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Are You Ready for the Recruiting Surge?

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By Cliff Baird, MBA, PhD

RISMEDIA, June, 2009-Every leading indicator is showing us that there is a significant upturn in the potential for a great recruiting season. With just the slightest increase in consumer confidence there seems to be a renewed influx from those considering the possibility of a career in real estate sales.
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First of all, a tragic downturn in the economy created chaos for many hard working Americans who, through no fault of their own, lost their jobs, their homes, their credit and their hope. It was, and it remains, devastating. But with the return of just the slightest economic confidence there has also come “the audacity of hope.” We can cope when there is hope.

In the last 30 days at RealSTAR Recruiting Online we have seen a significant increase in the online recruiting profiles for both new and experienced agent prospects that our clients are receiving every day. Long and Foster, for example, is averaging over 500 new and experienced agent recruiting profiles a month giving them the chance to contact them and interview them about a career with Long and Foster.

What has happened? We believe that the convergence of job losses, the stabilizing of reduction of home values, the continuing low mortgage interest rates and the perception of hope in the economy have all conspired to re-awaken the great opportunity that a career in real estate still affords.

It is regrettable but understandable that during these harsh times, many managers, recruiters and brokers lost their vision and were incapable of pursuing or accomplishing any serious recruiting objectives. With a historic number of foreclosures and a market value collapse of 40 – 50 % in many communities, how could one possibly sustain the demand for the emotional charisma essential to encourage people to make real estate sales their career?

However, the prevailing danger of this moment is not recognizing when winter may be over. A continued hyper-insecurity may cause one to misinterpret the signs of change, which will further cause many well-intentioned managers to fall behind the recruiting curve. Our encouragement to you is to get out ahead of the rest. Be the first to redeem the headlines of disaster with the audacious prognostication that hope has returned and that you are “looking for a few good” people who are eager to claim their place in the “ReBooming” of real estate.

Yes it is an audacious statement. But it is an announcement to your marketing world that you are excited and gearing up to meet this new growth period. Create the words. Create the hope. Create your growth. Retrain your management team to let go of the past. Let go of those recent counterfeit years of real estate which, if we were honest, we would have to admit that we deliberately missed the danger signs and were intoxicated by bogus growth. Down deep we all knew that these were precarious numbers and that it would be impossible for such conditions to be sustained long term. But that didn’t stop us-we created a burgeoning infrastructure that probably by now has been largely dismantled.

But when a door slams shut a window opens wide. There is a new and better day dawning and it begins by recognizing it and believing it and by being unwilling to hide and cower any longer. It’s time to come out from the cave. We are truly on the cusp of the return to a new normalcy in real estate. A few weeks ago I saw the sign on the back of a car that said “Dear God, if you give it to me again, I promise I won’t waste it!” I laughed but then I contemplated on just how many of us must have had similar thoughts and prayers.

There is no doubt that we have all been taught many lessons during this hurricane but the real question that must be answered is, “Have we learned them?” How many times have we stood in front of our salespeople and spoke words of challenge and encouragement. Now it is our time to put them into practice and demonstrate first to ourselves and then to our people that we remain excited and are thrilled to have come through the perfect storm. Your leadership will become evidenced when you vigorously embrace recruiting. Is training important? Absolutely! But right now the non-verbal communication message that you will send to your community and to your people is that your faith has been restored and you are ready to lead. That could be an enormous branding message.

Yes, there are clear signs that are foretelling a wonderful future for those who regain the courage and confidence to embrace it. I hope you don’t disregard these thoughts as Pollyanna Platitudes. I know that it is safer to stay in the cave but the spoils always belong to those who dare to face the issues head on and reclaim their territory. Real Estate Sales is and always will be the greatest career in the history of careers for the average person who dreams big dreams. I can still say that with integrity after almost 40 years and a half dozen major storms.

If you would like any further information on RealSTAR Recruiting Online or the opportunity for some Complimentary Profiles please contact: Brad@RealstarRecruits.com or call 519-446-5695.

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