Many of you are familiar with Brian Buffini’s classic elevator pitch:
If you were going to buy or sell a house, or had a friend or family member who was going to buy or sell a house, do you have an agent you would refer them to?
Most people say no and then you reply:
I’d like to be that person. Here’s my card.
The agent then puts the new contact into their database and starts marketing to them, providing them things of value, and building a relationship.
The same approach can be used to build a recruiting database.
If you connect with a competitive agent during a meeting or at a networking event, try closing the conversation with a similar question:
I know you’re probably happy with [their current company]. But if you someday got to the place where you needed to change offices, do you have a place in mind?
I’d like to be that place. Do you mind if we stay in contact?
If you’re adding a couple of these agents to your recruiting database each week, you’ll build the necessary foundation to produce a consistent flow of experienced agent recruiting leads.
The best recruiting is done in bite-size pieces over time recognizing that what you plant today will lead to a harvest at some point in the future.
