The 3 Worst Things to Say on a Recruiting Call
I have a confession to make…
I’ve said every single one of the three worst things to say on a recruiting call.
And you probably have too.
So when I use the word “worst”, I don’t mean the obnoxious or misleading things few people say.
I mean the things people say on recruiting calls all the time.
But if the sayings are so common, how do I know they’re the worst?
Because my team and I have made tens of thousands of recruiting calls and tested different scripts and dialogues to see what works and what doesn’t.
Based on our research, here are the three worst things you can say on a recruiting call.
#1 – “I’m impressed with your numbers”
Complimenting agents during recruiting calls is a good thing. Complimenting them on their production is not.
When many agents hear "I'm impressed with your numbers" they think what you really mean is "Recruiting you would make me money."
Producing agents know you’re calling them because they’re productive. And they get plenty of compliments about their production from all the other brokers trying to recruit them.
So if you’re going to compliment them, do it on something else.
#2 – “What would you change about your current brokerage?”
The purpose of this question is obvious. You’re trying to get agents to tell you what they don’t like about their current brokerage without directly asking them.
And agents aren’t dumb. They see right through this.
If an agent is happy with her current brokerage, asking this question is going to put her on the defensive and reduce your odds of getting a meeting.
If an agent isn’t happy with her current brokerage, you don’t need to beat around the bush. Give her a good reason to meet with you and she’ll gladly schedule the appointment.
#3 – “It never hurts to have a backup”
This line is ineffective for two reasons.
First, the idea of having a backup isn’t exciting. It isn’t motivating.
Put yourself in an agent’s shoes…
Would you look forward to a meeting about having a backup for something that may or may not happen at some point in the future?
And the second reason the line is ineffective is it sets the wrong expectation.
You want agents showing up to appointments with open minds about joining.
If they decide after the meetings you're their second choice, that's one thing.
But recruiting is difficult enough as is. You don’t need to make it any harder by setting the expectation upfront you're nothing more than a backup.
P.S. - Want a more effective alternative to saying, “it never hurts to have a backup”?
Say, “it never hurts to know what offers might be available to you.”
Getting an offer is much more enticing than having a backup.