You may ask, “How can increasing agent production help me recruit?”….well in our current market, this is a tool/technique that will serve as a great hook to get them and as an anchor to hold them!
Here’s what I know for sure…the most vulnerable agent in today’s market, are the ones that have been left with no leadership and guidance…
According to NAR…68% of realtors in today’s market have less than 5 years experience…in other words they need leadership because they struggle for lack of systems, procedures and street knowledge of what to do next! They need your leadership…they are starving and the key ingredient to keep them healthy is ACCOUNTABILITY!!!!
Where do you find them?
At the competition….It is simple question…Are the in the wrong industry or in the wrong office? By sliming down the budget, many companies have eliminated training and education. How critical is that to the success of tomorrow’s leaders if 68% aren’t sure what to do next? To make matters worse, many non-competing broker/owners have returned to the market in order to earn commissions and keep their office and or personal budgets in the black.
In your office(s)…the question is equally simple…are they willing to put forth the effort and energy to fully utilize the tools available to them and be held accountable for their daily activities?
The most critical element of this exercise is to ask yourself and honestly answer…Are you willing to coach them up? Are you ready, willing and able to hold them accountable?
Here’s a simple example of what wonderful rewards you may reap simply by holding today’s Realtor accountable to perform consistent income producing tasks:
Let say your prospect or your associates comes to you and says…”I’m not sure I can stay in this business. My income is not supporting my lifestyle. Or, my husband says it’s time for me to get a real job!”
This is the reality….if they go to Home Depot and get a job working 40 hours per week making $12.00 per hour their potential weekly income is $480.00. After withholding (which you’ll have to remind them is a practice with a “real” job), their net is…$360.00 X 4 (weeks) = $1,440.00.
This is Realtor reality….if they commit to work 40 hours per week on their business (prospecting, cold and warm calling, door knocking) they should be able to acquire a minimum of 1 listing (priced correctly and staged= a marketable listing) and 1 sale within 4 weeks. If the average GCI in your market (and you should use numbers true to your market) is $5,000.00 and they have two potential transactions per month…But wait, let’s be extremely conservative…If they have only ONE transaction and are on a 70/30 split, the $5,000.00 becomes a net to them for the same 4 week period of time =$3,500.00. By the way, this exercise works the same with many professions…run the numbers and you will be surprised.
So which is a greater financial reward for their family lifestyle?
It’s a simple matter of having the right people on your team and your commitment to stand on the sidelines and hold them accountable and ensure they are running the play they’ve committed to run!
Going forward, I want you to think of it this way and encourage you to incorporate the following dialog:
Hello! This is ____________. Do you have a few moments to talk with me?
Great! ____________, I’ve had you on my mind this week and I personally know that you are a great addition to our industry.
I’d like to discuss your game plan for the second half of this year…you see, I consider the end of July and the beginning of August to be the end of “half-time”…so, _________let me ask you, are you where you had hoped to be at half time of 2008? Have you followed and executed your game plan? Why or why not?
Here in my office, I pride myself on coaching our folks to not only reach, but surpass their goals…do you feel that having someone working on your behalf to encourage, support and hold you accountable would help you?
Would you have 45 minutes to an hour for us to look at your numbers and your daily activities and confidentially evaluate your income potential? I know every dollar counts and I’d love to make sure you are working at your best!So, does today at 4:00 or tomorrow at 10:00 work best for you?
Plan the work and work the plan…we are going to have to work our way out of the challenging market we are in. We have the tools and the resources to encourage tomorrow’s leaders today. Step into and embrace the role of the Coach. It will truly make a difference in their life and yours!
Now, more than ever, recruiting and retention of quality sales associates is vital for your business’ continued success. Judy’s new audio Coaching System is a complete work book based program for implementing the most successful recruiting system in North America in terms of actual results. The Profitable Recruiting System: Your Green Light to Success will show you how to find the right agents, promote teamwork, increase your market share and achieve your personal business goals.
As you adopt this system you’ll see that it is designed to assist you in developing the strongest skills possible whether you’re a broker, manager or full time recruiter. For more than 17 years, Judy LaDeur has set the standard for results in the recruitment of the best agents which is why her system is the industry's leading program. And its those industry leading results that set Judy’s training and coaching apart from every other similar offering.
Why are her programs so successful? Because they are based on years of her practical experience as well as the successes and experiences of thousands of Real Estate Leaders from across the United States, Canada and the world.