To get someone to change their mind, it’s helpful to classify their decision-making perspective and use a different approach depending on their viewpoint.
Insight Topics
Explore a wide range of topics, from recruitment strategies and leadership challenges to adapting to market trends and personal development. You can also find Insights that discuss the importance of branding, effective communication, and innovative practices, providing real estate leaders with insights and tools to become better at recruiting.
The Hidden Characteristic Most High-Performing Recruiters Share
It may seem like a subtle distinction, but what you believe about yourself and your organization taints all parts of the recruiting process—for the good or for the bad. Recruiters, therefore, have a tremendous amount of power as change agents in their companies.
What Makes a Task Important?
You’re probably familiar with the “important vs. urgent” quadrant method of organizing projects or tasks. While this life hack is helpful, it doesn’t give much guidance on how to determine if something is truly important.
Set Yourself Apart by Listening More
By making listening one of your signature strengths, you’ll stand out among your competitors and engage more recruiting prospects.
The #1 Source of Recruiting Success
Raising follow-up to the level of being the most important recruiting activity requires many hiring managers to make a paradigm change. The interview/recruiting appointment is not the end of the recruiting process–it’s the beginning. It just gives you the right to compete for this prospect’s attention in the months ahead.
Assessing Motivation During Interviews
Intrinsically motivated individuals tend to perform their work with dedication and commitment. Research demonstrates that this motivation must be constantly cultivated in order to be maintained. With such a stark difference between the two types of motivation, it’s an important topic to cover during both interviews and follow-up.
Why Struggling is a Great Predictor of Success
Those who aren’t stars in youth and who don’t land the plum jobs early on, must cast about for direction and meaning. When they find their way, they’re already trained in the mental habits of managing difficulty and re-framing expectations.
Recognizing Cognitive Dissonance
As a recruiter or hiring manager, you’ll constantly be running up against cognitive dissonance when connecting with your prospects.
Execute More, Tweak Less
Yesterday, we talked about the importance of hiring professionals instead of amateurs. The same principle applies to your own...
Stop Hiring Amateurs and Hacks
So, what do high-performing managers do? They build for the long-term and insist on surrounding themselves with professionals. They hire slowly to weed out the amateurs from the professionals, and fire quickly to get rid of the hacks.
The Simple Psychology of Real Estate Recruiting (Second Edition) Now Available
I’m excited to announce the release of the second edition of our e-book, The Simple Psychology of Real Estate Recruiting. Over the past several years, we’ve had the opportunity to work with brokerage leaders across the country who are all trying to solve the same problem: How to consistently attract and retain talented agents in an increasingly competitive market.
Recruiting Insight Drops Second Edition of “The Simple Psychology of Real Estate Recruiting”
A street-tested playbook for brokers who are done with the "numbers game" and ready to win the battle for top talent. ...
Building a New Agent Checklist
In previous Insights, I’ve encouraged you to spend some time quantifying your ideal recruiting prospect. It may be helpful to go one step further and convert your collection of desirable characteristics into a checklist–especially for new agents.
A More Effective Way to Ask for a Referral
“Do you know anyone…?” is open-ended and quite overwhelming. It likely will produce the respectful response: “Well, I’m not sure, I’ll think about it.” “Who do you know who…?” will likely move your guest into searching their mind for just one person who might be a fit for you.
The “I’m Happy Where I’m at” Objection
It reminds us that recruiting inertia is real, but your recruiting prospects are always looking for something a little better. This hope for something better is nearly universal, and it’s the weak spot in the defenses of every recruiting prospect.
Educate Your Recruiting Prospects
So how do you keep a large pipeline like this engaged over a long period of time? One way is to educate them on how to solve their problems.
Recruiting Fast, Recruiting Slow
So, from the outside, it can look like they’re hiring fast.
But in reality, they’ve created a system that is always hiring.
Ask for Permission to Follow-Up
Asking permission to follow-up changes the way recruiting prospects view your follow-up information—it’s now expected and has a better chance of being appreciated.
The Importance of Second Impressions
The second impression typically happens when the recruiter or hiring manager first connects with the candidate via phone or text message.
Why Recruiting Prospects Need Consistent Follow-up
The best recruiting outcomes happen when candidates recruit themselves by discovering (with a little help from you) a new reality that was not initially visible.
The Best Way to Start a Meeting
Mike Walker suggests that most meetings (including recruiting appointments) get off on the wrong foot because expectations are not properly set early in the conversation. To avoid this, he suggests using a set of “framing questions” to get your prospect ready to hear your value proposition and potential offer.
Narrow and Deep or Wide and Shallow
Building awareness one person at a time is a lot of work. Is there a shortcut? Yes. It’s called an employment brand.
Crafting Stories That Persuade
Perhaps you have some standard stories you share during the recruiting process.
While this is a good baseline, Rich Millington argues that stories become super-powered when they are customized to match the worldview of your listener.
How to Get More Prospects to Respond to Your Recruiting Emails
Emails that are short and contain one idea or question get the highest percentage of replies.
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Recruiting Solutions For All Stages of Your Business
TalentScout
Proactive Outreach to Your Ideal Agent
TalentScout is a US-based professional call center, specializes in making outbound calls to recruit experienced local agents, highlighting your unique value proposition to secure in-person recruiting appointments.
CoRecruit
Experienced Agent Attraction At Scale
CoRecruit offers coaching services to help real estate firms recruit experienced agents more efficiently, focusing on creating effective systems, processes, and habits. We equip leaders to consistently generate leads, maintain a talent pipeline, and convert prospects into hires.
ThirdPool
New Agent Sourcing At Scale
ThirdPool specializes in equipping real estate firms to efficiently recruit and hire promising new agents. Our methods and systems have transformed new agent recruitment into a profit center across North America.