When evaluating experienced agent recruiting prospects, it’s helpful to start with a broad brush.
The Newbie
If a prospect has less than two years of experience, they are usually seeking the school of success.
Their primary driver is survival.
They are engaging you in hopes of getting a competence transfer.
They don’t care about tools; they care about knowing what to do on Tuesday.
The Script: My job is to ensure that when you walk into a house next week, you have the exact scripts you need to win. We move the skills from my 20 years of experience into your first 20 days.
The Veteran
If a prospect is a higher performer and more experienced, they are usually seeking the club of elites.
Their primary driver is friction removal.
Veterans join where life feels the “easiest” and status is recognized.
They are looking for systems and optimal distinctiveness.
The Script: Usually, at your level, there is one part of the business that feels like walking through mud. If I could remove one administrative hurdle tomorrow, what would that hurdle be?
It’s easy to place your recruiting prospects into one these two general buckets.
But to be successful, you’ll need to dig deeper and identify one of the 11 recruiting personas that best matches your prospect’s situation.
This is where our Real Estate Personas and Avatars Guide for Real Estate Leaders can help.
If you haven’t downloaded your copy yet, grab it now.
It’s one of the things you’ll need in your quest to become a recruiting expert.
