by Real Estate Recruiting Expert and Coach, Judy LaDeur
Have you ever noticed that some brokers just seem to be “lucky” when it comes to recruiting agents to their offices? Well it is not luck, it is timing!
One of the most important keys to any Recruiting System is to keep in constant, consistent contact with your “hit list”. Why is this so important? If it is true that “luck is when preparation meets opportunity” then we must have a strategy to increase our chances of “being in the right place at the right time”. In other words, you never know when circumstances will change and your target agent will be looking for a new office. If you aren’t keeping in touch often, the agent that you have been working so hard to recruit could be stolen out from under your nose by some other recruiter who happened to be in the right place at the right time.
However, the trick to staying in contact with your targeted agents is to keep the information that you are sending out valuable, informative, enticing and entertaining. If your information isn’t valuable, informative, enticing and/or entertaining they will not read it.
Your information should provide information that gives value while subtly promoting your company’s culture and working environment.
Of course, it is a lot of work to keep coming up with timely, entertaining and valuable information every two weeks. This is why it is so essential to have a system in place. Having a system allows you to automate the process of updating and sending out information. Ideally, you should spend a few hours a month updating the content and then sending your information to an automated service. The last thing you want to do is take up your own valuable time licking and stamping an endless pile of envelopes! If you do not have the time to create an effective marketing plan, then sign up for our Ready, Set, Recruit marketing system which creates a full year of customized marketing pieces for you.
Once you have your marketing system in place, you need to focus on your follow-up calls. Let me guess… up until now you have dreaded the follow-up calls, right? This is probably because your initial contact with the agent was a letter or postcard asking him or also much easier on you, as a recruiter, to her to join your office. This only leaves room for the agent to say yes, or no. You have automatically closed off any other possibility of communications by using this approach.
On the other hand, by using our system, you will be asking permission to send out valuable information that the agent can use to make more money, have more peace of mind and a better experience as an agent. The follow-up call then becomes a friendly call to check in and see that your agent got the package that you sent and if they have any questions about it.
This is a much friendlier way to open up a dialogue with your prospective agents. It is make the all-important follow-up calls. In fact, you may even come to look forward to chatting with the agents on your hit list. This is the best way, in my opinion, to start a working relationship.
And after all, isn’t it how you would want to be approached if you were an agent?
Remember, one of the keys to your success is your ability to stay in consistent contact with the agents on your “hit list”. You earn the right to stay in contact with these agents by only sending them valuable, informative and/or entertaining material. Then you can follow-up with a friendly phone call in a way that the agent is glad to hear from you.
Remember, when you are putting yourself in front of more agents in a systematic way, you are bound to become “luckier” than the other brokers in your marketplace. Sam Goldwyn of MGM once said, “The harder you work, the luckier you get.” I like to take it one step further and say, “The smarter you work, the luckier you get.” So, go out there and create your own luck, get a system!