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.
