There is no faster or more effective way to grow your real estate business than attracting top talent through recruiting. Every day, we meet teams or brokerages that want a magic pill for growing their real estate business when the simple answer is always: “Recruit more.” Nobody likes to hear that they need to work harder. But if you want to grow your real estate business quickly, make recruiting your top priority.
Recruiting is the single most valuable skill-set in real estate, and the linchpin of all successful real estate businesses. Nothing increases profitability like an increase in agent count.
Video: Brian Icenhower Talks Recruitment Tracking Systems and Running Your Business Off-Tackle at Fort Myers
Recruitment Takes Time
Systematic recruitment is the quickest way to grow your real estate business. But this doesn’t mean that recruitment is an overnight process. Recruitment takes time. Recruiting is a long game, and it’s important to understand that “No” is a normal part of the process.
A journey of a thousand miles begins with a single step, and the most important step of all is to pick up the phone and make a connection.
Believe it or not, you’re going to start out shaky at first. Though you may be practiced and experienced making calls as part of your sales practice, it will take a little time to become comfortable calling agents as opposed to leads.
The more you can push through discomfort and hold yourself accountable to making enough contacts, the quicker you’ll progress and start to see success.
Recruiting is the quickest way to grow your business, but patience is key. You are not going to recruit an agent over the phone the first time you talk to them, so adjust your focus away from the desired end result and remember that you must complete the appointment part of the process first.
Set the Appointment
On an initial recruiting phone call, you’re not going to explain the ins and outs of your commission structure, discuss your unique value proposition in great detail, or talk through any of the wonderful reasons why an agent would come on board with your team or brokerage.
On an initial recruiting phone call, your goal is not to recruit the agent but to persuade them to simply meet with you in person.
Once you make enough contacts, you will start to set appointments. And once you set enough appointments and meet with agents in person, you will see that it’s a lot easier to build on the relationship and persuade them to join your company.
The more contacts you make the better recruiter you will be. If you want to grow your real estate business quickly, it really is as simple as that.