The #1 Source of Recruiting Success

by | Jun 20, 2024

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 highest producers.

Does the same principle apply to recruiting?

By far, consistent follow-up activities have the highest correlation to the number of hires, quality of hires, and overall recruiting success.

Earlier today, a coaching client reminded me of a podcast I did with Sarah Dzeb that illustrates this point.  Sarah said this during our discussion:

Follow-up after an initial recruiting connection (working my Warm List) is my most important recruiting activity.

It takes a minimum of five follow-ups for a prospect to become a hire and usually more.

Follow-up is critical because the normal timeline for an experienced agent hire is 8 to 12 months.

Those who follow-up the best and most consistently hire more agents.

Raising follow-up to the level of being the most important recruiting activity requires many hiring managers to make a paradigm change.

The interview/recruiting appointment is not the end of the recruiting process–it’s the beginning.

It just gives you the right to compete for this prospect’s attention in the months ahead.

 

The Simple Psychology of Real Estate Recruiting [eBook]

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