5 Ways to Recruit 5-10 Agents in the Next 60 Days
Right now, agents in your market are considering their brokerage options. And of those who decide to switch companies, most will do so before the end of January.
You have a limited window of opportunity over the next 60 days to recruit 5-10 productive agents away from your competitors.
Here are five ways to make that happen.
#1 – Keep Your Ear to the Ground
This is the time of year when managers resign or get fired, commission splits reset, services change or are eliminated, and fees increase.
Agents unhappy with these types of changes are ripe for recruiting.
As you attend holiday events and talk to agents, keep your ear to the ground for opportunities. The more you know about what’s going on with your competitors, and the sooner you know it, the more unhappy agents you can recruit.
#2 – Ask Your Agents for Referrals
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.
If you’re unsure how to ask for referrals, here’s a good question you can use:
“If you owned our company, who’s the one agent in our market you’d want to hire?
#3 – Call Past Interviewees and Leads
Think back over the last year. Who did you interview that didn’t join? Who contacted you to learn more about your company but never came in for an appointment?
If you haven’t reached out to any of those agents in the last 30 days, give them a call. They might still consider moving.
#4 - Call into Companies You’ve Recruited from Recently
When an agent leaves one company to join another, it creates curiosity and doubt in the minds of her former colleagues. Those agents start to wonder if they should be looking at their options too.
For everyone you’ve recruited in the last few months, look at the rosters of their previous companies.
Are there any agents you’d like to hire?
If so, give them a call and ask if they’re interested in learning why your recent recruit decided to make the move.
#5 – Offer End-of-Year Business Planning/Consultation
I have a client who books at least two appointments every week during this time of year just by offering to help agents hit their goals in the coming year.
The key to this strategy is doing your research before you reach out. You need to know each agent’s production and trend (up, down, or flat) so you can discuss their specific situations.
Most brokers never bother to ask agents about their goals. Agents who struggled to hit their 2017 goals, or who have aggressive 2018 goals, will be relieved to hear from a broker who offers to help.
P.S. – If you want more information about one or more of these strategies, please reply and let me know. I’ve overviewed them here for the sake of brevity, but I’m happy to share the full strategies if you’re interested.