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.
Insight Topics
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: 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: 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.
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.
Recognizing Cognitive Dissonance
As a recruiter or hiring manager, you’ll constantly be running up against cognitive dissonance when connecting with your prospects.
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.
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.
The Master Dichotomy: School of Success vs. Club of Elites
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.
How to Use Recruiting Personas to Improve Your Hiring Results
Earlier this week, we released our Real Estate Personas and Avatars Guide for Real Estate Leaders.
This 15-page resource outlines the 11 most common real estate personas.
Hiring People Like You
Some hiring managers focus their attention on prospects who have similar tendencies and screen out those who display differences.
Agent Migration: More Movement Trends
A study of emerging trends in real estate agent migration, offering practical insights to enhance recruitment and address agency vulnerabilities.
Escaping the Drama Triangle
Explore the shift from rescuer to coach, fostering a positive work environment and empowering agents to solve their own problems in the real estate sector.
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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 Recruiting 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.