How to Open a Recruiting Call

How do you open a recruiting call?

We’ve made hundreds of thousands of calls over the years and tested a variety of openings. And while I’m not going to give you the exact language we’ve found works best (it is part of our “secret sauce” after all), I can point you in the right direction.

The way you want to open your recruiting calls is…

Be direct.

Too many recruiters open their calls with questions like:

·      If you could create the perfect brokerage, what would you create?

·      Is there anything you would change about your current brokerage?

·      Are you 100% happy with your brokerage?

·      Have you ever considered switching companies?

While those questions hint at the fact the call is about recruiting, many agents don’t realize they’re being recruited until after they’ve answered the questions and the caller asks for an appointment. Agents then feel misled and become frustrated because their time was wasted.

A more effective approach is to say something like…

“If we could do XYZ for you, would you consider joining our brokerage?”

Asking a question like that immediately makes the purpose of the call clear. And, it gives agents a compelling reason to consider scheduling an appointment right off the bat.

Yes, I realize it also gives agents an immediate opportunity to say “no”. But, that’s ok. You’re looking for the agents who are either unhappy where they are or who are open to a better situation.

So whatever verbiage you end up using to open your recruiting calls, be direct. You’ll improve your conversions and save time by immediately identifying the “no’s” at the outset of the calls.