some math for us.The industry is projected to see 4.3 million home sales this year, significantly down from...
Aug 16, 2023 | Uncategorized
Business coach Colin Wilson reminds us that asking questions is the first and most important job of a hiring manager or recruiter.It elevates you to a position of...
Aug 15, 2023 | Uncategorized
Ron Friedman says there is a wrong way to think about creativity.Some believe that creativity requires originality and, by definition, originality can’t possibly be...
Aug 14, 2023 | Uncategorized
And vice-versa.Every great recruiting story starts with a talented prospect finding a great company, office, or team who helps them realize their potential.Every great...
Aug 11, 2023 | Uncategorized
That's good advice for most situations in life, but not for recruiting.Why? Because recruiting top talent is an intense competition between firms, and the winners are...
Aug 10, 2023 | Uncategorized
As a recruiter or hiring manager, you’re constantly searching for talented individuals to join your team.But what makes an individual talented?Bestselling authors...
Aug 9, 2023 | Uncategorized
Recruiting prospects are naturally attracted to hiring managers they know, like, and trust.They’re repelled by those who seem to have short-term agendas.But most...
Aug 8, 2023 | Uncategorized
For most real estate recruiters, conversations via text message happen more frequently than calling and emailing combined.If you’re new to using texting for recruiting,...
Aug 7, 2023 | Press
SEATTLE, WA - August 7, 2023 - Recruiting Insight and Berkshire Hathaway HomeServices Fox & Roach, REALTORS® announced the results of its performance audit. Susan...
Aug 7, 2023 | Uncategorized
On the first day of work, most managers encourage a new agent to start building their sales database.Over time, this database becomes a powerful source of leads,...
Aug 4, 2023 | Uncategorized
Author Kate Harrison makes a compelling case for getting better at storytelling.You are 22 times more likely to remember a fact when it has been wrapped in a...
Aug 3, 2023 | Uncategorized
A colleague who is a broker in California sent me these licensing stats earlier this week.There are 434,000 individuals with active real estate licenses in...
Aug 2, 2023 | Uncategorized
In a post from the archive, John Sullivan reveals the most common mistake well-meaning managers make to drive their high-potential agents to competitors.When someone...
Aug 1, 2023 | Uncategorized
In his bestselling book, Decoding Greatness, Ron Friedman challenges the notion that greatness only comes through inner talent and practice.There is a third story about...
Jul 31, 2023 | Press
SEATTLE, WA - July 31, 2023 - Recruiting Insight and Cape Breton Realty announced an agreement to leverage the Recruiting Insight capabilities to grow agent count and...
Jul 31, 2023 | Uncategorized
The experienced agent recruiting journey is often long and drawn-out. Part of this is just the nature of the process--prospects often have time-related issues you can’t...
Jul 28, 2023 | Uncategorized
We just crossed the halfway point in this year’s baseball season, and I’m starting to pay more attention to how the Mariners are doing (not good).I’m a casual fan, but...
Jul 27, 2023 | Uncategorized
In a recent newsletter, executive coach Todd Herman outlined the three mistakes most small business owners make when they fail to gain traction in their...
Jul 26, 2023 | Uncategorized
If you want to be a great conversationalist, it’s more important to be interested than it is to be interesting.According to psychologist Todd Kashdan, curiosity is what...
Jul 25, 2023 | Uncategorized
A few years ago, I worked with one of my kids on a student loan and had the opportunity to interact with the finance company, SallieMae.After three months of...
Jul 24, 2023 | Uncategorized
In today’s world of polarized opinions, it’s easy to believe there’s a right side and wrong side to almost every cultural issue.According to researchers, this cultural...
Jul 21, 2023 | Uncategorized
In a post from the archive, Dave Mashburn reminds us how high-performers achieve remarkable success.In a meeting this morning, a couple of individuals whom I respect a...
Jul 20, 2023 | Uncategorized
Kellogg Business School professor Ben Jones challenges the traditional idea that brainstorming is the best way to generate new ideas.Many teams operate under the false...
Jul 19, 2023 | Uncategorized
Your beliefs have a profound effect upon your recruiting outcomes.Your beliefs about yourself. Your beliefs about your company. Your beliefs about your competitors.Are...
Jul 18, 2023 | Uncategorized
The nature of being a first-level real estate leader means you must be readily accessible to your agents.But it doesn’t mean you can’t manage these interactions more...
Jul 17, 2023 | Uncategorized
When someone raises a complaint on your team, are you able to ask probing, non-defensive questions about the topic?Do your questions encourage a free flow of...
Jul 14, 2023 | Uncategorized
In a post from the archive, Dave Mashburn describes the mindset of high-performing negotiators.If you go into a negotiation believing the worst and expecting to be...
Jul 13, 2023 | Uncategorized
If an agent wants to learn something new or get an answer to a question, where do they turn for help?According to researchers, they most commonly ask their manager, ask...
Jul 12, 2023 | Uncategorized
Seth Godin surmises that the world of design operates on two axes:Did you produce within the constraints?Did you deliver measurable results?Good design doesn’t exceed...
Jul 11, 2023 | Uncategorized
By far, the most common recruiting KPI in the real estate industry is net hires (# of agents recruited--# of agents lost).It’s the quickest way to benchmark growth, but...
Jul 10, 2023 | Press
SEATTLE, WA - July 10, 2023 - Recruiting Insight and Carolina One Real Estate Services today announced results from a recent performance audit of 2023 sales production....
Jul 10, 2023 | Uncategorized
Executive Coach Matthew Kimberly recently articulated the value of a business coach.People, as a general rule, don't hire coaches for information.They read books for...
Jul 6, 2023 | Uncategorized
Boomerang hires are the agents who once worked for your company and later decide to come back for a second tour of duty.There are some hiring managers who hold a grudge...
Jul 5, 2023 | Uncategorized
Over the last decade, tech companies have invested billions of dollars trying to disrupt the connection between real estate agents and consumers. And yet in 2022, NAR...
Jul 3, 2023 | Press
SEATTLE, WA - July 3, 2023 - Recruiting Insight and Berkshire Hathaway HomeServices the Preferred Realty and Stouffer Realty today announced results from a recent...
Jun 30, 2023 | Top-25
In a post from the archive, Martin Seligman tells a remarkable story about optimism.In the mid-1980s, 120 men from San Francisco had their first heart attacks.Members...
Jun 29, 2023 | Uncategorized
Yesterday, we touched on the correlation between high performance and cognitive flexibility.Researchers have concluded,Cognitive flexibility provides a person with the...
Jun 28, 2023 | Uncategorized
For decades, the real estate industry has struggled with failed hires.Hiring managers engage prospects with high hopes, but those hopes are often dashed soon after an...
Jun 27, 2023 | Uncategorized
Back in the 60’s, Marshall McLuhan famously coined the phrase: The medium is the message.McLuhan was the first communication theorist who noticed that how a message is...
Jun 26, 2023 | Press
SEATTLE, WA - June 26, 2023 - Recruiting Insight and Top Guns Realty today announced results from a recent performance audit of 2023 sales production. As a single...
Jun 26, 2023 | Uncategorized
I’m happy with my current broker.By far, it’s the most common objection competitive agents offer in response to a recruiting pitch.Why? Because it might be true.In a...
Jun 23, 2023 | Uncategorized
I recently spoke with a broker-owner who does a great job of collecting hiring and retention data.Anytime an agent leaves their company, they conduct an exit interview...
Jun 22, 2023 | Uncategorized
When a person is stuck in an unhealthy work routine, it can feel like a dark place.And it becomes difficult for them to recognize the reality of their situation.Your...
Jun 21, 2023 | Uncategorized
Yesterday, we learned that unhappiness is a powerful catalyst for change.According to researchers, here are two of the top five factors that contribute to happiness at...
Jun 20, 2023 | Uncategorized
For years, researchers have attempted to quantify what makes people happy in their jobs.While it’s obvious this information would be helpful from a retention...
Jun 19, 2023 | Press
SEATTLE, WA - June 19, 2023 - Recruiting Insight and Roberts Brothers Inc. today announced results from a recent performance audit of 2022 sales production. “We are...
Jun 19, 2023 | Uncategorized
According to multiple studies, asking for referrals should be one of your most common recruiting activities:• 82% of hiring managers rated recruiting referrals as...
Jun 16, 2023 | Top-25
In a post from the archive, Dave Mashburn reminds us about the importance of the Rosenthal Effect.In the famous first study, Robert Rosenthal told a number of teachers...
Jun 15, 2023 | Uncategorized
Research published by the Academy of Management confirms what you probably already knew--when someone leaves your office, it’s a catalyst for others to leave too.But...
Jun 14, 2023 | Uncategorized
A couple of years ago, Indeed conducted one of the most extensive hiring experiments ever. During the experiment, they engaged 2,600 employers and gave them $20M worth...
Jun 13, 2023 | Uncategorized
Humans naturally want to avoid the mental disharmony they feel when new information is introduced that conflicts with their behaviors.According to the AAMC, there are...
Jun 12, 2023 | Press
SEATTLE, WA – June 12, 2023 - Recruiting Insight and Lyon Real Estate today announced results for 2023 year to date. “We are excited that our solutions are creating...
Jun 12, 2023 | Uncategorized
According to Richard Millington, leaning too much on facts to persuade prospects may limit your effectiveness as a recruiter.A typical mistake is to try and convince...
Jun 8, 2023 | Uncategorized
Earlier this week, I spoke to an agent who started selling real estate in 2008.He struggled his first couple of years (like everyone during that time period) but...
Jun 7, 2023 | Uncategorized
Commercial real estate is in trouble.Business icons and real estate experts agree, the stubbornly high vacancy rates combined with rising interest costs may soon cause...
Jun 6, 2023 | Uncategorized
When connecting with an experienced agent prospect, you’ll often hear the objection:I’m not interested in making a change—I’m happy where I'm at.If you’re really...
Jun 5, 2023 | Press
SEATTLE, WA - June 5, 2023 - Recruiting Insight and Jack Conway today announced results for 2023 year to date. “We are excited that our solutions are creating...
Jun 5, 2023 | Uncategorized
John Foley, co-founder of Peloton, once said,Risk is the tariff paid to leave the shores of predictable misery.Like many entrepreneurs, Foley risked everything to start...
Jun 2, 2023 | Uncategorized
In a post from the archive, Dave Mashburn poses the question:How many of your agents are truly following you as a leader? Individuals arrive in management positions in...
Jun 1, 2023 | Uncategorized
Your revenue may be more connected to recruiting than you think.A few months ago, the CEO of a large, high-performing real estate company gave me a peek at a metric he...
May 31, 2023 | Uncategorized
Growing lettuce is an odd exercise.The seeds are super small, and a $2.00 package contains hundreds of them.You plant the seeds by gently filtering them through your...
May 30, 2023 | Press
SEATTLE, WA - May 29, 2023 - Recruiting Insight today announced it has been accepted as a trusted provided inside Lone Wolf Marketplace, a catalog of partner...
May 30, 2023 | Uncategorized
If you’re a hiring manager, try thinking of your real estate office as a business community or micro-trade group.From this perspective, individuals (agents) join the...
May 26, 2023 | Top-25
As we head into Memorial Day weekend, I know many of you will pause to remember those who have made the ultimate sacrifice to secure our freedoms.Since the...
May 25, 2023 | Uncategorized
According to the Bureau of Labor Statistics, the average person changes jobs every 4 years.What drives an individual to consider new opportunities?Increasing one’s...
May 24, 2023 | Uncategorized
Many of you who read Insight every day are trying to build teams, offices, and companies inside the insanely competitive real estate industry.From a recruiting...
May 23, 2023 | Uncategorized
For many years, real estate organizations have used competitions in an attempt to improve short-term recruiting results.Sometimes these competitions are successful, but...
May 22, 2023 | Uncategorized
Whether a person is changing companies (experienced agents) or changing careers (new agents), risk is that scary monster keeping many individuals from moving...
May 19, 2023 | Masterminds
Discover vital strategies from Mike Simonsen on navigating real estate recruitment and growth amidst market fluctuations and economic challenges.
May 19, 2023 | Uncategorized
Jim Rohn reminds us that successful leaders make reading books one of their signature habits.Successful people do read more. Leaders, in particular, seem to read more...
May 18, 2023 | Uncategorized
At a recent team leader retreat, Tom Ferry outlined the top 10 reasons agents leave teams.1. They’re burned out.2. The environment isn’t fun or isn’t fun...
May 17, 2023 | Uncategorized
The day-to-day tasks of experienced agent recruiting are similar to the activities high-performing agents use to convert their prospects into clients.Short-cuts are...
May 16, 2023 | Uncategorized
As a hiring manager, you must walk a delicate line.On one hand, tangible recruiting results are produced when you persuade someone to make a change.But pushing for a...
May 15, 2023 | Press
30 Days To Retention Success Is A Perfect Addition In This Market SEATTLE, WA - May 15, 2023 - Recruiting Insight today announced its new product offering, “30 Days To...
May 15, 2023 | Uncategorized
As some of you know, I live near the port city of Seattle. Every day, dozens of large ships enter and leave the Puget Sound. While this port appears to be a wide...
May 12, 2023 | Uncategorized
In a post from the archive, Dave Mashburn reminds us of the importance of being a positive leader. The teachers I remember, the bosses who had the most influence, and...
May 11, 2023 | Uncategorized
As many of you know, we help real estate companies recruit more effectively. In a consulting role, we get a front row seat to the recruiting processes organizations are...
May 10, 2023 | Uncategorized
I recently had an opportunity to connect with a recruiting executive of a large real estate company in the Midwest. He and his team recruited hundreds of experienced...
May 9, 2023 | Uncategorized
Erik Reed does a good job of explaining diminishing returns from an investment perspective.Diminishing returns is a principle of economics.It says that in any system,...
May 8, 2023 | Uncategorized
The execution phase of recruiting starts with lead generation. In the recruiting industry, this is called sourcing. In essence, it’s getting someone to “raise their...
May 5, 2023 | Uncategorized
If you’re a reader, you probably know that Stanford professor Carol Dweck popularized the Growth Mindset Theory by studying people who experience failure. Her research...
May 4, 2023 | Uncategorized
In a post from the archive, Dave Mashburn reminds us of the importance of reframing. Reframing has a way of dismantling defenses, exposing old myths, eliminating fears,...
May 3, 2023 | Uncategorized
Yesterday, we learned that 46% of new hires fail within 18 months of joining a company. These failures are expensive, frustrating, and disruptive to your team, but...
May 2, 2023 | Uncategorized
It’s frustrating to spend a lot of time and effort recruiting someone only to see them fail. But according to an extensive study of 5,000 hiring managers and more than...
May 1, 2023 | Uncategorized
Several years ago, a new neighbor moved in across the street. When I first met him, he introduced himself by telling me his name, shaking my hand, and rubbing his bald...
Apr 28, 2023 | Uncategorized
In a post from the archive, Dave Mashburn explains the Hawthorne Affect. The Hawthorne Affect was discovered during a research study conducted at the Western Electric...
Apr 27, 2023 | Uncategorized
Recruiting is hard work. If you’re going to make the effort, it only makes sense to focus your energy on recruiting prospects who will make a meaningful contribution to...
Apr 26, 2023 | Uncategorized
Seth Godin once observed there are two types of businesses. Those that make money by being a destination and those who make money helping people get to a destination....
Apr 25, 2023 | Uncategorized
In the 1994 film “Wyatt Earp”, Gene Hackman famously said those who were not related to him by blood were “just strangers.” While this is not a great way to view your...
Apr 24, 2023 | Uncategorized
As a hiring manager, part of your job is to help your prospects make the best career decisions. Benjamin Franklin once found himself in this position with a friend who...
Apr 21, 2023 | Uncategorized
Researchers at MetLife have been tracking workplace well-being for more than a decade. They classify well-being in the following 5 categories: Physical Health Mental...
Apr 20, 2023 | Uncategorized
Yesterday, we learned there are lots of benefits to onboarding—both for you and your new hires. These benefits can be further enhanced when you focus on the underlying...
Apr 19, 2023 | Uncategorized
Onboarding is the afterthought of the recruiting process that doesn’t get as much attention as it should. Researchers have uncovered how poorly most organizations...
Apr 18, 2023 | Uncategorized
As we discussed last week, your beliefs have a profound effect on your performance. If you believe something that supports and aligns with your goals, you’re more...
Apr 17, 2023 | Uncategorized
I recently heard this question from a manager I coach: During recruiting calls, the “How much did you make on your last transaction?” question is one that our...
Apr 14, 2023 | Uncategorized
Earlier this week, we learned there are six distinct reasons individuals find motivation in their work. From a personal perspective, some motivations are better than...
Apr 13, 2023 | Uncategorized
In a post from the archive, we highlight the research of Harvard Business School Professor Boris Groysberg. Dr. Groysberg studied the pros and cons of recruiting high...
Apr 12, 2023 | Uncategorized
According to the classic research done by Edward Deci and Richard Ryan from the University of Rochester, there are six distinct reasons people find motivation in their...
Apr 10, 2023 | Uncategorized
In chemistry, a catalyst is an intermediary that causes another chemical process to spontaneously happen or happen more quickly. For example, the catalytic converter in...
Apr 7, 2023 | Top-25
In the last two Insights, we’ve discussed the profound effect beliefs have on your propensity for recruiting success. The hiring managers who have undefined or...
Apr 6, 2023 | Uncategorized
Every real estate organization has a tech stack. Your tech stack includes the tools and technology solutions that power your business. You can’t compete without...
Apr 5, 2023 | Uncategorized
A few years ago, I had the opportunity to connect with a high-performing hiring manager who was part of a large, multi-office brokerage. In this company, the managers...
Apr 4, 2023 | Uncategorized
In 1977, Cheap Trick released their now classic single I Want You to Want Me. I’m sure many of you can hum the tune. This simple song contained some profound recruiting...
Apr 3, 2023 | Uncategorized
I’m in the middle of renovating a few rooms in my home right now, and I recently purchased a light switch for 30 times what a normal light switch usually costs. Why?...
Mar 31, 2023 | Uncategorized
Earlier this week, we talked a lot about the importance of asking thoughtful, open-ended questions during your interactions with prospects. Even if you’re committed to...
Mar 30, 2023 | Uncategorized
Earlier this week, Mike Delprete published an insightful summary the 2022 performance and market data for the major players in real estate industry. This data paints...
Mar 29, 2023 | Uncategorized
Some years back, leadership expert Dan McCarthy provided a checklist to help leaders measure their trustworthiness. It’s even more relevant today than when it was...
Mar 28, 2023 | Top-25
Simple questions often produce simple answers. And that’s not a good thing for recruiting. A question like: Have you ever considered changing brokerages? Produces...
Mar 27, 2023 | Uncategorized
When discussing best practices for interviewing, we often refer to the importance of asking open-ended questions. For example, it’s good to start an interview with a...
Mar 24, 2023 | Uncategorized
Recruiting has always been an exercise in trade-offs. Setting priorities ahead of time equips you to make sense of your recruiting and hiring decisions. What are the...
Mar 23, 2023 | Uncategorized
Author James Clear once said, You do not rise to the level of your goals. You fall to the level of your systems. Most of you have recruiting goals: I want to add five...
Mar 22, 2023 | Uncategorized
There is a difference between being familiar with a brand and loving a brand. If you love the brand of your car, you’re probably interacting with it every day. If you...
Mar 21, 2023 | Uncategorized
As we discussed yesterday, many agents are fearful right now. How do you turn this anxiety into recruiting and retention opportunities? According to author Morton...
Mar 20, 2023 | Top-25
I was recently on the phone with the CEO of a large real estate company, and he relayed the following story. The top agent in my company (personal income more than $1...
Mar 17, 2023 | Uncategorized
In a post from the archive, Dave Mashburn reminds us that negative emotion always has the tendency to overwhelm positive emotion. Keeping negative emotion in check and...
Mar 16, 2023 | Uncategorized
Many years ago, Steve Heiman, the co-founder of the sales training company Miller-Heiman, developed a model for thinking about change. The model was built to help...
Mar 15, 2023 | Uncategorized
Since nearly 90% of companies are actively hiring or pipelining candidates, it’s difficult to separate yourself from your competitors. Of course, your first priority is...
Mar 14, 2023 | Uncategorized
Wow. That was a waste of time. Is this something you’ve said to yourself after interviewing a candidate who seems to have low potential? We’ve all been there. After...
Mar 13, 2023 | Top-25
Our team coaches dozens of hiring managers, so we’re always testing recruiting scripts. Here is one that is working well right now: ======= Hi [Prospect Name], this is...
Mar 10, 2023 | Uncategorized
Seth Godin once published this thought-provoking lesson on how to manage your effort. It’s true, at least for now, that there are plenty of fish in the sea. And it’s...
Mar 9, 2023 | Uncategorized
Author Peter Weddle reminds us that true networking is incredibly valuable, but it’s also a lot of work. If you've ever been in a relationship, you know two things...
Mar 8, 2023 | Uncategorized
Authors Dan and Chip Heath make the point that people often use restraints to keep them from doing unproductive or foolish things. The classic example is the purchase...
Mar 7, 2023 | Uncategorized
Want to improve your recruiting performance? Try taking a brisk 10-minute walk before starting your recruiting time block. According to researchers, even a little...
Mar 6, 2023 | Press
Just In Time Candidate Sourcing For Real Estate Team Leaders SEATTLE, WA - March 6th, 2023 — On March 3rd, 2023, during a virtual event held for broker-owners and team...
Mar 6, 2023 | Uncategorized
Last week, I reminded you that agents usually have a larger, external purpose (outside their business) for which they’re working (ex. supporting their family, reaching...
Mar 3, 2023 | Masterminds
Join Mark and Steve Murray in discussing dynamic strategies and data-driven insights for elevating your real estate recruiting game.
Mar 3, 2023 | Top-25
In an email from executive coach Bill Watkins about the patterns he sees among business owners and entrepreneurs who overwork. I know your struggle here. It's easy to...
Mar 2, 2023 | Uncategorized
Author Po Bronson reminds us of an old parable you’ve probably heard a few times. There were three bricklayers who were all working on the same job. When they get a...
Mar 1, 2023 | Uncategorized
Author and serial entrepreneur Dan Martell recently shared one of his life hacks that may help you become a better recruiter. For Dan, a typical video meeting lasts 30...
Feb 28, 2023 | Uncategorized
A couple of weeks ago, I advised you to set SMART recruiting goals by identifying objectives that are attainable. While this sounds reasonable, great leaders often...
Feb 27, 2023 | Top-25
On Friday, I pointed you to Steve Murray's study after the real estate recession between 2005 and 2011. The study documented the performance of 17 remarkable companies...
Feb 24, 2023 | Top-25
Quick history lesson today. Between 2005 and 2011, the real estate industry experienced a monstrous recession. During that period, real estate sales volume fell from...
Feb 23, 2023 | Uncategorized
Individuals often make a change when they become dissatisfied. Getting a prospect to express their dissatisfaction during an initial interview opens the door for an...
Feb 22, 2023 | Top-25
According to research conducted by Strava (a social network for athletes), 50% of individuals give up on their New Year’s resolution by January 19th. This is known as...
Feb 21, 2023 | Top-25
Yesterday, I introduced the Procrastination Equation which states: Your tendency to overcome procrastination = (Expectancy x Value) / (Delay x Impulsiveness) The...
Feb 20, 2023 | Uncategorized
Last week, I seemed to have touched a nerve by connecting poor recruiting performance and procrastination. While pointing out a problem is helpful, providing a solution...
Feb 17, 2023 | Uncategorized
Nothing’s more frustrating than executing the recruiting process flawlessly, and then seeing your new hire fail to launch and experience success on your team. We call...
Feb 16, 2023 | Uncategorized
According to author Piers Steel, about 95% of people admit to procrastinating, and 25% say it’s one of their chronic and defining characteristics. As it relates to...
Feb 15, 2023 | Uncategorized
Let me tell you about our incredible team… This is the angle most recruiters and hiring managers take when trying to convince a recruiting prospect to join their...
Feb 14, 2023 | Uncategorized
To establish recruiting goals for you and your team, it may be helpful to use the SMART goal framework developed by George Doran nearly 40 years ago. This framework has...
Feb 13, 2023 | Uncategorized
In a Real Trends article, Philip Gagnon discussed a survey done by the State University of New York about the reasons agents leave their brokerages. One of the...
Feb 10, 2023 | Uncategorized
In a post from the archive, my son taught me an important lesson about recruiting while watching a fishing video years ago. Dad, that looks like the most boring type of...
Feb 9, 2023 | Uncategorized
Yesterday’s post on the importance of self-awareness generated some additional questions on how to detect this trait during an interview. Daniel Goleman’s research...
Feb 8, 2023 | Uncategorized
Daniel Goleman is best known for his classic book on emotional intelligence. His research redefined what it meant to be “smart” in business roles where interacting with...
Feb 7, 2023 | Uncategorized
As a manager, your success is measured by your big accomplishments. These are both important business metrics (e.g., adding $10M in production to your office via...
Feb 6, 2023 | Uncategorized
When responding to an internet sales lead, you can’t move too fast. Even waiting a few extra minutes often allows a competitor to slip in and hijack your opportunity....
Feb 3, 2023 | Uncategorized
It may seem odd, but your success as a recruiter or hiring manager depends a lot on your likeability. I see this play out frequently with the managers I coach—all else...
Feb 2, 2023 | Uncategorized
A while back, one of our highest performing clients revealed how he starts the new agent interview process. When the recruiting prospect arrives, my assistant seats...
Feb 1, 2023 | Uncategorized
Technology solutions in the world of recruiting are seductive. Your hopes of efficiently engaging thousands of people through email, social networks, or other online...
Jan 31, 2023 | Uncategorized
I recently received this email from a high-performing hiring manager whom I coach: This morning, I got a random phone call from an out-of-area prefix that I decided to...
Jan 30, 2023 | Uncategorized
In a study conducted by a major career site, individuals were asked questions concerning how likely they were to stay in their current job, and what might get them to...
Jan 27, 2023 | Uncategorized
Working as a real estate agent is like starting your own business. This is a phrase frequently used by real estate recruiters and hiring managers to describe the...
Jan 26, 2023 | Uncategorized
If someone is in your recruiting database and you haven’t connected with the person in a while, here is a quick text that will help break the ice: Hey {insert name},...
Jan 25, 2023 | Uncategorized
Yesterday, we discussed how a hard-charging, close-them-quickly recruiting mindset often incites the psychological immune system in your recruiting prospects. Once...
Jan 24, 2023 | Uncategorized
Recruiting conversations are tricky. Your objective is to get someone to make a positive change, but if you’re overbearing you could easily be fortifying their resolve...
Jan 23, 2023 | Uncategorized
When crafting your recruiting message to the marketplace, it’s tempting to try and be everything to everyone. We tell ourselves: We have better training, better...
Jan 20, 2023 | Uncategorized
Yesterday, we discussed the preference most individuals have for multiplex relationships. A multiplex connection is one where there is an overlap of roles or...
Jan 19, 2023 | Uncategorized
When starting a recruiting conversation, most hiring managers lead with something related to work (ex. How did your business go last year?). While it’s natural (and...
Jan 18, 2023 | Uncategorized
The most common mistake hiring managers make during the interview is talking too much. It seems counterintuitive, but those who speak the least have the greatest...
Jan 17, 2023 | Uncategorized
Yesterday, we learned that an active recruiting prospect is usually preferable to a passive recruiting prospect. Why? According to researchers, it takes money to...
Jan 16, 2023 | Uncategorized
HBR recently cited research that 86% of recruiting organizations focus their efforts on passive recruiting prospects. By passive, they mean the prospect is not looking...
Jan 15, 2023 | Press
90 Days To Recruiting Success SEATTLE, WA - January 15, 2023 - Recruiting Insight today announced a new series to be offered inside the David Knox training library. “90...
Jan 13, 2023 | Uncategorized
If you regularly watched “The Office” television series, you may remember a funny exchange between Michael Scott (the main character) and his previous boss, David...
Jan 12, 2023 | Uncategorized
When tracking hiring results, most offices will measure how many agents they hired and lost. This produces the net hire metric. Your net hires usually correlate to the...
Jan 11, 2023 | Uncategorized
If you’re a hiring manger, it’s tempting to ask someone to join your team early in the hiring process. But this rarely produces positive results. Yes, you might get...
Jan 10, 2023 | Uncategorized
According to researchers, extrinsic motivation operates on a continuum that starts very externally and moves towards being intrinsic. Step 1. External...
Jan 9, 2023 | Uncategorized
Most agents (new or experienced) choose their broker based on a list of features. It’s like reading a spec sheet for a new laptop you’re considering--commission split,...
Jan 6, 2023 | Uncategorized
According to a nationwide survey of more than 1,900 agents, those who consider themselves “experts” at generating leads earn nearly four times as much as agents who...
Jan 5, 2023 | Uncategorized
I recently spoke with the recruiting manager from a large real estate company on the East Coast. She’s responsible for managing the experienced agent recruiting...
Jan 4, 2023 | Uncategorized
The Gallup Organization reports that managers account for at least 70% of the variance in employee engagement scores across businesses in all industries. When it comes...
Jan 3, 2023 | Uncategorized
In some ways, we all want things to stay the same. We want the things that are working to keep working. We want the people who are productive to stay on track and...
Dec 16, 2022 | Uncategorized
Like previous years, the Recruiting Insight writing and editing staff will be taking a two-week break from publishing as we enter the holiday season. We’ll restart...
Dec 15, 2022 | Uncategorized
Yesterday, we discussed the importance of identifying a network of influencers who are willing to help recruit more effectively. An influencer is someone who gives you...
Dec 14, 2022 | Uncategorized
An influencer is someone who gives you inside information about what’s going on in the offices of your competitors. Where do you find influencers? Here are a few...
Dec 13, 2022 | Uncategorized
We all know it’s a bad idea to grocery shop when you’re feeling hungry. Self-discipline and good judgement are set aside as your physical desires and emotions tell you...
Dec 12, 2022 | Uncategorized
The day-to-day work of recruiting can sometimes feel relentless. How do you stay on track and not give up? According to Rich Millington, connecting with a few close...
Dec 9, 2022 | Uncategorized
In a recent Inman article, Mike Delprete makes the dire prediction that most brokerages are heading into a long, cold winter. Declines in revenue are being driven by...
Dec 8, 2022 | Uncategorized
According to researchers, the connection between social media activity (ex. someone liking something you post) and follow-on profit-generating outcomes is not very...
Dec 7, 2022 | Top-25
It’s the time of year when agents (both your own and recruiting prospects) want to renegotiate their compensation packages and talk about their commission split. A few...
Dec 6, 2022 | Uncategorized
A wide body of experimentation and research suggests that what the mind believes to be true is a very powerful thing. And according to best-selling author Bruce...
Dec 5, 2022 | Uncategorized
The market is tough, and we’re entering the winter months. Is this the advice you’re giving your agents right now? I hope not. A lack of prospecting is the cancer that...
Dec 2, 2022 | Uncategorized
Fear and anxiety have been washing across the real estate industry for the past few months. Not a day goes by without a new article popping up telling us how things are...
Dec 1, 2022 | Uncategorized
A few weeks ago, one of the hiring managers I coach reported his recruiting activity from the previous week. I did not have any prospects remaining from our normal lead...
Nov 30, 2022 | Uncategorized
In his bestselling book, James Heskett makes a compelling case for focusing much of your effort on talent acquisition and retention. No matter what business you’re in,...
Nov 29, 2022 | Uncategorized
No, not really. Who welcomes new prospects? Who uncovers the hidden talents an individual possesses? Who monitors the BS filter to exclude those who overstate their...
Nov 28, 2022 | Uncategorized
This time of year, our company sends out some Northwest holiday confections to our clients. It’s a great way to celebrate the holiday season and thank those who have...
Nov 23, 2022 | Recruitment
Thanksgiving may be one of the healthiest holidays you can celebrate. Not because of what you eat (that may set you back in your health goals), but because of the...
Nov 22, 2022 | Uncategorized
Yesterday, we discussed how market conditions are making it more difficult to source recruiting prospects. At this juncture, real estate organizations are tempted to...
Nov 21, 2022 | Uncategorized
Google has taught us this simple correlation: What people search for tells us a lot about consumer sentiment. Since 70% of job searches begin on Google, it also tells...
Nov 18, 2022 | Uncategorized
Many of the hiring managers I coach have a difficult time crafting and articulating their lead generation stories. This is especially true for those who advise their...
Nov 17, 2022 | Uncategorized
Generating leads is top of mind for most real estate agents. They know that without a consistent flow of leads, they'll fail. So, it’s not surprising the topic of lead...
Nov 16, 2022 | Uncategorized
Everyone knows that setting a timer for yourself when starting a task can improve efficiency. But how often do you do it? If you struggle to consistently use this basic...
Nov 15, 2022 | Uncategorized
Yesterday, we discussed the most common and consistent factors (attrition constants) causing a person to defect to a competitor. While these attrition constants still...
Nov 14, 2022 | Uncategorized
Next to recruiting, the retention of profitable agents is something that exasperates every real estate leader. It’s difficult and expensive to recruit, train, mentor,...
Nov 11, 2022 | Uncategorized
In a post from the archive, I shared how executive coach Todd Herman was voted the Greatest Salesperson in the World after winning a worldwide competition sponsored by...
Nov 10, 2022 | Uncategorized
The game show Who Wants to be a Millionaire is still one of the most popular television programs in various markets around the world. You may remember, the original...
Nov 9, 2022 | Uncategorized
Jay Luebke published an article outlining his seven-year journey as a real estate agent (he started when he was 17-years old). In his short career, he worked in four...
Nov 8, 2022 | Uncategorized
An English social researcher, Richard Titmuss, first hypothesized in the 1950's that if you offer to pay someone to give blood, the blood supply would be significantly...
Nov 7, 2022 | Uncategorized
In a recent blog post, Tom Ferry tells agents to ask every potential buyer this question: How long do you plan to be in this home? This question is beautiful because...
Nov 4, 2022 | Uncategorized
Despite all your best efforts, some agents will choose to leave your company. It can’t be avoided. Some tours of duty come to an end and are not renewed. At this...
Nov 3, 2022 | Uncategorized
On the topic of employee retention, HBR reported: Lifelong employment and loyalty are simply not part of today’s world; pretending that they are decreases trust by...
Nov 2, 2022 | Uncategorized
In the next few Insights, we’ll be covering how to have retention discussions with your agents. It’s important to be proactive on this topic—especially this time of...
Nov 1, 2022 | Uncategorized
The Job Board Doctor consulting group recently released their annual recruiting trends survey. This is one of the longstanding benchmarks for the recruitment...
Oct 31, 2022 | Uncategorized
There are many hiring managers in the real estate industry who started out as great real estate agents. A few years back, I read a consumer’s account of working with...
Oct 28, 2022 | Uncategorized
Earlier this week, we learned deliberate practice is what turns average performers into experts. The deliberate practice framework can be easily applied to a simple...
Oct 27, 2022 | Uncategorized
For many years, social scientists have tried to quantify the underlying causes of happiness. In the workplace, the topic is relevant because there is a lot of research...
Oct 26, 2022 | Uncategorized
Only deliberate practice does. According to researchers, gaining experience through repetition alone will not make you an expert—it just makes you good at the mistakes...
Oct 25, 2022 | Uncategorized
Every recruiting organization should set recruiting goals, and most do. While goals articulate the desired outcomes, they often don’t address the tasks that lead to the...
Oct 24, 2022 | Uncategorized
Last week, we discussed how recruiting new agents is like selling something to an inexperienced amateur. Since they don’t have a framework to understand your features...
Oct 21, 2022 | Uncategorized
Several years ago, Seth Godin published an article on the difference between selling to a professional and selling to an amateur. A professional is going to buy from...
Oct 20, 2022 | Uncategorized
For most real estate leaders and managers, maintaining the status quo is a prescription for failure. High performers know there’s a constant need to redesign and...
Oct 19, 2022 | Uncategorized
Here’s a comment I’ve heard real estate owners/executives say dozens of times: I want our managers to focus on the tasks and activities that produce the highest value...
Oct 18, 2022 | Uncategorized
One of the high performing hiring managers I coach recently described how she encouraged her executive team to jump into the recruiting game. I just hired a $3M...
Oct 17, 2022 | Uncategorized
We all want quick results—especially those who are involved in the real estate recruiting process. Our compensation, our bonuses, and our egos are all attached to...
Oct 13, 2022 | Uncategorized
According to a study conducted by Real Estate Express, agents who focus on a specialty make significantly more money than general practitioners. How much more? Agents...
Oct 12, 2022 | Uncategorized
According to a recent study on real estate agent income, most new agents double their income soon after starting their businesses. Those in their first year reported an...
Oct 7, 2022 | Uncategorized
Recruiting prospects who eventually become hires generally possess these two characteristics: Dissatisfaction: Their current situation is not meeting their...
Oct 6, 2022 | Uncategorized
In research based on the working habits of more than 5000 managers, author Morten Hansen documented the productivity of individuals compared to the number of hours they...
Oct 5, 2022 | Uncategorized
A couple of weeks ago, I highlighted a recruiting study done by the University of Calgary that ranked the six factors prospects consider when changing jobs or...
Oct 4, 2022 | Recruitment
Yesterday, I shared a simple model for keeping yourself and others accountable in business relationships. A few months ago, a client reached out with a great example of...
Oct 3, 2022 | Uncategorized
As we discussed last week, leaders rank holding people accountable as their #1 weakness and the thing they hate doing the most. And yet according to research cited by...
Sep 30, 2022 | Uncategorized
Author John Detrixhe once wrote: There’s something fundamentally good about entrepreneurship: Starting a business can help people improve their livelihoods, and new...
Sep 29, 2022 | Uncategorized
I talked with a hiring manager yesterday who cold-called 25 prospects in her market last week and got a very high rate of negative responses. Take me off your list....
Sep 28, 2022 | Uncategorized
Over the weekend, the WSJ did a good job of defining a workplace phenomenon that may be affecting your organization. Quiet quitting is where workers do as little work...
Sep 27, 2022 | Uncategorized
In PI’s CEO Benchmarking Report, CEOs were asked to identify their greatest weaknesses. Here are the top 10 weaknesses CEOs reported from most to least common: Holding...
Sep 26, 2022 | Uncategorized
A while back, I heard a radio ad for a start-up business incubator. The ad used an analogy to communicate the value of its service. The narrator posed the question: How...
Sep 23, 2022 | Uncategorized
If you’re starting to develop your recruiting strategy for 2023, here are 10 stats* you may want to keep in the back of your mind. 1. Only 15% of agents are below the...
Sep 22, 2022 | Recruitment
The real estate industry runs on transactions. Because infrastructure naturally rises to the level of transactions, companies are forced to cut costs when transactions...
Sep 21, 2022 | Uncategorized
In an effort to appear competent and “put their best foot forward", many recruiting prospects are reluctant to share their problems. When being evaluated, we all have a...
Sep 20, 2022 | Uncategorized
According to researchers at the University of Calgary, there are six factors individuals typically consider when changing jobs/companies. Position Characteristics...
Sep 19, 2022 | Uncategorized
Over the last few years, we’ve highlighted the differences between a growth mindset and a fixed mindset. Because successful agents tend to have a growth mindset, it is...
Sep 16, 2022 | Uncategorized
In a short video, performance coach Todd Herman recently provided some advice every recruiter and hiring manager needs to hear. In business, many people seek out the...
Sep 15, 2022 | Uncategorized
When you’re able to get your recruiting prospects to express their dissatisfaction with their current work situation, you’re earning the right to be heard later in the...
Sep 14, 2022 | Uncategorized
Some years back, the Gallup Organization developed a set of 12 questions to assess the professional health of an employee. In my opinion, five of these questions relate...
Sep 13, 2022 | Uncategorized
Even though new technologies have permeated every corner of the real estate industry, most recruiting prospects still want a face-to-face connection with a hiring...
Sep 12, 2022 | Uncategorized
There are about 160 million individuals in the U.S. workforce. Of the 160 million, about two million are real estate agents (1.25%). Among the 2 million agents, the...
Sep 9, 2022 | Uncategorized
It takes a lot of mental energy to do proactive work, and your mind is always looking for an escape. Since recruiting is mostly proactive work, it’s particularly...
Sep 7, 2022 | Uncategorized
It’s a great day to recruit, and thanks for joining us as we kick-off our fall season of the Recruiting Insight Podcast. When the storm clouds start gathering on the...
Sep 6, 2022 | Uncategorized
According to researchers, tactics for reducing stress may be the most important thing you can offer those on your team. More than ever before, employees report feeling...
Sep 2, 2022 | Uncategorized
As we head into Labor Day weekend, I wanted to reshare one of my favorite Seth Godin posts. He calls it the Avocado Principle: If you wait until you really want an...
Sep 1, 2022 | Uncategorized
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?...
Aug 31, 2022 | Uncategorized
When building a value proposition for recruiting, most hiring managers start too wide. They make a list of everything they’re able to offer and jury-rig it into a...
Aug 31, 2022 | Uncategorized
Last week, I published a call script for screening new-to-real-estate prospects. The script demonstrated how to quickly set an interview with a qualified recruiting...
Aug 30, 2022 | Uncategorized
When you’re trying to convince a recruiting prospect to see things from your perspective, you may think presenting as much evidence as possible will strengthen your...
Aug 26, 2022 | Uncategorized
During a recent interview with Brad Inman, mega-team leader and tech entrepreneur Ben Kinney shared how he’s preparing for the choppy economic waters that may lie...
Aug 25, 2022 | Uncategorized
We recently learned that resilience is an important trait to look for in recruiting prospects. But how about you? Do you see yourself as a resilient person? According...
Aug 24, 2022 | Uncategorized
The desired result of the application process is a live conversation with a viable recruiting prospect. You can randomly call the prospect and hope to catch them, but...
Aug 23, 2022 | Uncategorized
Yesterday, we discussed the difference between extrinsic and intrinsic motivation. It would be foolish to ignore reality that much of the real estate industry is driven...
Aug 22, 2022 | Uncategorized
More than 20 years ago, University of Rochester professors Richard Ryan and Edward Deci published their findings on intrinsic and extrinsic motivation. Their research...
Aug 19, 2022 | Uncategorized
I was recently talking with one of my favorite hiring managers, and she told me about an interaction she recently had with an experienced agent recruiting prospect. The...
Aug 18, 2022 | Uncategorized
Here are a few common questions that new-to-real-estate recruiting prospects ask during a first interview: How much money does a real estate agent make in your company?...
Aug 17, 2022 | Uncategorized
There are some fundamental questions (discussed yesterday) recruiting prospects need answered before making a decision to join your team. According to Robin Dreeke, the...
Aug 16, 2022 | Uncategorized
Robin Dreeke is an expert on building rapport. He originally learned these skills as an FBI agent and later taught them to hundreds of others when he was the Director...
Aug 15, 2022 | Uncategorized
In a post from the archive, Adena Hefets, CEO of Divvy Homes, reminded her audience why recruiting is so important. When I first started Divvy, I did everything and...
Aug 12, 2022 | Uncategorized
You’re probably familiar with the important-versus-urgent quadrant method of organizing projects or tasks. While this life hack is helpful, it doesn’t give much...
Aug 11, 2022 | Uncategorized
Earlier this week, RE/MAX reported their second quarter earnings and issued a press release concerning growth forecast for the remainder of the year. Like most press...
Aug 10, 2022 | Uncategorized
According to columnist Ephrat Livni, not all high performers are equal. This is especially true when someone attempts to make a transition into the rough and tumble...
Aug 9, 2022 | Uncategorized
Recruiting is about getting people to change their minds about where they work. A small percentage of recruiting conversations relate to logical issues (ex. who has the...
Aug 8, 2022 | Uncategorized
In a classic HBR article, Laura Huang sheds some light on how individuals make decisions in the workplace. Her research focused on how leaders successfully convince...
Aug 5, 2022 | Uncategorized
In a post from the archive, recruiting expert Aaron Hurst shared some of his research on the common characteristics of high-performing recruiters. According to Aaron,...
Aug 4, 2022 | Uncategorized
You’ve all heard the old sales adage: The fortune is in the follow-up. It’s true. The agents who consistently stay connected with those in their database are the...
Aug 3, 2022 | Uncategorized
In previous Insights, I’ve encouraged you to spend some time quantifying your ideal recruiting prospect. It may also be helpful to go one step further and convert your...
Aug 2, 2022 | Uncategorized
A few months ago, I had the opportunity to spend some time with the CEO of a large real estate company in the Midwest. The company operates in several metro areas and...
Aug 1, 2022 | Uncategorized
The final component we’ll cover on emotional intelligence is social awareness. Socially aware individuals are able to read and interpret other people’s emotions, often...
Jul 29, 2022 | Uncategorized
Being able to know what you’re feeling and why (self-awareness) contributes to the next component of emotional intelligence—self-management. Self-management is the...
Jul 28, 2022 | Uncategorized
Daniel Goleman is best known for his research and thought leadership on emotional intelligence. In an insightful HBR article, he explains how his research applies to...
Jul 27, 2022 | Uncategorized
It’s a great day to recruit, and today we’re making a stop in Minneapolis and checking in with Ryan O’Neill. Ryan is the founder and team leader of The Minnesota Real...
Jul 26, 2022 | Uncategorized
In his book Emotional Intelligence 2.0, Dr. Travis Blackberry outlines some of the most common body language tendencies and what they communicate to your audience....
Jul 25, 2022 | Uncategorized
I’m a big fan of Sean Cannell. Sean helps aspiring entrepreneurs develop YouTube businesses. While he’s really good at sharing his video domain expertise, he's even...
Jul 22, 2022 | Uncategorized
We all want to avoid making the mistake of hiring the wrong people. But that’s not as easy as it sounds. Why? Because our brains often tell us to hire the wrong people...
Jul 21, 2022 | Uncategorized
At the GOE conference a few weeks ago, Tom Ferry reported that 648,000 real estate agents in the U.S. have not completed even one transaction in 2022. As we discussed...
Jul 20, 2022 | Recruitment
I know many of our readers are first-level managers of offices that are part of multi-office companies. This is one of the hardest jobs in real estate because these...
Jul 19, 2022 | Uncategorized
When designers conceptualize a glove, they have a hand in mind. Why does the hand need the glove? What tasks will the hand be doing that would make a glove helpful?...
Jul 18, 2022 | Uncategorized
In a blog post a few years ago, Seth Godin defined three types of business owners. The amateur contributes with unfiltered joy. There’s really no other upside–create...
Jul 15, 2022 | Uncategorized
In a podcast from the archive, Dave Mashburn reminds us how high performing athletes achieve remarkable success. The ranks of amateurs are filled with individuals who...
Jul 14, 2022 | Uncategorized
Over the last five years, how many jobs have you had? According to a global recruitment study, 90% of the working population had three or fewer jobs during the last 5...
Jul 13, 2022 | Uncategorized
Many Recruiting Insight readers are owners of single-office brokerages, leaders of real estate teams, or managers of offices that need to grow. If you’re in one of...
Jul 12, 2022 | Uncategorized
In a recent podcast, author Toby Goodman revealed a small change in language he uses to get more referrals for his podcast. He used to ask: Do you know anyone who would...
Jul 11, 2022 | Uncategorized
Brain expert Dr. Shane Creado identifies the most common causes of mediocre performance in today’s workforce. It's what I call behavioral ADHD, and it happens because...
Jul 8, 2022 | Uncategorized
In a post from the archive, Dave Mashburn explains the difference between extrinsic and intrinsic motivation. With extrinsic motivation, an individual’s primary goals...
Jul 7, 2022 | Uncategorized
Once you gain permission to follow-up with the recruiting prospect, your follow-up communication must be perceived as helpful. How do you help a person who is not...
Jul 6, 2022 | Uncategorized
After 10 straight weeks of helpful content, the Recruiting Insight Podcast crew took a much-deserved break this week for the 4th of July holiday. It’s a great time for...
Jul 5, 2022 | Uncategorized
Sometimes research seems to be contradictory. A recruiting study conducted by Madgex found that 86% of individuals plan to stay in their current job for six months or...
Jul 1, 2022 | Uncategorized
As we head into the holiday weekend, I wanted to pass on a story I’ve often shared with my coaching clients. Years ago, there were four football players who were...
Jun 30, 2022 | Uncategorized
A reader recently asked: When I follow-up with my recruiting prospects, I feel like I’m annoying them. How can I be persistent without being a pest? We become annoying...
Jun 29, 2022 | Uncategorized
There has been much debate over the years on the best way to structure the real estate recruiting function in a brokerage. There has been much debate over the years on...
Jun 29, 2022 | Uncategorized
Everyone loves a quick recruiting hit. You make a call, find someone who is on the verge of leaving their current brokerage, and you welcome them into your arms. There...
Jun 27, 2022 | Uncategorized
In recruiting, the second impression is usually more important than the first impression—especially with new agent prospects. The first impression happens when a...
Jun 24, 2022 | Uncategorized
If you’re feeling uneasy about the market and wondering if it makes sense to continue recruiting, you should read Joe Rand’s article published in Inman earlier this...
Jun 23, 2022 | Uncategorized
Recruiting negotiations often breakdown when compensation is discussed. It only makes sense that what you’re offering the recruiting prospect should be “priced” to...
Jun 22, 2022 | Uncategorized
In today's podcast, we'll be joined by Rob Keefe. Rob is the founder and President of Relitix Relitix helps real estate brokerages use data, artificial intelligence,...
Jun 20, 2022 | Uncategorized
The doomsdayers were out in full force last week and most real estate news outlets provided detailed converage of the Compass and Redfin layoffs. This makes for great...
Jun 17, 2022 | Uncategorized
In a post from the archive, I covered one of the basic psychological concepts every recruiting and hiring manager needs to understand. Cognitive dissonance is the...
Jun 15, 2022 | Uncategorized
In today's podcast, we'll be joined by Stephanie Robertstad. Stephanie is a recruiting coordinator for Berkshire Hathaway HomeServices Fox and Roach Realtors. For those...
Jun 13, 2022 | Uncategorized
Teachers give tests to students to determine if they’re meeting standards. It’s a simple, one-way relationship. The teacher is in charge, and the student has to...
Jun 9, 2022 | Uncategorized
In yesterday’s podcast, Dave Caveness referenced a recruiting and retention framework his company uses to stay focused on the long-term nature of talent management....
Jun 8, 2022 | Uncategorized
Today, we’ll be connecting with Dave Caveness. Dave is the President and CEO of Carpenter Realtors in Indianapolis. During his tenure with Carpenter, he grew his...
Jun 6, 2022 | Uncategorized
Best-selling author Morten Hansen says there are two types of bosses in the workplace. The “do-more boss” sets many goals, has a long priority list, and is a verbose...
Jun 3, 2022 | Uncategorized
It’s always good to find direct connections between proactive actions and desired benefits. For example, we recently discussed how researchers discovered a connection...
Jun 1, 2022 | Uncategorized
Today, we'll be connecting with Lisa Chinatti about recruiting and retention in the crazy world of real estate teams. She is the person the large real estate portals...
May 26, 2022 | Uncategorized
I’m not much of a gardener, but each spring I try my hand at planting some different types of lettuces and greens in the small garden we have in our back yard. To get...
May 25, 2022 | Podcast
In today's podcast, we'll be chatting with Vanessa Mouton. Vanessa is the Managing Broker of the Berkshire Hathaway HomeServices Office in Cary, North Carolina. She...
May 24, 2022 | Uncategorized
According to author Scott Anthony, innovations come in two flavors. Core innovations are lower potential projects expected to offer rapid returns, and they are near and...
May 19, 2022 | Uncategorized
Author Adam Lashinsky frequently speaks about the organizational best practices Apple uses to optimize employee performance. One of the simplest practices is assigning...
May 18, 2022 | Uncategorized
In this week's podcast, we'll be talking with Laurie Brill, the Director of Strategic Growth at Howard Hanna Real Estate Services. Howard Hanna is the fifth largest...
May 12, 2022 | Recruitment
The frequently heard auto glass commercials remind consumers that small chips and cracks in a windshield grow into something more noticeable and debilitating under...
May 11, 2022 | Uncategorized
In this week's podcast, we'll be connecting with Scott Nelson, the CEO of Comey and Shepherd Realtors in Cincinnati, OH. Comey and Shepherd was started just after WWII...
May 9, 2022 | Uncategorized
Setting and meeting expectations are the cornerstones of most business successes. When someone sets an expectation for you, how do you respond? Do you… Quickly accept...
May 5, 2022 | Uncategorized
Earlier this week, I introduced you to virtual and hybrid culture expert Bryan Mills. Bryan led a fully virtual staffing company for more than a decade. One of his...
May 4, 2022 | Uncategorized
In this week's podcast, we'll be connecting with one of the best real estate recruiters in the country. Gina Verbanac is the Director of Corporate Recruiting...
May 3, 2022 | Uncategorized
The workforce at large and most real estate companies are struggling to make sense of company culture right now. Whether you're fully virtual, made the transition back...
May 2, 2022 | Uncategorized
A few weeks ago, I asked you to participate in a nationwide survey conducted by JPAR of agent and manager behaviors. For those of you who participated, thank you. ...
Apr 27, 2022 | Uncategorized
When I started writing daily Insights a few years ago, I intended to make them concise and to the point. My goal was to deliver 60-seconds of recruiting wisdom to busy...
Apr 22, 2022 | Uncategorized
The best recruiters are individuals who can get prospects to imagine new possibilities. This often requires someone to take in new information and process it quickly....
Apr 12, 2022 | Uncategorized
There are two career windows worth considering to increase your chances of converting your next new-agent hire into a high producer. Window #1: Individuals in their...
Apr 11, 2022 | Uncategorized
Last week, we discussed the importance of making your recruiting process more engaging and enjoyable. It’s a great way to differentiate yourself from competitors and...
Apr 1, 2022 | Uncategorized
It’s difficult to go a day without seeing multiple articles in the real estate press about the crisis of low inventory. It’s affecting every aspect of the real estate...
Mar 31, 2022 | Uncategorized
Real estate companies work hard to establish a consumer brand that is known, admired, and respected by everyone in their communities. An employer brand is closely...
Mar 30, 2022 | Uncategorized
Last Friday, I encouraged each of you to participate in a nationwide survey on issues related to agents, teams, and brokers. Thank you to all those who took the time to...
Mar 28, 2022 | Uncategorized
Real Estate Express recently published research on how agent income correlates to hours worked. In the group of 8,914 agents they studied, they found that if an agent...
Mar 25, 2022 | Uncategorized
For the last few years, our friends at JPAR have conducted an industry-wide real estate survey for agents, teams, and brokers. It’s great they’re collecting data and...
Mar 18, 2022 | Uncategorized
In a long post from the archive, Matthew Perman explains why attempting to fill your calendar and task list to the brim with productive tasks is a mistake. Researchers...
Mar 16, 2022 | Uncategorized
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...
Mar 14, 2022 | Uncategorized
Oh, how the tables have turned. For decades, traditional companies had the upper hand in the employment marketplace. Stable salaries, lucrative benefits, and ingenious...
Mar 8, 2022 | Uncategorized
Since I'll be attending a conference in Las Vegas later this week, I thought it might be a good time to talk about recruiting odds. A couple of years ago Jobvite...
Mar 4, 2022 | Uncategorized
Could agents be saved if you were given enough warning of the impending departure? In many cases, yes, but only if you have enough time (usually several weeks) to solve...
Mar 3, 2022 | Uncategorized
It's no secret that inflation has infected our economy and prices are going up in all areas. But according to labor market economist Andrew Flowers, the recruiting...
Feb 24, 2022 | Recruitment
A while back, Tom Ferry published an article I occasionally refer back to when I lack motivation towards completing the tasks I know I should be doing. The article...
Feb 22, 2022 | Uncategorized
If you have a headache, you can take ibuprofen to alleviate the pain. But the pain is not being caused because your body is lacking enough ibuprofen. There is an...
Feb 18, 2022 | Uncategorized
It’s conference season in the real estate industry again, and it may be the first conference you’ve attended in a couple of years due to Covid. Out of practice? In a...
Feb 7, 2022 | Uncategorized
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...
Jan 31, 2022 | Uncategorized
I spoke with a high-performing experienced agent recruiter last week who makes a lot of outbound calls. I asked her when she makes the most connections during various...
Jan 27, 2022 | Uncategorized
Occasionally emailing your database of recruiting prospects is a good way to remind them of your presence, and it also helps them remember you’re still interested in...
Jan 13, 2022 | Uncategorized
In conjunction with Real Trends, I recently published a primer on how to build new recruiting habits. The primer covers the topic in more detail than we normally...
Jan 4, 2022 | Uncategorized
Over the holidays, I connected with a colleague who was taking inventory of the agents who had left his firm during the previous year. He and his staff compiled a list...
Dec 17, 2021 | Uncategorized
Like previous years, the Recruiting Insight writing and editing staff will be taking a two-week break from publishing as we enter the holiday season. We’ll restart...
Dec 16, 2021 | Uncategorized
I was recently reminded of a conversation I had with my wife a few months ago. She mentioned she had not read an email I’d forwarded to her a couple of days earlier. It...
Dec 14, 2021 | Uncategorized
Yesterday, I encouraged you to think of your role in terms of contribution. Stop asking: What tasks do I need to get done today to fulfill my obligations? Start...
Dec 9, 2021 | Uncategorized
Peter Drucker once wrote, The supply of time is totally inelastic. No matter how high the demand, the supply will not go up. And the demands on a real estate manager’s...
Dec 1, 2021 | Uncategorized
Earlier this week, the Wall Street Journal documented how workers are quitting their jobs in droves to become their own bosses. Here’s some of what they reported: There...
Nov 15, 2021 | Uncategorized
In a recent podcast, Steve Murray explains how the real estate industry is becoming increasingly segmented. It used to be the segmentation was that brokers offered a...
Nov 9, 2021 | ThirdPool Recruitment Marketing Update, Uncategorized
Do you think of recruiting as one of your competitive advantages? Of course, you want to recruit better than your industry peers, but what about inflicting some direct...
Nov 4, 2021 | Uncategorized
In a recent forum, Roy Mauer of SHRM made the following observations. The recruiting experience is, in essence, a communication experience. Communicating with potential...
Oct 25, 2021 | Uncategorized
Successful recruiters use checklists. They not only help you get more done, but your brain loves them. According to research summarized by best-selling author Maria...
Oct 22, 2021 | Uncategorized
No one is going to join your team unless they trust you. How do you build trust in the limited time you have with prospects? In a post from the archive, Geoffrey James...
Oct 21, 2021 | Uncategorized
If retention worries keep you up at night, you may want to implement one of John Sullivan’s retention techniques. It’s a little more complex than some of the other...
Oct 20, 2021 | Uncategorized
Companies like Porsche know certain emotions are baked into the human psyche and can be depended upon when consumers make expensive decisions. Case in point: Porsche...
Oct 15, 2021 | Uncategorized
In a post from the archive, Dave Mashburn reminds us of the importance of attunement in all forms of communication. Attunement happens when the observed experiences of...
Oct 14, 2021 | Uncategorized
In a recent blog post, Peter Diamandis provided some valuable insight on how to get your emails read by your recruiting prospects. Keep it under five lines. I don't...
Oct 11, 2021 | Uncategorized
Years ago, Kevin Kelly from Wired magazine wrote the classic 1000 True Fans essay. His point: Most entrepreneurs find success by building something a few people are...
Oct 8, 2021 | Uncategorized
In a post from the archive, researchers documented a direct health benefit from starting and managing a microbusiness (a business with less than five employees). By...
Sep 29, 2021 | Uncategorized
In a recent blog, Seth Godin explains the Goldilocks equilibrium. It’s the belief that when a service is offered, a few people will like it really hot, a few people...
Sep 17, 2021 | Uncategorized
The pandemic has changed a lot of things in the business world. Is it now OK to skip the face-to-face (or mask-to-mask) interview? In a post from the archive, René...
Sep 16, 2021 | Uncategorized
Jeff Glover, a high-performing team leader in Michigan recorded a podcast giving agents and team leaders a litany of advice on how to be successful in a...
Sep 15, 2021 | Uncategorized
In a recent blog post, Rich Millington challenged the traditional wisdom of sending a thank you note. Thank you notes feel like the right thing to do in most...
Sep 14, 2021 | Uncategorized
Last week, Tom Ferry posted a Happy New Year blog. It was his way of reminding agents to start their business planning for next year. While the calendar might say...
Sep 8, 2021 | Uncategorized
In a recent podcast, Guy Gal, the founder and CEO of Side, describes who his brokerage is recruiting. Over 70% of agents in the real estate industry are part-time and...
Sep 7, 2021 | Uncategorized
A while back, Erica Ramus wrote an outstanding article for Inman (subscription required) on how to tell when your agents are about to leave your brokerage. Here is part...
Aug 12, 2021 | Uncategorized
Earlier this week, the WSJ reported some strange happenings in the job market. Here’s what we already know: -20 million jobs were lost due to the pandemic in...
Aug 9, 2021 | Uncategorized
If someone asked you to describe your recruiting strategy in one sentence, what would you say? Most hiring managers stumble on this question because it’s difficult to...
Jul 29, 2021 | Uncategorized
In a recent podcast, Tom Ferry interviewed Byron Lazine on how to generate listings using the old-school technique called “circle prospecting.” It’s setting the most...
Jul 27, 2021 | Uncategorized
The real estate industry’s premier marketing thinkers at 1000Watt recently published some of their research and thoughts on loyalty. Why do 82% of consumers report...
Jul 22, 2021 | Uncategorized
A recent article in Fast Company documented the tension many employees are feeling about returning to their physical offices. As more employers push to get employees...
Jul 19, 2021 | Uncategorized
The more efficient you become in managing your time, the more tasks and commitments rush in to fill the empty spaces you’ve created. This is the time management...
Jul 19, 2021 | Uncategorized
For most people, time management is stressful because competing demands require difficult decisions to be made on the fly. Continually facing decisions with important...
Jul 16, 2021 | Uncategorized
The hope of time management is that if you become more efficient, you can make space to accommodate all the stuff you need to get done. It’s a false hope because it’s...
Jul 15, 2021 | Uncategorized
Author Dane Jenson describes the nagging feeling most real estate leaders experience every day. A major source of stress for many is the pervasive feeling that there is...
Jun 18, 2021 | Uncategorized
In a post from the archive, John Sullivan points out some of the benefits of having your recruiting prospects meet with your CEO. CEOs are great salespeople. It’s hard...
Jun 15, 2021 | Uncategorized
Employees are quitting their jobs at an unprecedented rate. The Wall Street Journal recently reported that 2.7% of workers are leaving their jobs each month. This is...
Jun 8, 2021 | Uncategorized
As the U.S. troop levels are being reduced under the guidance of a new administration, do military leaders stop recruiting? Not at all. Depending on job market...
Jun 7, 2021 | Uncategorized
The unemployment rate fell to 5.8% last week. While this seems like good news, it doesn’t quite tell the whole story of what’s really happening in the labor market. In...
Jun 2, 2021 | Uncategorized
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...
May 27, 2021 | Uncategorized
Earlier this week, we learned that recruiters and hiring managers who have a fixed mindset will often shy away from the trial and error necessary to make the recruiting...
May 11, 2021 | Uncategorized
If you’re one of the managers who’s felt crippled in your ability to maintain office culture over the last year, you’re not alone. According to author Jon Levy, most...
Apr 30, 2021 | Uncategorized
Last week, a friend told me: I’m not sure I want to go back to commuting. He’s a consultant and has been working at home for the last year. Going back to the office...
Apr 29, 2021 | Uncategorized
Yesterday, we discussed how the “too many job opportunities/not enough candidates” dynamic is putting pressure on the employment marketplace. In the real estate market,...
Apr 28, 2021 | Uncategorized
Lack of housing inventory is one of the most significant problems facing the real estate industry. It’s wreaking havoc on home buyers, real estate companies, and a host...
Apr 26, 2021 | Uncategorized
The real estate industry is so competitive, many recruiters and hiring managers get stuck in a rut. You tell your prospects: We’re better than our competitors! But that...
Apr 7, 2021 | Uncategorized
Tracy Dunne of Comey and Shepherd recently shared a phone script she uses to connect with competitive agents who are referred to her. Hi Sarah! This is Tracy Dunne from...
Apr 6, 2021 | Uncategorized
I have a high opinion of Microsoft. It’s one of the highest valued companies in the world, and it underwent a remarkable turnaround since Satya Nadella took over the...
Mar 24, 2021 | Uncategorized
Over the weekend, a friend told me about his recent whale-watching trip near Camano Island (this island is about an hour north of Seattle). Gray whales make a stop in...
Mar 15, 2021 | Uncategorized
A habit is the brain’s decision-making shortcut - it gets actions started with the least amount of mental energy. For humans, habits are essential because our brains...
Mar 11, 2021 | Uncategorized
In order for a positive change to take root, there must be a clear and compelling payoff for the person making the change. “Compelling payoffs” come in two...
Mar 10, 2021 | Uncategorized
According to BJ Fogg, Director of the Behavior Design Lab at Stanford, there are only three things that will change day-to-day behaviors in the long term: 1. Having an...
Mar 8, 2021 | Uncategorized
According to Tony Schwartz, the author of Be Excellent at Anything, habits control most of our lives. Fully 95% of our behavior occurs out of habit, either...
Mar 3, 2021 | Uncategorized
In a recent article, psychologist and author Benjamin Hardy reminded his readers of the importance of being in psychological flow to accomplish their best work. Being...
Mar 1, 2021 | Uncategorized
One of the best parts of my job is hearing about your wins. I get updates from clients and Insight readers almost every day letting me know about the progress they’ve...
Feb 25, 2021 | Uncategorized
We’ve been discussing procrastination for the last few days. If you missed the previous posts on the topic, you may want to take a few minutes to catch up (previous...
Feb 22, 2021 | Uncategorized
Nothing’s more frustrating than executing the recruiting process flawlessly, and then seeing your new hire fail to launch and experience success on your team. We call...
Feb 12, 2021 | Uncategorized
In a post from the archive, Dave Mashburn encourages hiring managers to view their trade like a professional baseball manager coaches a team. There are at least 90...
Feb 10, 2021 | Uncategorized
Over the last couple of days, I’ve made the case that an overly direct and aggressive approach to recruiting may not produce the best results. What’s the...
Feb 5, 2021 | Uncategorized
Yesterday, we learned that forcing functions are a common tool used by high performers to help create positive outcomes. According to Chris Sparks, there are several...
Feb 4, 2021 | Uncategorized
There’s a common tool used by high performers seeking to improve their results called a forcing function. A forcing function is a condition you place on yourself to...
Jan 29, 2021 | Uncategorized
Thank you to all those who took the time to participate in our Recruiting Practices Survey launched earlier this week. Here are some of the things we learned: 1. The...
Jan 26, 2021 | Uncategorized
Our friends at JPAR recently shared some of the survey data they collected earlier this month. The survey focused on agent activities and financial performance in 2020....
Jan 25, 2021 | Uncategorized
Over the past several months, we’ve been collecting survey data from our company’s clients and our marketing partners on agent, manager, and recruiting performance. We...
Jan 22, 2021 | Uncategorized
In a post from the archive, Dave Mashburn reminds us that leaders have struggled with being too busy for more than 2000 years. In modern life, busyness is a distraction...
Jan 21, 2021 | Uncategorized
Ghosting is a term normally associated with dating, but it’s recently made it into the vocabulary of most recruiters. Why? Because according to findings from Dr. John...
Jan 20, 2021 | Uncategorized
As we discussed yesterday, the quickest way to improve your employee brand is to optimize your company’s value proposition. But why does a value proposition need to be...
Jan 19, 2021 | Uncategorized
There are two components that contribute to your employer brand—the market’s perception of your company and the unique value proposition you offer to those who join...
Jan 18, 2021 | Uncategorized
Almost everyone I coach struggles with consistently focusing their time, attention, and energy on their most important priorities. It seems to be the bane of a real...
Jan 6, 2021 | Uncategorized
Yesterday, we discussed the relationship bias model that helps new contacts drop their relational shields and engage in a meaningful professional dialog. When a...
Jan 5, 2021 | Uncategorized
Perhaps you remember the old Star Trek episodes where some unknown ship or life form is approaching the Starship Enterprise. Spock and Mr. Sulu are desperately trying...
Dec 18, 2020 | Uncategorized
Like previous years, the Recruiting Insight writing and editing staff will be taking a two-week break from publishing as we enter the holiday season. We’ll restart...
Dec 11, 2020 | Uncategorized
Last year, Jay Luebke published an article outlining his seven-year journey as a real estate agent (he started when he was 17-years old). In his short career, he worked...
Dec 4, 2020 | Uncategorized
Today, I’d like to highlight a best practice developed by Tracy Dunne. Tracy manages the Anderson, OH office of Comey & Shepherd Realtors. Tracy is one of the...
Dec 2, 2020 | Uncategorized
Yesterday, we discussed the importance of self-disclosure for moving relationships past the acquaintance stage. The middle ground between a positive connection and a...
Dec 1, 2020 | Uncategorized
In the quaint beach town of Stony Brook, New York, Dr. Art Aron and his wife Elaine (also a psychologist), head a laboratory that studies relationships. Through a...
Nov 18, 2020 | Uncategorized
The Job Board Doctor consulting group recently released their annual recruiting trends survey. This is one of the longstanding benchmarks for the recruitment...
Nov 17, 2020 | Uncategorized
At the gym, personal trainers will remind you that strengthening your core is the foundation of any successful fitness program. According to Dr. Paul Stoltz,...
Nov 12, 2020 | Uncategorized
Using your phone as a tool for recruiting is becoming increasingly difficult. According to researchers, people have stopped answering their phones because of the high...
Nov 6, 2020 | Uncategorized
In a recent blog post, Mark Johnson describes a productivity obstacle that trips up many real estate managers. There is a difference between being in motion and taking...
Nov 5, 2020 | Uncategorized
Newton’s first law of physics informs us that a body at rest will stay at rest unless acted upon by an external force. New research on the behaviors of recruiting...
Oct 29, 2020 | Uncategorized
Seth Godin recently surmised: It feels safer to say that we’re born with talents and gifts, that we have a true calling, that we’re looking for what connects with our...
Oct 28, 2020 | Uncategorized
Every interview eventually comes to an end. For most hiring managers, the last few minutes of the interview dissolves into a milk-toast exchange of pleasantries....
Oct 20, 2020 | Uncategorized
Appcast recently published their mid-year update on the state of recruitment advertising. Here are some of the trends they documented: 1. Despite a high unemployment...
Oct 9, 2020 | Uncategorized
Yesterday, I highlighted the importance of assessing a candidate’s “self-awareness” during an interview. An individual’s “awareness of others” is equally important, but...
Oct 8, 2020 | Uncategorized
Many researchers have documented how the traits of “self-awareness” and “awareness of others” correlate with success. One of our clients recently asked: How do you...
Oct 6, 2020 | Uncategorized
Last week, I had the opportunity to connect with Tracey Velt from Real Trends. For the past few months, Tracy has been interviewing real estate leaders and recording...
Oct 5, 2020 | Uncategorized
In a recent blog post, Mark Johnson, CEO of JP & Associates, referenced a trick he uses to complete proactive tasks. The concept of implementation intentions was...
Oct 1, 2020 | Uncategorized
If you’re starting to develop your recruiting strategy for 2021, here are 10 stats* you may want to keep in the back of your mind. Only 17% of Realtors are below the...
Sep 30, 2020 | Uncategorized
According to NAR’s most recent member profile, 65% of agents have been in business for five years or less. It’s a large group of agents (900K+) all trying to figure out...
Sep 28, 2020 | Uncategorized
If you Google the failure rate of new agents, you’ll see this statistic pop up on multiple sites: 87% of Real Estate Agents Fail in the First 5 Years Perhaps this stat...
Sep 24, 2020 | Uncategorized
Yesterday, we had an opportunity to partner with the Real Trends media team to publish a recruiting guide for finishing the year strong. The guide is a full-length...
Sep 23, 2020 | Uncategorized
Researchers are starting to document how the holistic health of an employee affects their contribution to their employer. Employees who report being healthy tend to be…...
Sep 18, 2020 | Uncategorized
In a podcast from the archive, Dave Mashburn discusses the most important candidate trait to look for during an interview. There's one trait that is, by far, the best...
Sep 9, 2020 | Uncategorized
MetLife recently released their annual Employee Benefit Trends Study for 2020. The trends over the last 18 years are a case study in how employers are forced to respond...
Aug 17, 2020 | Uncategorized
In a recent podcast, Adena Hefets, CEO of Divvy Homes, reminded her audience why recruiting is so important. When I first started Divvy, I did everything and felt like...
Aug 12, 2020 | Uncategorized
When someone considers making a career change or changing brokers, they typically seek out multiple opportunities. Researchers found that only 23% of recruiting...
Aug 3, 2020 | Uncategorized
Last Friday, I ordered a meat thermometer from Amazon. I placed the order at 2:30pm and just after 5pm, a delivery person smiled and handed me the thermometer in my...
Jul 30, 2020 | Uncategorized
In 2010, Todd Herman was voted the Greatest Salesperson in the World after winning a worldwide competition sponsored by the global marketing firm Ogilvy. He became a...
Jul 29, 2020 | Uncategorized
Earlier this week, Jim Dalrymple published an excellent article packed with new agent hiring data over the last few months. Jim compiled licensing data from 32 states...
Jul 14, 2020 | Uncategorized
Over the past few months, I’ve encouraged you to look at the Covid health crisis as a way to acquire top talent from other industries. Many of you have taken this...
Jun 30, 2020 | Uncategorized
In the late ‘80s, IBM had 50% of the computer market’s revenue and 90% of its profit. At the time, Apple was a relatively small company (along with a bunch of others)...
Jun 17, 2020 | Uncategorized
This is a question I commonly hear from the most successful executives, hiring managers, and recruiters. Those who perform at a high level seem to have a natural...
Jun 14, 2020 | Uncategorized
Converting data into visual formats has been a major marketing trend over the last decade. While it’s well known that visual information is easier for the mind to...
Jun 3, 2020 | Uncategorized
I know many of you took my advice and diligently built recruiting pipelines during the Covid crisis. Here is a note I recently received from Andrea Lawrence at BHHS...
Jun 1, 2020 | Uncategorized
Because so many employment statistics are reported without context, trying to make sense of employment news in recent weeks can be confusing. To gain some clarity,...
May 27, 2020 | Uncategorized
As darkness falls each evening, there are a few bright-shining stars that emerge before the rest become visible. Financial news is suggesting the real estate industry...
May 22, 2020 | Uncategorized
As many of you know, our company sources thousands of recruiting prospects each month for real estate companies across the country. We recently added a new question to...
May 19, 2020 | Uncategorized
You’ve heard much about businesses emerging from lockdown and making plans to compete in the post-Covid world. No doubt much of your attention has been focused on...
May 17, 2020 | Uncategorized
What’s better than receiving? That’s right. Giving. A few weeks ago, I highlighted the work of Player Murray and Lizzie Gonzales who manage a high-performing real...
May 10, 2020 | Uncategorized
In a recent podcast, technology pioneer Michael Dell outlined the basic strategy for handling a crisis. When you’re in a crisis, you’ve really got to do three things:...
May 4, 2020 | Uncategorized
Over the previous four weeks, I published two Insights (1,2) concerning the sourcing trends for new-to-real-estate recruiting prospects. Here’s another quick update....
May 4, 2020 | Uncategorized
In one of my favorite podcasts from the archive, Dave Mashburn explains why some leaders create more influence than others. In my experience, there are two types of...
Apr 30, 2020 | Uncategorized
About 4 blocks from my office, sits the high-end Oasis Spa. This spa made national news last week when its owner, Jamie Black-Lewis, attempted to re-hire the employees...
Apr 28, 2020 | Uncategorized
One of the key components of a recruiting strategy is defining a niche. A niche is a tightly defined portion of the overall recruiting marketplace. This marketplace can...
Apr 27, 2020 | Uncategorized
As I talk to managers in real estate companies across the country, there’s a common theme emerging. Many of you are tired. Over the last eight weeks, you’ve worked long...
Apr 23, 2020 | Uncategorized
Earlier this week, Tom Ferry recorded an outstanding coaching video for agents who are struggling to restart their businesses. He outlines a creative way of segmenting...
Apr 20, 2020 | Uncategorized
Ninja Selling instructor Don Tennessen recently pointed out: Agents are spending more time in their inboxes right now than ever before. Why? Because they’re in front of...
Apr 17, 2020 | Uncategorized
Player Murray and Lizzie Gonzales manage a high-performing real estate office in Raleigh, North Carolina. Like many of you, the lockdowns and business restrictions have...
Apr 15, 2020 | Uncategorized
Over the past few years, the competition for talented individuals has been intense as reflected in the low unemployment rate. Anyone who was smart, motivated, and...
Apr 15, 2020 | Uncategorized
Many agents are stuck right now, and if they remain in this state, they probably won’t survive. Do a quick inventory: Which of your agents are struggling to demonstrate...
Apr 13, 2020 | Uncategorized
As the lockdowns, quarantines, and business restrictions linger on, many agents are starting to wonder how they’re going to survive. The leaders who have the answers to...
Apr 9, 2020 | Uncategorized
Over the last week, I’ve had the opportunity to speak (via Zoom) to hundreds of hiring managers about transitioning from promotional recruiting methodologies to...
Apr 8, 2020 | Uncategorized
Getting the coronavirus can wreak havoc on your body and puts those around you at risk too. In a blog post from the archive, Dave Mashburn points out that worry and...
Apr 7, 2020 | Uncategorized
Our company has worked with hundreds of real estate managers over the last decade. I’ve noticed that some managers run their offices as if they’re owners (even though...
Apr 6, 2020 | Uncategorized
I heard some comments from Mark Cuban last week that have resonated in my mind. I don't know when we're going to get from America 1.0 to America 2.0, but we will get...
Apr 3, 2020 | Uncategorized
Yesterday, we discussed the likelihood of those facing employment uncertainty to seek out opportunities in the real estate industry. While some of my conclusions were...
Apr 2, 2020 | Uncategorized
One of the immediate effects of the coronavirus crisis is employment uncertainty. Last week, more than 3 million unemployment claims were submitted in just a few short...
Mar 27, 2020 | Uncategorized
I’ve heard from many of you who are trying to make sense of experienced agent recruiting during this crisis. It can feel a little tone deaf to be soliciting competitive...
Mar 27, 2020 | Uncategorized
Yesterday, we discussed the importance of planting new agent recruiting seeds during difficult times. Soon after the last downturn, Tracey Goetz planted one of these...
Mar 25, 2020 | Uncategorized
If you’re a Star Wars buff, you may remember the short scene from Episode II where Obi Wan was solicited by a shady “death stick” dealer. While having a drink at the...
Mar 24, 2020 | Uncategorized
In a recent podcast, Steve Murray highlighted some of the insights emerging from this year’s Real Trends 500 report. In an analysis of the top 903 brokers looking back...
Mar 24, 2020 | Uncategorized
One of the hiring managers from a large real estate company in California has been reaching out to me over the last few days. We had met in early January, and I...
Mar 23, 2020 | Uncategorized
I spoke with the CEO of a large real estate company (2000+ agents) over the weekend. I asked: How are your agents handling with what may be the new normal? It’s...
Mar 21, 2020 | Uncategorized
I had the opportunity to hear Steve Harney speak yesterday concerning the real estate industry’s prospects and the ongoing health crisis. Often referred to as the voice...
Mar 19, 2020 | Uncategorized
As the effects of the public health crisis start to ripple through the economy, there’s a temptation to pull back and disengage. I’m hearing things like: Let’s sit...
Mar 17, 2020 | Uncategorized
A couple of years ago, we had the opportunity to manage a large recruiting project for a client on the West Coast. During the engagement, our team was conducting about...
Mar 16, 2020 | Uncategorized
Every company, office, or team has been forced to respond to the potential dangers of the COVID-19 coronavirus. Recruiters and hiring managers who normally depend on...
Mar 13, 2020 | Uncategorized
It seems experienced agent recruiting is being driven by funky economics. With the proliferation of new brokerage models, external capital flowing into the industry,...
Mar 12, 2020 | Uncategorized
Yesterday, I spoke with a high-performing manager about how she keeps the urgent needs of her agents from encroaching on the proactive time she sets aside for...
Feb 26, 2020 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting What do Shakespeare, Dickens, Tolstoy, Picasso, Monet, Bach, Mozart, Wagner, Schubert, Brahms, and Dostoyevsky all...
Feb 7, 2020 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting The “turning acquaintances into hires” process culminates when your recruiting prospects allow you to help them...
Feb 6, 2020 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Yesterday, we discussed some ways to turn networking conversations into more productive connections. While these...
Feb 5, 2020 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting In the late ‘90s, Art Aron asked a new question: Can science help turn strangers into friends? The question was new...
Feb 4, 2020 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting As a real estate hiring manager, you probably have a substantial number of competitive agents who are...
Jan 21, 2020 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting It does no good to “focus on a small set of priorities” unless you take the next step and dedicate proactive effort...
Jan 17, 2020 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Dale Carnegie famously advised his readers to carry a genuine smile and use it often as a positive way of creating...
Jan 10, 2020 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting In a previous podcast, Dave Mashburn noted that the most productive managers “do less and obsess.” This insight was...
Dec 18, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting The ThirdPool writing and editing staff will be taking a break from publishing Recruiting Insight as we enter the...
Dec 6, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Earlier this week, I highlighted some of the benefits of adding texting to your recruiting process. Some Insight...
Dec 4, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Amy Cuddy’s research reveals that people want answers to two basic questions when they meet someone for the first...
Dec 3, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Over 50 years ago, Peter Drucker had an epiphany: The primary job of the executive is to get the right things done....
Nov 25, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Last week, I touched on Morten Hansen’s “do less, then obsess” productivity advice. Hansen describes how he...
Nov 22, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting As a coach and mentor, you’re rooting for your agents to succeed. But in spite of your best efforts to help them...
Nov 19, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting The Job Board Doctor, a consulting company specializing in online recruitment advertising, recently published its...
Nov 15, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting “I’m too busy.” This is the most common complaint I hear from real estate managers who fail to spend proactive...
Nov 8, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting It’s common for an organization or a team to have some members who lack motivation towards agreed upon goals. It...
Nov 4, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting According to RIS Media, an increasing number of real estate companies are using assessments in the hiring process....
Nov 2, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Earlier this month, we celebrated our one-year anniversary of publishing daily under the Recruiting Insights brand....
Oct 25, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Outside of the real estate industry, recruiting pipeline automation is quickly becoming a must-have tool for...
Oct 14, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Knowing what you’re looking for is the first step to finding it. For hiring, this means identifying the...
Oct 8, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting The most reliable recruiting lead measure is the face-to-face appointment/interview with a viable prospect. But...
Oct 7, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting In the 4 Disciplines of Execution, the authors recommend identifying a wildly important goal. For many real estate...
Oct 4, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Authors Dave Ulrich and Arthur Yeung define talent via this simple equation: Talent = Competence × Commitment ×...
Oct 2, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Confirmation bias is the tendency to search for, interpret, favor, and recall information in a way that affirms...
Oct 1, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Yesterday, we discussed how confirmation bias is one of your best recruiting allies because expectations and...
Sep 30, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting One of the most powerful tools in a recruiter’s toolbox is confirmation bias.A few years ago, Seth Godin wrote an...
Sep 24, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Last week, I heard a real estate leader from one of the major national franchises estimate the cost of unwanted...
Sep 18, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting The Bureau of Labor Statistics (BLS) periodically measures the “quit rate” in the U.S. job market, and voluntary...
Sep 13, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Google recently announced it will be discontinuing its recruiting software product called Google Hire. Google Hire...
Sep 12, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting A few weeks ago, we discussed the recruiting tech stack essentials.Once you’re proficient with these tools, you may...
Sep 9, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Recruiting technology tends to lag consumer marketing innovation.What your agents started doing a couple of years...
Sep 2, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting At the onset recruiting is more about attraction than persuasion. To get some initial momentum, best-selling author...
Aug 28, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting The resume is, by far, the most popular way to respond to a job posting.Many online job boards and career sites...
Aug 27, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting A few months ago, I wrote a short Insight series on technology solutions for recruiters. This series broadly...
Aug 26, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Anthony Green runs an impressive consulting business. He charges $1,500/hour to help students improve their SAT...
Aug 22, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting In a recent podcast, Steve Murray quickly dissects the most recent Real Trends Up and Comers data to demonstrate...
Aug 21, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting What’s a job seeker? A person who is actively looking or willing to discuss a new opportunity.Although unemployment...
Aug 20, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting You’ve probably heard the old saying: People don’t leave jobs, they leave managers. It’s true. More than 50% of...
Aug 19, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting We’ll wrap up our short series on making choices today. If you’re just joining us, you may want to catch up by...
Aug 16, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Just because someone is free to choose, doesn’t mean they’ll later be happy with their choices—especially when...
Aug 15, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting In the late ‘90s, Sheena Iyengar conducted her now famous “jam study” at the Draeger’s Supermarket in San...
Aug 13, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting A few months ago, I had the privilege of hearing Sheena Iyengar deliver a keynote address at a recruiting...
Aug 12, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting I was recently on the phone with my mobile phone provider regarding a billing issue.The customer service...
Aug 7, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting I’ve often made the point that a real estate office is like a small business community. Some communities thrive and...
Aug 2, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting A person transitioning into real estate often has two basic questions: Can I earn a living in this role? Is the...
Aug 1, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Charles Dickens starts his most famous novel with: It was the best of times, it was worst of times. Most...
Jul 31, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting I spent some time with a friend last weekend who’s in the middle of troubled real estate transaction.He’s the...
Jul 30, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting In the consumer marketing world, net promoter score (NPS) measures how loyal customers are to a company. Data to...
Jul 29, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting For the real estate industry, an attrition rate of 25% has been the “rule of thumb” for many years. This means an...
Jul 26, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Here is a quick recommendation to check out Glenn Kelman’s post on The Next Generation of Real Estate Agents.Glenn...
Jul 25, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting A few years ago, the Gallup Organization published some interesting research on the importance of the first-level...
Jul 23, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting In a recent podcast, Silicon Valley recruiting expert Rick Girard makes the point that recruiting has never been...
Jul 17, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Yesterday, we discussed one of the tactics high-performing hiring managers use to be persuasive. Anytime I address...
Jul 12, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Yesterday we learned cognitive strain hinders the recruiting process and makes it feel like you’re pushing your...
Jul 11, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Daniel Kahneman, a Nobel Prize winning psychologist, defines “cognitive ease” as a person’s natural desire to make...
Jul 10, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Before a recruiting prospect can even think about working in your company, they must become aware that the...
Jul 9, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Over the weekend, Carl Franzen of Inman News wrote his weekly commentary on the exit of Purplebricks from the U.S....
Jul 8, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Two years ago (June 2017), Google launched Google for Jobs as a way of indexing job postings from around the...
Jul 3, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting This week we’ve been discussing the powerful affects a growth mindset has on your recruiting performance. While...
Jun 28, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting It's Friday, so let's take on a lighter topic. As a recruiter or hiring manager, you probably spend a lot of time...
Jun 21, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Yesterday, we discovered some of the reasons agents fail when beginning their real estate careers or changing...
Jun 13, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Many of you are fighting the real estate recruiting battle every day. Faced with our own challenges, we tend to...
Jun 7, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting When stuck in a work routine, many people operate from a dark place. It becomes difficult for them to recognize the...
May 23, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting I recently had the privilege of hearing Paul D’Arcy summarize some of the latest employment research compiled by...
May 22, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting For most real estate hiring managers, there is an unfortunate correlation between recruiting and procrastination....
May 21, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting A few weeks ago, Stefan Swanepoel and T3 Sixty hosted their annual T3 Summit for real estate leaders in San Diego....
May 16, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Perhaps you’ve thought about the possibility of converting gig workers to real estate agents. After all, there are...
May 15, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting It could be argued that real estate agents were the first “gig economy” workers. Decades before Uber employed...
May 9, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting If you’re not already a regular listener of Steve Murray’s REAL Trending podcast, you should start soon. It’s one...
May 6, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting In a recent podcast, psychologist Adam Grant described an interaction with a student who came to him for some...
May 3, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting By getting inside the minds of your recruiting prospects, you’re equipping yourself to be more successful at...
May 2, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting In a recent nationwide survey of employers, 54% of hiring managers reported getting too many irrelevant or...
Apr 30, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting The majority of individuals actively seeking new employment opportunities are already employed. Why are they...
Apr 29, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting There's a common misconception that the only people searching for jobs are the unemployed.According the new...
Apr 18, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Success stories are often characterized by a long string of failures. You probably know that Steve Jobs failed many...
Apr 16, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Making progress on developing a new habit is not a smooth ride.It requires you to push against the status quo—a...
Apr 15, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Over the last week, we’ve discussed techniques for developing new recruiting habits. Since habits control so much...
Apr 10, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Yesterday, I provided a list of the components necessary for building effective new habits.To get started, you’ll...
Apr 9, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Much of what we discuss in the Insight posts involves new ideas and best practices. These insights only become...
Apr 2, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Over the last 20 years, technology has been responsible for many of the changes in the workplace.These changes have...
Apr 1, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting MetLife just published their 17th annual employee benefit trends study. The most desired benefit among workers of...
Mar 29, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting A checklist saves lives no matter what industry you’re in.This is the point Atul Gawande, author of The Checklist...
Mar 21, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Real estate leaders often tell me they’ve tried using job boards to source agent candidates but experienced poor...
Mar 20, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Agents join new companies to get immediate gratification. They may later discover you have a great culture....
Mar 19, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting I’ve had several questions raised about the difference between an ATS and a CRM. The Customer Relationship...
Mar 18, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting When hanging a picture frame, it’s tempting to use the handle of a screwdriver as a hammer. There’s a tension...
Mar 15, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Yesterday, we covered the communication tools in your recruiting stack, and today we’ll start to look at software....
Mar 14, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Yesterday, we learned a recruiting stack typically contains communication tools and software tools. The basic...
Mar 13, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Human Resources consultants estimate there are more than 20,000 HR software and technology products on the market....
Mar 12, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting If you’ve been paying attention to the technology wars going on in the real estate industry, you may be familiar...
Mar 8, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting If you’re a real estate leader, it might benefit you to become a student of Satya Nadella. Nadella became CEO of...
Mar 5, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Getting the highest quality recruiting prospects to engage is a challenge. This challenge often manifests itself by...
Feb 27, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Some of the highest-performing individuals in the workforce are the most miserable. In an insightful article in the...
Feb 25, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting You know you’re working a recruiting system when you start thinking about conversions. By observing some of the...
Feb 20, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting We’ve spent the last few days hypothesizing about ways to discover and optimize your employer brand. But, crossing...
Feb 15, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting According to one of the top real estate executives in the country, you ask your agents. A few months ago, Steve...
Feb 14, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting There are some common components to a recruitment strategy. The first, and perhaps the most important, is your...
Feb 13, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Direct marketing techniques have been around for decades. About 15 years ago, companies like HubSpot started...
Feb 8, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Anglers often use “chumming” to catch fish in saltwater environments. By putting small bits of food (chum) in the...
Jan 31, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Earlier this week, I briefly outlined some of the best practices for conducting video interviews. I sketched-out a...
Jan 29, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting I received a few questions about vendor recommendations for video interviews.It’s surprising how many tools have...
Jan 29, 2019 | Uncategorized
by Logan Dziuk, Recruitment Marketing Manager, ThirdPool Recruiting If you were to draw a map of the typical candidate’s journey from the moment they began considering...
Jan 25, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Last year, we had the opportunity to manage a large recruiting project for a client on the West Coast. The client’s...
Jan 24, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting There will always be obstacles to making quick connections with recruiting prospects.Overcoming those obstacles is...
Jan 22, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Making quick connections with recruiting prospects is critical in today’s tight labor market. Both new agents and...
Jan 22, 2019 | Uncategorized
by Logan Dziuk, Recruitment Marketing Manager, ThirdPool Recruiting Here’s the scenario: You’re a mid-to-large sized real estate brokerage with a few offices and a...
Jan 18, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Failed Hire Rate is a common metric for determining how successfully you’re onboarding new agents to your team. To...
Jan 17, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Bill Walsh, the legendary San Francisco 49er's coach, knew that some things were too important to leave to chance....
Jan 16, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting In his excellent book on marketing, Allan Dib provides a simple format for a marketing follow-up email.His formula...
Jan 7, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Many real estate companies and teams approach recruiting serendipitously.Hiring managers are great at closing the...
Jan 4, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Real estate and entrepreneurism seem to be innately connected. A person’s passionate desire to start a business is...
Jan 2, 2019 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting If you spent any time in the sales profession, you’re probably familiar with the basic concept of identifying an...
Dec 14, 2018 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting The ThirdPool writing and editing staff will be taking a break from publishing the ThirdPool Recruiting Insight as...
Dec 11, 2018 | Uncategorized
by Logan Dziuk, Recruitment Marketing Manager, ThirdPool Recruiting In last week’s recruiting tip, we looked at a handful of performance metrics that are helpful to...
Dec 7, 2018 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Steve Murray at Real Trends does a great job of boiling down the metrics that effect a real estate company’s...
Dec 4, 2018 | Uncategorized
by Logan Dziuk, Recruitment Marketing Manager, ThirdPool Recruiting Data often makes the difference between a “throw-everything-at-the-wall-and-hope-something sticks”...
Nov 27, 2018 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Yesterday, we discussed the “attrition constants” that form the foundation of an effective retention strategy....
Nov 27, 2018 | Uncategorized
by Logan Dziuk, Recruitment Marketing Manager, ThirdPool Recruiting Growing your social media footprint is a critical step in your recruitment efforts.Job-seekers...
Nov 26, 2018 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Next to recruiting, the retention of profitable agents is something that exasperates every real estate leader. It’s...
Nov 21, 2018 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Many of us are starting to use online video meetings during the recruiting process.A few months ago, Seth Godin...
Nov 20, 2018 | Uncategorized
by Logan Dziuk, Candidate Sourcing Coordinator, ThirdPool Recruiting Brands are a promise to deliver a specific set of benefits through the use of a particular product...
Nov 19, 2018 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting The general manager of a large real estate company told me about an informal experiment he has been running for the...
Nov 16, 2018 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Traditional recruiting wisdom tells us we should focus most of our hiring efforts on younger candidates. We’re told...
Nov 15, 2018 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting One of the prime benefits of working as a real estate agent is freedom from the daily commute. Of course, real...
Nov 13, 2018 | Uncategorized
by Logan Dziuk, Candidate Sourcing Coordinator, ThirdPool Recruiting The candidate experience has become significantly more critical in the world of recruiting,...
Nov 12, 2018 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting There is an old saying in real estate recruiting: You have to kiss a lot of frogs in order to find the one who’s a...
Nov 7, 2018 | Innovation, Recruitment
by Ben Hess, Managing Director, ThirdPool Recruiting “I could see myself working here.” If one of your candidates says this (verbally or to themselves), he/she has a...
Nov 6, 2018 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting In 2005, Derek Chapman and several of his colleagues from the University of Calgary published the results of...
Sep 7, 2018 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Here’s a simple principle of marketing in the digital world: to be found by consumers, you must be visible in...
Aug 29, 2018 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Even if you’re not a football fan, you probably noticed the NFL season is starting to ramp up again. The NFL...
Aug 21, 2018 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Sometimes small changes produce big results. Active listening is one of those changes.If you want to increase the...
Aug 20, 2018 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting In a recent blog, we discovered an important principle: The most effective hiring managers tend to be those who are...
Aug 16, 2018 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting The initial face-to-face interview is an important factor in the hiring process. If the first interview goes well,...
Aug 14, 2018 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting At a recent Berkshire Hathaway HomeServices conference, I heard one of the speakers remind me of something I’ve...
Aug 10, 2018 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting For many of us, it initially feels uncomfortable to see recruiting inside the continuous improvement (CI)...
Aug 8, 2018 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting In our last discussion, we learned that business processes with low variability are inherently more valuable. If...
Aug 6, 2018 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting I’ll structure this posting as a question/answer session to the topic of helping people escape their corporate job....
Aug 3, 2018 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Most of the new agents who will join your company over the next decadewill have one thing in common: They’ll come...
Aug 1, 2018 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting The real estate industry is filled with rejection. There’s no getting around it.You’ve probably reluctantly made...
Jul 30, 2018 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting If you’re working in the real estate industry, you are (by default) in a relationship business. Naturally, this...
Jul 20, 2018 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting A few weeks ago, a couple of my kids were studying some of Jane Austin’s works in their literature class.Her most...
Jul 16, 2018 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting For experienced agent recruiting, “let’s grab a coffee” is one of the most common phrases used to try to entice...
Jul 13, 2018 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting I had the privilege of spending some time in the recent past with the executive team of a high-performing real...
Jul 9, 2018 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Real estate organizations are more like communities or social groups than tightly run business units. Predictably,...
Jul 6, 2018 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting A few months ago, I introduced you to the work of Richard Millington and his consulting company FeverBee. Richard’s...
Jul 2, 2018 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Today’s insight is the final installment in our discussion on building quick rapport with the candidates you meet...
Jun 29, 2018 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Last week, I introduced you to Robin Dreeke, the author of a great book about building quick rapport with those...
Jun 27, 2018 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting In recent articles, you may remember us talking about “perception of fit.” We’ve covered this topic numerous times...
Jun 25, 2018 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting The aging of the agent workforce is a demographic reality that many real estate leaders list as one of their top...
Jun 20, 2018 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting As hiring managers, one of our goals should be to become an expert at interviewing candidates. This is not easy,...
Jun 18, 2018 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting If you’re a regular reader of our blog, you know we frequently discuss tactics for helping employees leave their...
Jun 13, 2018 | Uncategorized
by Ben Hess, Managing Director, ThirdPool Recruiting Kevin Ryan does. Ryan is the CEO of AlleyCorp, a variety pack of internet start-ups he founded in New York City. ...