The 3 Best Sources for Recruiting Appointments Right Now
Want to know the three best sources for recruiting appointments right now?
Summer is always challenging for recruiting because of vacations, kids home from school, and a higher-than-average number of transactions in progress.
But, the later we get into summer, the more those challenges disappear.
And the more those challenges disappear, the more opportunities you have to recruit productive agents.
So, don’t wait for September to get proactive about recruiting. Instead, generate appointments now by focusing your recruiting efforts on these three sources.
#1 - Agents with Decreased Production
Dissatisfaction is the single biggest reason agents agree to recruiting appointments. And the agents feeling the most dissatisfaction are often those with decreased production.
Start by pulling the 2017 vs. 2016 year-to-date production numbers for the agents on your prospect list.
If you have a program like BrokerMetrics or Trendgraphix, you can do this in a few minutes. If you don’t have one of those programs, ask a staff member to pull the numbers from the MLS.
Once you’ve identified the agents on your prospect list with decreased production, contact them and offer to help.
Agents who are dissatisfied with their production are open to offers of everything from decreased fees and increased commission splits to coaching and training to leads.
#2 - Team Members
There are talented team members in your market who are dissatisfied with their teams and would consider switching to your brokerage.
Some of those team members started off the year slow and blame the team leader for a lack of support or leads. Other team members started off the year well and now feel they’re paying unfair commission splits.
Either way, those dissatisfied team members are ripe for recruiting.
#3 – Referrals
Referrals are the low-hanging fruit of recruiting. They’re the best way to get appointments and they give you the best odds of converting those appointments into hires.
If you haven’t asked your agents for referrals recently, now’s the time to do it. And while you can ask in an email or during a sales meeting, you’ll get the best results if you ask your agents individually and in-person.
Here’s a simple question you can use to prompt your agents to give you referrals:
“If you owned our company, who’s the one agent in our market you’d want to hire?”
Get both the prospect’s name and the reasons your agent would want to hire her. Also, ask if you can use your agent’s name when you call the prospect.
Calls to referred agents are more likely to result in appointments when you have permission to use your agent’s name and can pay the prospect compliments about his or her business.
P.S. - Recruiting is a 12-month-a-year activity. Yes, there are slow months and busy months, but it’s the consistency of recruiting month-in and month-out that produces the best results.
