Modeling Production and Recruiting in Challenging Times

Industry Advisor by David Layne

RISMEDIA, Oct. 6, 2008-In communicating with hundreds of brokers throughout the U.S. over the past few months, some related, very real issues repeatedly surface that are affecting the profitability of brokers all over the country: agent retention, keeping agents engaged in productivity when sales are down, and attracting more agents. The more profitability gets challenged, the bigger these problems become.

Some of our clients are successfully tying all of these often stressful challenges into one uplifting solution.

Agents are open now, more than ever before, to listen to what someone else might be doing that might also help them. These challenging times ironically bring with them the greatest opportunity for experienced agent recruiting to expand market shares.

Some companies put on top producer panels, and then follow-up with the agents they would like to recruit by offering a complimentary “consultative coaching” session. We are finding that “inviting” Realtors to events they will benefit from brings out more numbers, helps all of us with call-reluctance issues (this is very real for both agents and recruiters), and gives companies a great opportunity to recruit potential talent.

Some panels are done through Realtor boards, some utilizing top producer panels with Realtors from many firms, and some larger firms and regions have just their own agents on these panels.

It is really a two-step process:

1. Offer “Productive Modeling” of what is working in your markets even during challenging times.
2. Connect with and coach agents to get to their next level in production.

Some firms have dynamic teachers and coaches on staff or in their market that they can utilize in these sessions as well. In these cases the events can become somewhat of a workshop, too. Often there are affiliates, including lenders, title companies, builders and home warranty companies interested in participating and inviting Realtors.

All of this helps our own agents get excited and more productive. It also encourages our agents to invite people to events, and puts us in situations that lead to potential recruiting opportunities.

David E. Layne is a growth coach for PCMS Consulting. Contact him at DLayne@pcmsconsulting.com.

To read more business development tips and topics on RISMedia.com, see:

• What Population has a Trillion Dollars in Annual Buying Power?  
  Recruiting 101: Don’t Fear Change  
  3 Ways to Crack the Code of Successful Selling