Improve recruiting results and grow your organization by managing your real estate recruiting mindset to keep recruiting goals in mind.
This blog will teach you how to achieve and manage the best real estate recruiting mindset.
As a seasoned professional in the real estate domain, I have come to understand the profound importance of a focused recruiting mindset. In the bustling world of real estate, success is not just about selling properties; it’s also about building a strong team. This blog delves into the essentials of developing a successful real estate recruiting mindset, underlining the importance of setting clear, attainable goals – your ‘finish line’ in the recruitment journey.
Be sure to listen to this episode of The Brian Icenhower Podcast and subscribe to the podcast so you never miss an episode!
VIDEO: Real Estate Recruiting Mindset – What’s Your Finish Line?
Understanding the Real Estate Recruiting Mindset
A real estate recruiting mindset is more than a mere approach; it’s a strategic and psychological framework that guides every decision and action in the realm of talent acquisition. It’s about being proactive, forward-thinking, and always on the lookout for potential talent that can drive your business forward. A powerful recruiting mindset is rooted in clarity of purpose and a deep understanding of the real estate market’s dynamics.
The Strategy Behind Real Estate Recruiting vs. Passive Hiring
In my extensive career, which includes spearheading multiple real estate brokerages, I’ve learned the crucial difference between proactive recruiting and passive hiring. Hiring often happens in a reactive way, while waiting for opportunities to come to you, whereas recruiting in real estate demands a proactive, strategic approach. This means actively seeking out opportunities, being at the forefront of talent acquisition, and constantly networking to find the best candidates for your real estate business.
Recruiting as a Continuous Process
Recruiting in real estate is not a one-off event but a continuous process. It involves constantly keeping an eye out for talent, whether through networking events, real estate conferences, or even casual meetings. The goal is to build a pool of potential candidates so that when a position opens up, you have a ready list of prospects to consider. This proactive approach ensures that you are never in a rush to fill a position, allowing you to select the best fit for your team.
Navigating the Challenges of Real Estate Recruitment
Recruitment in real estate is challenging, marked by resistance and high rejection rates. However, these challenges are not insurmountable. My experience of recruiting thousands of agents underscores the importance of resilience and the relentless pursuit of growth – key components of a strong real estate recruiting mindset. It’s about understanding the market, knowing what candidates are looking for, and presenting your brokerage as the ideal place for them to grow their careers.
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Team Coaching Program
The Team Real Estate Coaching Program is for smaller teams looking for internal structure, leverage and leadership.
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Recruit: Recruiting Real Estate Agents
ONLINE COURSESLearn to grow your real estate business by targeting, connecting with and ultimately closing on the best recruits around. We'll teach you how to find great candidates, qualify them, and say the right thing at the right time to bring them on board.
Designed for all learning types
Video Training
In-depth professional video training on every module, presented by the author, Brian Icenhower.Written Modules
Detailed and downloadable written modules with detailed graphics, scripts, spreadsheets, forms, and so much more.Audiobook
Since real estate agents are always on the move, your training must be too. This course provides a professional downloadable audiobook.Course curriculum
Enrollment includes access to the following course materials for 2 years
Module 1: Your Unique Value Proposition & Recruiting Targets- Workbook: Your Unique Value Proposition & Recruiting Targets
- Video: Your Unique Value Proposition
- Graphic: DISC Behavioral Assessment
- Graphic: DISC Profiles
- Commission Comparison Chart Template
- Workbook: The Recruiting Scoreboard
- Video: The Recruiting Scoreboard
- Graphic: The Big 3
- Resource: Sample Weekly Calendar
- Resource: Sample Recruiter Dashboard
- Resource: Recruiting Tools
- Workbook: Recruiting with Technology
- Video: Recruiting with Technology
- Graphic: 10-10-5 Daily Plan
- Workbook: Recruiting Sources
- Video: Recruiting Sources
- Script: Congratulations & Production Report
- Script: Congratulations on Production
- Script: Expanding into Your Area
- Script: New Listing
- Script: Thank You for Cooperating on Buyer Side
- Script: Thank You for Cooperating on Listing Side
- Script: Real Estate School and New Licensees
- Workbook: Setting Recruiting Appointments
- Video: Setting Appointments
- Script: Let’s Talk About Your Production
- Script: Provide a Production Report
- Script: After Closed Transactions #1
- Script: After Closed Transactions #2
- Script: When Recruit is Referred by One of Your Own Agents
- Script: When Recruit is Referred to the Recruiter
- Script: For a New Brokerage or New Recruiter
- Script: Looking to Build Relationships
- Script: Referred by Agent After Transaction
- Script: Students from Real Estate Licensing School
- Script: For Rookie Agents in Their First Year
- Script: For Up-and-Coming Agents
- Script: Increased Market Presence
- Script: Invitation to Class or Training Event
- Script: Invitation to Participate on Agent Panel
- Script: Confirming Recruiting Appointments
- Script: Objection Handler – Not interested in moving companies
- Script: Objection Handlers – I’m too busy #1
- Script: Objection Handlers – I’m too busy #2
- Script: Objection Handlers – Happy with current company
- Script: Objection Handlers – I need to wait until my transactions close
- Script: Objection Handlers – Let me think about it
- Recruiting: Scripts E-book
- Workbook: Conducting Recruiting Appointments
- Podcast Episode 196: Real Estate Recruiting Scripts – Conducting the Appointment
- Video: Conducting Appointments
- Script: The Recruiting Process
- Workbook: Setting Follow-Up Appointments
- Video: Setting Follow-Up Appointments
- Natural DISC Profile Business Generation Tendencies
- Script: Attend a Class or Training Event
- Script: Behavioral Assessment
- Script: Set a Coaching Appointment
- Script: Create a Business Plan
- Workbook: Closing recruits
- Video: Closing Recruits
- Agent Intake Pipeline
- Scripts: Closing and Objection-Handling
- Script: When, Not If
- Script: They Can’t Say No to Their Own Goals
- Script: Delay Causes Resentment
- Script: Commission Split
- Script: You Need Our Systems
- Script: Start Transitioning Ahead of Time
- Script: Can Your Broker Help?
- Script: Prepping the Broker Conversation
- Script: Transferring Current Business
- Workbook: Creating a Growth Environment for Recruiting
- Video: Creating a Growth Environment for Recruiting
- Graphic: Characteristics of a Growth Environment
- Graphic: DISC style identification
- Graphic: SWOT
- Real Estate Office Brokerage Training Monthly Calendar
About this course
- $199.00
- 82 lessons
- 5 hours of video content
Immediate Takeaways
Here is what you can expect to gain from taking this online course.
- SCRIPTS for recruiting. Congratulations & Production Report Script, Expanding into Your Area Script, New Listing Script, Thank You for Cooperating on Buyer Side Script, Thank You for Cooperating on Listing Side Script, Real Estate School and New Licensees Script, Objection Handlers, and many more
- RESOURCES to help you recruit effectively. Sample Weekly Calendar, Sample Recruiter Dashboard, Recruiting Tools, Recruiting Scoreboard, Agent Intake Pipeline
- HELPFUL GRAPHICS to illustrate takeaway points and reinforce learning. DISC Behavioral Assessment, DISC Profiles, The Big 5, 10-10-5 Daily Plan, DISC Style Identification, Characteristics of a Growth Environment, SWOT
- OPTIONS for how you learn best. Each module provides a downloadable PDF chapter as well as a featured video of Brian Icenhower, teaching the topic at hand. At the beginning of the course, you are also provided with a full audiobook to listen to. So however you learn best -- we have an option for you!
Certification & Designation Upon Completion
In this ICC online course, you will receive an official designation of "Certified Real Estate Recruiter" or CRER upon completion, as well as a downloadable (and printable) Certificate of Completion. Add your designation seal, as well as your designation letters, to your email signature to bolster your reputation and show off your expertise to clients and colleagues alike.Reviews
"I use ICC systems, the Online Learning Center, and the coaching program to coach and train my team of over 30 agents. I use the ICC dashboard systems to keep my entire team accountable for their activities and set proper expectations."
Jake Rockwell
Over 500 Units Sold Annually I have coached with ICC for over five years. ICC has helped me quadruple my luxury business through marketing strategies so that I receive listings and sales through lead generation and multiple pillars of income.
Dennis Adelpour
Luxury Agent - West Los Angeles When we started coaching with ICC we worked all the time with some degree of success. Now, seven years later, we have grown to have the #1 market share in our area, we more than tripled our income and production, while also improving our work-life balance to enjoy our personal life with family and friends.
Tammi Humphrey
#1 Market Share & 100 Million in Annual Sales Volume Instructor Brian ​Icenhower.If your business isn't growing then it's dying.
To attract agents to your real estate team or brokerage, you must evidence your ability to increase their productivity and help them sell more real estate. In his most important work to date, veteran coach and real estate consultant, Brian Icenhower, shares the systems and strategies he used to build some of the fastest growing real estate companies in the United States. Recruiting is the single most valuable skillset in real estate and the linchpin of all successful real estate businesses. To exponentially and sustainably increase the net profit of your real estate business, it is essential that you operate a committed and systematic recruitment practice. From sourcing recruits and recruiting with technology to setting, conducting, and closing recruiting appointments, this exhaustive course provides invaluable insights and practical instruction for creating a production-centric growth environment that attracts agents to your real estate team or brokerage. With our consultative approach, recruits guide agents to a place where they self-discover that the best way to sell more real estate, become more successful, and increase their net income is by joining your team or company. We know not everyone learns the same way. For that reason, this course has videos, text modules, and a full audiobook. In addition, the text and audiobook are downloadable so you can keep this information for life, and take it with you wherever you go.
Recruiting for real estate agents
Recruiting is the single most valuable skillset in real estate and the linchpin of all successful real estate businesses. To exponentially and sustainably increase the net profit of your real estate business, this course will help you build and operate a committed and systematic recruitment practice. Add to CartRecruiting for Real Estate Agents
More about this real estate training course
Talk to a coach
If you've been considering hiring a coach, now's the time. Book a FREE coaching consultation session with your purchase of this course! Book Your Call
Effective Communication in Real Estate Recruiting
Effective communication plays a pivotal role in recruiting. It’s about articulating your brokerage’s value proposition in a way that resonates with potential recruits. This involves understanding their motivations, career aspirations, and the challenges they face in the industry. By aligning your brokerage’s goals with their aspirations, you can create a compelling case for why they should join your team.
Building a Brand That Attracts Talent
Your real estate brokerage’s brand is crucial in attracting top talent. It’s about creating a reputation in the industry as a place where agents can thrive. This involves not just financial success, but also factors like training, support, work culture, and growth opportunities. A strong brand will not only attract potential recruits but also make them eager to be a part of your team.
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Growth Operations Systems
ONLINE COURSESIf your organization isn't growing, then it is dying. Discover Brian Icenhower's powerful and proven strategies and practices for implementing organizational growth.
Designed for all learning types
Video Training
In-depth professional video training on every module, presented by the author, Brian Icenhower.Written Modules
Detailed and downloadable written modules with detailed graphics, scripts, spreadsheets, forms, and so much more.Audiobook
Since real estate agents are always on the move, your training must be too. This course provides a professional downloadable audiobook.Course curriculum
Enrollment includes access to the following course materials for 2 years
Component 1: Devise A Viral Goal- Workbook: Component 1: Devise A Viral Goal
- Video: Component 1: Devise a Viral Goal
- SMART Goals Fillable Form
- FIVE (Chapter Summaries)
- FIVE (Spark & Stoke Conversation)
- Component 1 Quiz
- Workbook: Component 2: Focus On Activities First
- Video: Component 2: Focus On Activities First
- Component 2 Quiz
- Workbook: Component 3: Cultivate Personal Responsibility With Public Accountability
- Video: Component 3: Cultivate Personal Responsibility With Public Accountability
- Prospecting Accountability Chart Fillable Form
- Component 3 Quiz
- Workbook: Component 4: Drive Growth With A Dashboard
- Video: Component 4: Drive Growth With A Dashboard
- Sample Scoreboard Dashboard
- FIVE (Organizational Dashboard)
- ICC Dashboard Template
- Understanding DISC Profiles
- DISC Behavioral Assessment
- DISC Style Identification
- Team Scoreboard Graphic – Template
- ICC Broker Scoreboard
- Component 4 Quiz
- Workbook: Component 5: Huddle Up
- Video: Component 5: Huddle Up
- Solo Agent Annual Business Plan Sample
- Team Annual Business Plan Sample
- Blank Annual Business Plan Fillable Form
- Component 5 Quiz
About this course
- $199.00
- 35 lessons
- 3 hours of video content
Immediate Takeaways
Here is what you can expect to gain from taking this online course.
- THE FIVE-WEEK BOOK CLUB will guide you chapter by chapter with engaging questions and discussion starters.
- TEMPLATES AND MODELS - DISC Behavioral Assessment, The DISC Behavior Model, DISC Style Identification, Sample Scoreboard Dashboard, Dashboard Template
- TEAM BUILDING - Team Annual Business Plan Template, How to Hold a Huddle
- FORMS AND LISTS - SMART Goals Fillable Form, The Transaction Timeline, Prospecting Accountability Chart Fillable Form, The 4 Key Accountability Questions
- QUIZ at the end of each module to promote retention of information and test your knowledge.
- OPTIONS for how you learn best. Each module provides a downloadable PDF chapter as well as a featured video of Brian Icenhower, teaching the topic at hand. At the beginning of the course, you are also provided with a full audiobook to listen to. So however you learn best -- we have an option for you!
Certification & Designation Upon Completion
In this ICC online course, you will receive an official designation of "Certified Growth Systems Expert" or CGSE upon completion, as well as a downloadable (and printable) Certificate of Completion. Add your designation seal, as well as your designation letters, to your email signature to bolster your reputation and show off your expertise to clients and colleagues alike.Reviews
"I use ICC systems, the Online Learning Center, and the coaching program to coach and train my team of over 30 agents. I use the ICC dashboard systems to keep my entire team accountable for their activities and set proper expectations."Jake Rockwell
Over 500 Units Sold Annually I have coached with ICC for over five years. ICC has helped me quadruple my luxury business through marketing strategies so that I receive listings and sales through lead generation and multiple pillars of income.
Dennis Adelpour
Luxury Agent - West Los Angeles When we started coaching with ICC we worked all the time with some degree of success. Now, seven years later, we have grown to have the #1 market share in our area, we more than tripled our income and production, while also improving our work-life balance to enjoy our personal life with family and friends.
Tammi Humphrey
#1 Market Share & 100 Million in Annual Sales Volume Instructor Brian ​Icenhower.I built this course for those real estate agents wanting to move from a mere real estate practice to a systematized real estate business with the control and mastery of your results.
In today’s world, stagnation is equivalent to death. Opportunity is all around but with that comes the opportunity to fail. It may seem discouraging to some, but this idea has driven some of the most successful businesses in the world. If your organization isn't growing, then it is dying. Discover my powerful and proven strategies and practices for implementing organizational growth.
Learn the Growth Operations Systems that work.
If your organization isn't growing, then it is dying. Discover Brian Icenhower's powerful and proven strategies and practices for implementing organizational growth. Add to CartGrowth Operations Systems
More about this real estate training course
Talk to a coach
If you've been considering hiring a coach, now's the time. Book a FREE coaching consultation session with your purchase of this course! Book Your Call -
Quick ViewCompare
Brokerage / Corporate Coaching Program
With the Brokerage / Corporate Real Estate Coaching Program, ICC will help firms set up the most effective and efficient systems for recruiting, agent onboarding, commission & fee structures, agent engagement & retention systems, recruiting, administrative work-flows, transaction management, staff hiring, agent onboarding, productivity training & accountability, financials & budgeting, marketing and much more!
The Role of Technology in Modern Real Estate Recruiting
In today’s digital age, technology plays a significant role in recruiting. From social media to real estate-specific job portals, there are numerous platforms where you can find and connect with potential recruits. Leveraging these tools effectively can significantly broaden your reach and improve the efficiency of your recruitment process.
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Overcoming the ‘Selective’ Trap in Real Estate Recruitment
A common hurdle in real estate recruiting is the tendency to be overly selective. While aiming for quality is important, it should not become a barrier to growth. The relationship between agent count and profitability in real estate is significant. This direct correlation underscores the necessity for expansion and growth for lasting success in the sector.
A real estate recruiting mindset is more than a mere approach; it’s a strategic and psychological framework that guides every decision and action in the realm of talent acquisition.
Brian Icenhower
Balancing Quality with Quantity
Balancing the need for quality with the drive for quantity is a delicate art. It’s about setting high standards for your team while also recognizing the importance of building a diverse and dynamic team. This balance ensures that your brokerage remains competitive and adaptive in the ever-changing real estate landscape.
Building a Sustainable Recruitment Strategy
A sustainable recruitment strategy is key to long-term success in real estate. It involves not just attracting talent but also retaining them. This requires a focus on professional development, creating a positive work environment, and providing opportunities for career advancement.
Conclusion: Embracing Growth and Success in Real Estate
In conclusion, my experiences have reinforced my belief in the power of a positive and strategic real estate recruiting mindset. I encourage professionals in this sector to embrace the journey, despite its challenges. Knowing your finish line and maintaining the right strategy and mindset are crucial in overcoming the obstacles of real estate recruiting and achieving growth and success in this industry.
