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Making Those Darn Calls!

The one task everyone seems to hate about recruiting is making those darn calls! When I ask brokers why they hate making the calls the number one reason they give is that they hate the rejection. Along with the rejection, most say that they just can’t find the time.

But, those who do make the calls, consistently hire three to five experienced agents per month!

I am going to give you some sample dialog to get you started. But first, let’s address the issue of rejection. No one likes rejection, but it is not rejection, it is just timing.

Recruiting experienced agents is just like farming. You put together a list of agents you would like to have on your team if they ever decide to make a move. You then stay in touch with them. You send them information on who you are and what you can do when they decide to move, just like homeowners. Let’s pretend you called a homeowner and asked if they wanted to move. If they replied they were very happy with their current home, and were not interested in moving, would you hang up the phone and say, “Gosh, I hate that rejection!”? I don’t think so.

You would instead realize they were happy where they were for now and move onto the next name on your list. You would, however, stay in touch with them and keep them abreast of your results and your success in helping others who had moved so when they were ready they would think of you. The same rule applies to agents. If you call an agent who is happy, don’t take it personally, it’s just timing! Stay in touch with them through your mailings and send out testimonials from others who have had success with your firm and when they get ready to move, they will think of you too.

With regards to making time for the calls, it is just like anything else. If it is important, you will make the time. I cannot imagine anything more important than recruiting if you are a broker or manager. Recruiting increases your market share, decreases your competitor’s market share, increases your profitability and gives you options.

Here are some phone tips:

• The best time to call agents is at their home from 8 a.m. to 9:30 a.m..
• You should call a minimum of two days per week, for one to two hours
• Do not give a lot of detail about your company. The phone call is designed to get an appointment. If you give them too much information, they do not need to come in.
• Use a specific dialog that you have written out in advance. It keeps you on track.
• Use the five-step track and only close for an interview with those who show an interest in what you are doing. If you try to close for an appointment every time, they will start to resist your calls.

Bottom line: make time to make those darn calls!

For more information contact Judy at (630) 876-0052 or e-mail judy@judyladeurinternational.com