HBR reported that 86% of recruiting organizations focus their efforts on passive recruiting prospects.
By passive, they mean the prospect is not looking to change companies, and recruiters are proactively contacting them suggesting they consider a new opportunity.
By active, they mean the prospect is already considering a change (at least in their own mind) and has started taking or considering some proactive steps.
The researchers noticed an interesting distinction between the two types of prospects:
The number one factor that would encourage a passive job seeker to move is more money.
For active candidates the top factor is better work and career opportunities.
More active than passive job seekers report that they are passionate about their work, engaged in improving their skills, and reasonably satisfied with their current jobs.
They seem interested in moving because they are ambitious, not because they want higher pay.
What does this research tell us about real estate recruiting?
If you’re approaching passive real estate prospects (e.g., those who usually say: I’m happy where I’m at…), you’ll most likely have to offer them something financially compelling to get them to consider moving.
If you’re approaching active real estate prospects, compensation doesn’t necessarily need to be your focus.  There are many other factors that may be more important to this agent.
How do you tell the difference between active and passive prospects?
We’ll cover this in tomorrow’s Insight.
