Of the three types of recruiting, attempting to capture new agents who are deep in the pipeline takes the most patience and persistence.
At any point in time, there are thousands of people in your marketplace who have a desire to start a real estate career.
Some have a family member who works as an agent. Others became intrigued with the process when they bought or sold a house. Still others may have been laid off from a corporate job and want to start their own businesses.
Whatever the reason for the interest, a few of these individuals take the first proactive steps towards their goal each day.
Companies who can intersect these early-stage prospects have some distinct recruiting advantages.
The prospects are open to learning to trust those who provide early-stage information.
The prospects are moving at a slower pace so there is time to build relationships and more thoughtfully evaluate your value proposition.
The prospects are not talking with your competitors yet, and the discussions are less feature/benefit based.
To be successful in this arena, you must be willing to invest the time, energy, and technical resources to develop and work a pipeline. This is no small task.
But those who make this investment are often rewarded with higher-quality agents who are a better fit for their organizations.
More work up front, but a better pay-off in the end.
