A while back, I interviewed  a recruiting manager from a large real estate company in the Northeast.

She was responsible for managing the experienced agent recruiting activities of more than a dozen real estate offices in her company.

In addition to her personal recruiting production (she consistently recruited over $25M/year in experienced agent production each year), she helps coach the other hiring managers.

During the discussion, I asked her,

Why are you able to meet your recruiting goals each year, but most of the hiring managers in your company fall short?

She was quick to answer.

Fear. They’re scared to make calls and connect with prospects.

Lack of Belief. They don’t believe in the viability of what they have to offer competitive agents.

Focused on Other Goals. Some hiring managers are “just putting in their time” and prefer to focus on the easier/more enjoyable parts of the real estate management job.

It’s that time of year when real estate organizations are evaluating their progress and making plans for next year.

If you’re not going to reach your recruiting goals this year, and you’re feeling anxiety about what’s ahead, perhaps it’s time to honestly examine your motives.

What’s holding you back?