A similar question will likely get your recruiting prospects to consider a move, as well. How long do you plan on being with your current broker?
Insight Topics
The Attrition Constants
If you’re not focusing most of your retention effort on these issues, you’ll miss the mark. If you’re not focusing most of your recruiting effort on exploiting these weaknesses among your competitors, you’re missing the best opportunities.
The Persistence Mindset
A leader equipped with this mindset can have a profound effect on the life and career of each individual they engage. It works because an agent is getting a real-time glimpse of what it would be like to work on your team. But it only becomes believable when it is persistently applied over time.
Why Pressuring Your Recruiting Prospect Never Works
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.
Noticing What’s Important to Your Prospect
But it’s remarkable how many hiring managers forget what they learned as agents when they start doing interviews and interacting with prospects.
Accountability: Â How it Can Work with YOUR Agents
This manager used Ignition (setting goals/activities both parties agreed on), Trust (if you don’t follow through on your commitments, you’re making a decision about your future), and Feedback (skill-building or building on successes) to make accountability work in his company.
Why is Accountability So Difficult for Leaders?
Ignition. This means igniting focus and performance by setting a clear course and aligning what both you and your team members want through measurable, individual, and contribution-based goals. Trust. This means trusting your people to meet objectives and control outcomes in the ways they know best based on their experiences, skill sets, and talents. Feedback. This means providing regular, helpful feedback and celebrating progress and initiative. Good feedback exposes growth and learning opportunities along the way and encourages those you’re managing to stretch into new responsibilities.
Squeezing the Productivity Orange
Managers in the real estate industry often work long hours. It’s important to guard your high-energy hours and make sure you’re using them for your most important work.
What Do Leaders Struggle with the Most?
This research tells us two things: 1. If you’re struggling with these issues, you’re not alone—it’s one of the hardest parts of being a leader. 2. Those who possess the courage to admit it’s a problem, confront it as a weakness that needs to be addressed, and commit to making improvements will emerge as better leaders.
The Hopeful Work of Launching Entrepreneurs
If you’re a real estate leader, some of the best work you can do is provide “normal people” a shot at becoming successful entrepreneurs. This is hopeful work.
The Avocado Principles
The recruiting advantage goes to those who plan ahead and build a bench of talented individuals who ripen when the time’s right. They alone will enjoy the fruits of hiring high-performers.
Look for Individuals Who Want to be Measured
It’s not that people with a growth mindset don’t experience failure—they just see failure as an opportunity to learn new things, to be challenged, and to experience curiosity. This is an important topic to cover during interviews and follow-up conversations with your prospects. If you find someone who likes being measured, you’ve likely found someone who will push through the inherent failures of growing a real estate business and experience long-term success.
Resilience: Â Your Recruiting Super Competency
You cannot overvalue your own resilience. It affects everything about you–from your capacity to solve problems and innovate to your physical, mental, and emotional well-being. Resilience is like a super-competency, influencing many other related skills and abilities that you need to deploy in order to work, manage, and lead well.
How to Get it Right by Being Wrong
There are several well-documented strategies researchers have discovered, but the easiest one to implement quickly is using a structured interview process. Develop a common set of questions for your interviews and record the answers candidates provide (take notes). And then try to hold back judgment until after the interview and when you’ve had time to review your notes.
Doing Only the Things You Like Doing
For most recruiters and hiring managers, recruiting is a complex, end-to-end process containing a bunch of the individual tasks all of which they’re not going to enjoy. Those who push through unpleasant tasks not only find success but also find more satisfaction in the parts of the recruiting process they do enjoy.
When Attempting to Persuade, Less is More
As Dr. Sivanathan suggests, Stick to your strongest point and resist the temptation of trying to best others with brute force.
Podcast: Â How to Hire 24 Experienced Agents This Year (Recruiting Playbook)
Earlier this week, I asked Darrell Morgan to join me in the studio to discuss how he consistently hires more than 20 experienced agents per year. Darrell is a Director of Operations for Berkshire Hathaway HomeServices Homesale Realty and oversees three offices in Hagerstown, MD, and the surrounding communities.
Asking for Referrals:  “I Trust Your Opinion”
After hearing “I trust your opinion,” the prospect felt safe enough to engage in additional conversation for the next 30 minutes. The best recruiting conversations are built on trust and mutual respect.
How Experienced Agents Progress Toward a Hiring Decision
Robin Dreeke is an expert on building trust and rapport. In a corporate keynote address, he explained the progression individuals go through when making a commitment to another person.
The Secret to Attracting More Recruiting Prospects
We identified a robust and consistent relationship between question-asking and liking. People who ask more questions, particularly follow-up questions, are attracted to and better liked by their conversation partners.
Questions You Shouldn’t Answer During an Interview
Answering the same questions interview after interview is not the best use of your time—especially if the answer requires you to take 15 minutes on a white board mapping out how commission splits work! Great hiring managers know that successful interviews happen when the candidate does most of the talking.
How Recruiting Prospects Change Their Minds–Part 2
If you’re only engaging those recruiting prospects who can be swayed by logic, you’ll miss most of the opportunities.
How Recruiting Prospects Change Their Minds
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.
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.
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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
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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.