by Ben Hess, Managing Director, ThirdPool Recruiting
In the 4 Disciplines of Execution, the authors recommend identifying a wildly important goal.
For many real estate companies, recruiting is the objective that won’t be achieved without some special attention.
We know that lag measures track the success of a wildly important goal.
How many new and experienced agents do you want to hire this year?
We also know that lead measures track the critical activities that drive the accomplishment of the lag measures.
They predict the success of the lag measures.
For real estate recruiting, the most important lead measure is a face-to-face recruiting appointment with a viable prospect.
After observing the performance of hundreds of hiring managers over the last decade, I have not seen any exceptions to this rule.
This is an activity you can directly influence and will likely produce the lag measure of new hires.
Note: If you’d like a quick summary of the 4 Disciples of Execution, here is a quick 5-minute video by one of the authors summarizing the book.