One of the biggest challenges brokers face in today’s real estate climate is recruiting—building a team of committed agents who not only have serious sales chops, but also fit in with the company culture. Not easy, to say the least. So as you continue your search for solid candidates, here are a few key things to consider…
Just as you generate business through the referrals of your clients, one of the best ways to recruit top producers to your business is through your professional network. What constitutes your network?
- Your internal network, which includes business owners and vendors in your community that you work with and refer. It also includes people in your social sphere; that is, philanthropic or religious groups to which you belong.
- Your external network, which includes like-minded business professionals you’d like to build a relationship with, but haven’t had a chance to connect with yet. Make a list and get in touch with them or join a professional organization to meet business pros that work like you.
- Your referral network, which includes your network of business contacts: lenders, appraisers and contractors.
All of the people in these networks have the potential to refer great, high-performing agents to your brokerage. Successful people tend to surround themselves with other successful people, so be sure to ask them if they know any top-producing agents who’d be a great addition to your brokerage.
Who is your ideal agent?
If you’re not sure what you’re looking for, you’ll never find it. Write a profile of the attributes and selling style of your ideal agent. Sure, a person may be a top producer, but if they have a cutthroat attitude that doesn’t jive with your collaborative office, they’ll wreak havoc. Be sure to outline the strengths, communication style and values you find important. Once you have your list, think about who in your network might have an existing relationship with your ideal agent.
Tap into your groups.
Think about the groups and organizations you belong to, have belonged to, or would like to belong to. Are these organizations that would draw top producers? If so, get more involved and network with members. When you meet members who fit your criteria for an ideal agent you’d like in your brokerage, work to develop a relationship. If they’re happy with their current brokerage, they may have connections with other agents who would be perfect for your business.
Model the behavior you wish to attract.
Real estate is a social business that’s all about relationships, especially if you work by referral. Use a personal touch when communicating with potential recruits and people in your network. This means calling folks to check-in or sending a handwritten note.
Additionally, organize business lunches with the most successful business owners and connections in your network so you can spend time face-to-face. For large-scale networking, plan a business mixer. These actions not only model the way you do business and the way you hope your agents do business; they also build and reinforce the existing relationships in your network.
Finding the right agents for your brokerage takes persistence; however, patience pays off and, over time, you will be able to build a brokerage of like-minded, top-producing agents for your referral-based business. Download this resource for a useful guide.
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