Today’s market has given us an opportunity that we have not seen in 25 years, and many brokers are missing it! The current market has thousands of agents in a panic and last weeks article in RISMedia, Darkest before Dawn--Experts Call for a Year of Down Market did not help….or did it? My office was flooded with calls and emails of agents and brokers in a panic.
In essence, the article says it will get much worse and we are not even half way through it. But when I read the article, my first thought was: “What a great time to be recruiting!” See, usually we have to wait for the competition to do or not do something that makes the agents leave. But today, the market is making our job as brokers far easier when it comes torecruiting. We have what I call a “situational recruiting opportunity.”
What that means is that we have a specific “situation” that we can recruit to -- today’s market! We know what they want, and why they are leaving. So, your job is to let the agents know what you can do to address that situation! If I were talking to agents today I would be asking them, based on the most recent article in RISMedia, we might only be halfway through this market. Is your broker doing the things they need to do to survive this market, and are you getting the support that you need in today’s market?
We know what agents need and want in today’s market:
What do you have that will address each of those needs? Your marketing campaign needs to tell them what you can offer to address their needs in “today’s market”, and your follow up calls are designed to get them in to see what you can do to help them in today’s market. Keep your interview focused on what their needs are in today’s market and how you can address those needs. The agents out there are looking at their options! This week I was with a group of 18 brokers who made calls for 30 minutes and booked 38 interviews with experienced agents, team leaders and even brokers who were looking at their options.
Now everyone is going to survive this market, and not all of them should. But any agent how is willing to work hard and learn how to work this market will make money! Watch your own agents in their market as well. Give them the tools and support that they need to be successful and let’s get to work building that team!