It seems that in this competitive recruiting environment every broker is looking for a silver bullet. Some type of secret arrow that you can pull out of the proverbial presentation quiver whenever you need that extra edge to convince a prospective agent to join your firm.
It is not uncommon for broker/owners, managers and recruiters to spend thousands of dollars a year attending recruiting retreats, buying packaged recruiting programs or getting coached by the latest guru just to get their hands on that elusive recruiting script or technique that could push their efforts to the next level. However, if you haven't figured it out by now, there is nothing new under the sun, no new earth shattering script or some automated program that will do the work for you. The emphasis of course being on the word "work" - a nasty four letter word that 84% of sales professionals can't stomach.
You know what I'm talking about; it's the 800 pound phone receiver served with a heaping portion of call reluctance. Generally speaking, most broker/owners don't do the work necessary to be successful, or better yet, schedule the time necessary to set themselves up for success. A 13 year survey of industry brokerage managers concluded that only 10% consistently devote time to daily recruiting calls. I couldn't help but also notice that the same 10% are typically growing, expanding, acquiring and profitable. I hate to say it, but do you remember the sage advice admonishing us to duplicate the actions and attitudes that successful people exhibit? This is what separates the successful from the mediocre - they just do it!
OK, so you know what you have to do. Reach out and touch someone - make the phone call. After all, recruiting is a contact sport. Watch out! Here comes the nervous energy; you might be asking, "what will I say?"
I recently had the opportunity to meet an incredible recruiter. A person who is disciplined, focused and driven to be the best in the industry. No doubt, he probably is as he consistently recruits over 300 agents annually. When asked what makes him successful, he laughs about his unrelenting contact with his target list. Either he recruits them, or they tell him to drop dead and stop calling. What does he say though? It is really rather vanilla, simple, but powerful! When speaking to agents with at least one year in the business, he asks each one, "Are you making the kind of money you thought you'd be making by now?" Just think about that statement. What were you thinking when you first got into the business? Think about the allure, the so-called glamour, the independence and the pot of gold promised by the prospects of getting into the business. You'll have to admit, you probably didn't make the kind of money you thought you'd be making right off the bat.
One simple question, combined with the act of actually picking up the phone could pay you dividends for years to come.
It is not uncommon for broker/owners, managers and recruiters to spend thousands of dollars a year attending recruiting retreats, buying packaged recruiting programs or getting coached by the latest guru just to get their hands on that elusive recruiting script or technique that could push their efforts to the next level. However, if you haven't figured it out by now, there is nothing new under the sun, no new earth shattering script or some automated program that will do the work for you. The emphasis of course being on the word "work" - a nasty four letter word that 84% of sales professionals can't stomach.
You know what I'm talking about; it's the 800 pound phone receiver served with a heaping portion of call reluctance. Generally speaking, most broker/owners don't do the work necessary to be successful, or better yet, schedule the time necessary to set themselves up for success. A 13 year survey of industry brokerage managers concluded that only 10% consistently devote time to daily recruiting calls. I couldn't help but also notice that the same 10% are typically growing, expanding, acquiring and profitable. I hate to say it, but do you remember the sage advice admonishing us to duplicate the actions and attitudes that successful people exhibit? This is what separates the successful from the mediocre - they just do it!
OK, so you know what you have to do. Reach out and touch someone - make the phone call. After all, recruiting is a contact sport. Watch out! Here comes the nervous energy; you might be asking, "what will I say?"
I recently had the opportunity to meet an incredible recruiter. A person who is disciplined, focused and driven to be the best in the industry. No doubt, he probably is as he consistently recruits over 300 agents annually. When asked what makes him successful, he laughs about his unrelenting contact with his target list. Either he recruits them, or they tell him to drop dead and stop calling. What does he say though? It is really rather vanilla, simple, but powerful! When speaking to agents with at least one year in the business, he asks each one, "Are you making the kind of money you thought you'd be making by now?" Just think about that statement. What were you thinking when you first got into the business? Think about the allure, the so-called glamour, the independence and the pot of gold promised by the prospects of getting into the business. You'll have to admit, you probably didn't make the kind of money you thought you'd be making right off the bat.
One simple question, combined with the act of actually picking up the phone could pay you dividends for years to come.
1 comments:
No clearer message has ever been sent. All agents need support. I don't care if they have been in the business 1000 years. Support is the grease that helps them earn the kind of money they want
from this business. Without continuous support,
encouragement and coaching for improvement -
people collapse into themselves - their old, known habits. We all need new, fresh, challenging ideas to contemplate. Outside idea stimulation is the spark that moves us try something new, different, better.
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