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Real Estate Agent Recruiting: Expert Janice P. Shares Her Strategy

Janice P. is the Director of Brokerage Development for her company and has tremendous experience in recruiting new real estate agents.  She takes a realistic and pragmatic approach to the task of real Estate Agent Recruiting, and espouses always using a systematic but people-first approach.

CB Recruiters interviewed Janice to uncover her views, tips, and secrets for great real estate recruiting conversations.

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Real estate agent recruiting!

Shaun: How’s it going? Can you tell us what’s going on in your real estate recruiting currently, some success stories? Anything that comes to mind in terms of how recruiting is going for you.

Janice: I try really hard to make sure that all of our people are putting this piece of their business into their daily life. So I try to lead by example and make sure that it’s in my daily life that I’m having the conversations with potential agents whether they’re seasoned agents or emerging agents or people that are even thinking of getting in our business. I really believe that all of our officers need to have a constant pipeline and need to spend a couple hours every day working on that pipeline so that their offices are in the continual growth mode.

Shaun: Do you have any recommendations in terms of the number of people who should be in your pipeline?

Janice: I believe the number of appointments to the number of people that are potentially brought into an office all goes back to the experience of the person on the phone and doing the actual interviews and meeting with the agents. When we have people are new to it there’s going to be a learning curve. So their numbers are going to be different than say a year or two later. So it just depends on what stage of their real estate agent recruiting life they’re in. I personally believe that they need to get into some patterns of habit and just stick with it. They need to have people that they are following up with every week and there should be a significant number of people, maybe 50 or 60 people, every week that they’re having a follow up call with and then the first contact conversations they should have at least a couple of those, maybe 10 a week that are brand new conversations.

But I find that those beginning conversations are just two or three-minute conversations. Everybody has time to do it. That’s why I love a service like yours where the initial calls are done for you. And so that way when you’re calling those initial people, the agent on the other side of that phone knows that you’re going to be calling. They know what time you’re calling and they know why you’re calling. So it takes all of that apprehension from that phone call away. And then that allows you to start building the relationship and building your pipeline. It’s invaluable.

Shaun: And what were you doing before you were using our service? What do you do overall to start your pipeline in terms of real estate agent recruiting?

Janice: Well the same thing I try to get every office to do in our system is to go back through and make sure that they’re calling and building relationships with the agent on the other side of transactions that they’ve had for the last year or two. So I do the same thing. Making sure that you’re present in your own town and around other agents. So I tend to try to attend events where I can potentially meet agents. Another great source is open houses on the weekends and you have a captive audience there where they’re they definitely can’t go anywhere so it’s nice to be able to have a conversation about what’s happening with their business. And you’ll learn a little bit about what their struggles are. I find that that creates some of the best conversations about whether or not they’re fit for my office or anybody’s potential office.

“Your service to me sets everybody up to be able to be building the relationship so that they can start attracting agents to their office when the agent is ready to make a move. The diamonds are in the follow-up.”

Shaun: How valuable do you think cold calling is. Is it one of the most important real estate agent recruiting channels ultimately?

Janice: You know there’s a difference of opinions on that. I know people that do very well not only with building their agent count but also with listings and buyers doing cold calls. It’s just a numbers game. The more calls you make, the more people you’re going to have a positive conversation with. It’s strictly data.

I find that doesn’t work for many personalities and they just won’t do it. No matter how many times they say they’re going to put it in their calendar, something else always takes that time slot away from cold calling. So I think warm calling feels more like returning somebody’s call and I really believe for most personalities that’s the way to go because they can call and say “hey this is Janice Petteway from EXIT Realty we have this time schedule today and I just wanted to say thank you for taking 15 minutes I really appreciate it.” That’s a different conversation to start with than a totally blind conversation with someone that’s on the other side of the phone going “Who is this? What is this? Why are they calling me?”

Shaun: Would it be safe to say cold calling filled a different role in that it’s proactive and you can sort of set your own funnel that way?

Janice: Cold calling is very important. You know how many people you’re going to call every day and you’re just going to get the job done. But the challenge is, many people who are running a brokerage and ultimately doing some transactions themselves – how many are going to stick to it? CityBlast is taking that piece of it which allows them to not do that first phase but to get the job done. You guys can make one thousand cold calls and narrow it down to eight or ten people who actually raise their hand and say yes, have that individual call me. Then they know why the person is calling. It’s no longer a cold call for me. It’s a very warm call and most personalities can do that a lot more successfully.

– Want to ramp up your real estate agent recruiting? –

Click HERE to book a totally FREE Recruiting Realtors® Strategy Session with our Executive Team 

Shaun:  Would you recommend then for people who don’t like cold calling but do want to get a stream of sufficient size for active broker recruitment, that they could do something like having us get them 10 appointments a week and then they’re following up with those 10 more appointments and then building the pipeline over time?

Janice: Yeah that is 100 percent what I’m saying. I already know that {brokers} are not going to build the pipeline. So for you guys to be able to take that part of it off of their plate and then just move them to the warm calls after eliminating all of the people that are not receptive is genius.

Shaun: What do you think is the importance or role of follow up itself? Obviously, most people don’t come down with their shiny pen in hand ready to sign on the dotted line on that date. What do you recommend in terms of a follow-up philosophy?

Janice: I think that it’s a relationship that you should be building. At the very least, hopefully your office will do transactions with this individual through the course of business life. So you should follow up continuously and just continue to build the relationship and be top of mind to them. So if all of a sudden they are upset or disgruntled about something and they want to go explore their options, they will remember you and pick up the phone and say “Hey I know I’ve been talking to you for six months or a year and I said I was happy and wasn’t ready, but some things have changed. Can I come to talk to you?”

And it’s almost more a pattern of attracting instead of attacking. So, your service sets everybody up to be able to be building the relationship so that they can start attracting agents to their office when the agent is ready to make a move. You can’t force agents. They don’t even, in my opinion, move for financial reasons. Most of the time it’s a combination of many things and very rarely is somebody going to be ready the first day that you speak to them. So it’s always a process. The diamonds are in the follow-up.

“When they have a new closing or a new listing, just quickly shoot a text and say, ‘Hey I saw you had a closing at 123 Smith Street. Congratulations! Good job, I love the way you do business.’” 

Shaun: What would you say is the amount of time typically that a person would need to follow up in order to have a realistic shot of getting an agent? Is it one month, six months?

Janice: I don’t think that they should ever stop following up. They should develop their own personal real estate agent recruiting system of the ones that have raised their hand and said they are moving the end of the year. So you’re going to spend more time following up with them than someone that’s just nice and was willing to talk to you but has no intention of moving.

But there are things they can do. They can set up in their local MLS system so that they know when they have a new closing or a new listing and they can just quickly shoot a text and say “hey I saw you had a closing at 123 Smith Street. Congratulations! Good job, I love the way you do business.” That’s follow up. It’s building relationships. If they spend maybe an hour or two a week with follow up once there’s a system in place, that’s the maximum they should be doing.

Shaun: When you do the first introductory call that we’ve booked for you, what are you typically saying on that call? What’s your goal on that call?

Janice: Yeah I’m really honest with them about why I’m calling I’ll say “I’m looking for agents that want to take their business to the next level of production and that also have the same heart we do. Agents who really want to be part of their communities and teach their customers that they work with to create not only a safe place to live for their family but to create a good solid financial future in real estate. Would you say that that is your personality are you ready to do that?”

Ninety-nine percent of the time they’re like “Well yeah of course.” I want to know if they’re winding down their business because our system goes in a different direction versus someone that wants to build, and that goes into the building conversation. So I’m really just feeling them out and learning about them and asking some good questions. Asking if they know anything about our company. It just depends because if it’s someone that’s around an area that we have lots of offices I don’t have to have the same conversation as if it’s in a brand new area where there is no way they know much about our company.

“I think the number one priority is to spend some time and figure out what your office is all about, and why an agent would come to join your office.”

Shaun: If you could give one secret or tip or key to success for real estate agent recruiting, what would that be?

Janice: When I look at a lot of people they take the shotgun approach and they haven’t drilled down on who they are as a company and what the “why” is behind “why would an agent be compelled to join their company?” For example, I don’t think anybody should waste time calling newer agents if the particular office has no plan for training newer agents and the support that they need. It doesn’t make any sense. So they’re talking to and wasting time on conversations with people that aren’t fit for them.

So I think the number one priority is to spend some time and figure out what your office is all about, and why an agent would come to join your office. And if they don’t know that answer, they need to fix it and figure out what that is and put the systems in place and the training or tools they need. Fix that first so that they’re not spinning their wheels and wasting money and time on these calls prior to having that laid out. If you do that, the agents can see it, taste it, feel it, and then be compelled to want to join.

– Learn for yourself why we’re the best in the real estate agent recruiting business! –

Click HERE to book a totally FREE Recruiting Realtors® Strategy Session with our Executive Team 

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The post Real Estate Agent Recruiting:
Expert Janice P. Shares Her Strategy appeared first on CityBlast.



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