Recruiting 101: Don’t Fear Change

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By Rich Rector

RISMEDIA, May 12, 2008-Today’s challenging real estate market may seem like a difficult time to recruit, but this can actually be the best time to recruit experienced agents. To increase your recruiting success, understanding the mindset of experienced real estate agents is critical.

Remember for most people, our biggest fear is change-the majority of agents didn’t wake up today wanting to “change” companies. Therefore, you must appeal to a desire that is more compelling than the fear of making a change. A key point in recruiting is that you cannot make targeted sales agents feel that their initial meeting with you is about “moving and changing companies;” rather, it is an opportunity for a “business strategy meeting.”

Today’s most experienced agents want to make more money and work less hours. They want to know that your company leadership has the ability to help them create additional business or systems to do their business more efficiently.

Other motivations are generally spin-offs of money and time. It’s important in both your approach and dialogue to make it about them-and not about you.

Executed correctly, these are the building blocks that can guarantee your success as a recruiter. Gino Blefari, president and founder of Intero Real Estate Services, has benefited from these ideas: “By using these recruiting strategies and techniques, our management team recruited over 1,500 agents our first three years in business. We continue to find this methodology critical to recruiting success and hold our managers accountable for its implementation, especially given the current market conditions.”

Rich Rector is a leading authority in agent recruitment in real estate. He recently affiliated himself with PCMS Consulting.

For more information, please visit www.pcmsconsulting.com.

Join our Recruiting Call “expanding market share through experienced agent recruiting” with PCMS recruiting expert Rich Rector- Wednesday May 28 at 2 p.m. Eastern. Sign up online at www.pcmsconsulting.com or call 248.844.1901 to register today!

RISMedia welcomes your questions and comments. Send your e-mail to: realestatemagazinefeedback@rismedia.com.

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