By Todd Shyiak
RISMEDIA, September 23, 2010—There is nothing more effective to increasing a broker’s bottom line than the recruiting of experienced, productive agents. When a broker successfully recruits four or five experienced agents, it can be the financial equivalent to recruiting 25 or more newbies. New agents require a significant investment by the broker, both in terms of time and effort and in actual dollars, and that investment is made knowing full well that only one or two in ten will ever make the broker a return on that investment.
Recruiting an experienced agent on the other hand provides immediate and long term returns on the broker’s investment. The downside of course, is that it takes a lot more work and skill to recruit agents that are already successful. Good brokers set experienced agent recruiting goals each year because they recognize that to grow their bottom line they need more good agents. To achieve those goals, they need a solid plan and the commitment to carry out that plan.
An effective recruiting plan includes:
-Building a target list – take the time to clearly identify who you would like to recruit into your office
-Telephone training – understand how to speak to and close an agent to meet with you
-Interview techniques – learn how to sell an agent on your office/company by listening more than talking
-Recruiting best practices – recruiting is a process that you need to work each agent through
-Time – dedicate enough time to do the prospecting, the meetings and the ongoing follow up
Building a successful recruiting plan is the critical first step to growing your bottom line through recruiting experienced, productive agents—take the time to do it today.
Todd Shyiak is president of Cogent Step Recruiting (CSR), a leading expert in outsourced recruiting. Contact Shyiak at www.cogentstep.com or 250-682-2961.
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