Real estate leaders are under constant pressure to produce recruiting results.
When you’re feeling pressure, it’s hard not to transfer this sense of urgency to your recruiting prospects.
And when they pick up on this emotion, they’ll always back away
How do you break this cycle?
Mark Johnson just wrote an article on this topic, and it’s worth reading. Here is a short excerpt:
The key to keeping prospects engaged is understanding the difference between persistence and pressure.
Pressure is felt when someone repeats the same message regardless of the other person’s concerns, creating friction.
Persistence is about empathy, adjusting your approach, refining your message, and adding more value.
It’s about demonstrating over time that you are the best person to serve their unique needs.
Persistence isn’t situational; it applies to everyone all the time.
Persistence is about seeing the other person’s potential future, not just their current situation, and consistently adding value to close that gap.
Only through persistence can a prospect imagine what their career could look like somewhere else.
Pressure doesn’t work because it’s about you, your needs, and your timing.
Persistence works because it forces you to sacrifice yourself and your short-term agenda for the benefit of another person.
Agents are attracted to these kinds of leaders.
