Of the three types of recruiting, experienced agent recruiting is the most challenging.
There’s a finite number of agents available.
The performance data and track record of each agent in the recruiting pool is known and easily accessible.
With some simple research, agents are able to access their “worth” (splits, fees, allowances, perks) to the brokers vying for their attention.
It’s tempting to just become the cheapest alternative and join the race to the bottom.
But that’s not the only option. And it’s not the best option.
In fact, some of the most successful recruiting companies choose to compete on value.
To play the game in this way, you must first identify a small niche of competitive agents who happen to share a common set of values, needs, and aspirations.
Then, you must carefully craft a unique value proposition that is compelling to the agents in your recruiting niche.
I know it sounds simple, but only the most disciplined hiring managers are able to execute this strategy.
When it’s executed properly, the payoff is remarkable–an office full of productive agents who find true value in the business relationship they have with you.
If you can’t execute the strategy, be prepared to lower your margins.
PS. When you’re ready, here are some additional ways we can help:
- Need some help developing a compelling value proposition? Schedule a Free Consult and we’ll show you how high-performing recruiters are doing this.
- Do you want to connect with others who are focused on value-based experienced agent recruiting? Check out Recruit365
- Is there someone else in your network who should be reading Insight? Share Now
