Most real estate recruiters and hiring managers view recruiting as a transaction.This only makes sense–we get a great sense of satisfaction (and usually a compensation bonus too) from bringing someone across the finish line.Unfortunately, your recruiting prospects are experiencing something different. They spend 90% of their time contemplating and preparing to make this significant life change.If you approach everyone with a transaction mentality, most of your interactions are going to feel awkward, forced, and unwelcome.Here’s a better way.Start categorizing your interactions into one of three stages:Building Awareness (Marketing): The recruiting prospect is just learning who you are and whether you can be trusted.Career Counseling /Problem Solving (Nurturing): The recruiting prospect is willing to take your advice and share openly about his/her problems and concerns.Closing the Hire (Selling): The recruiting prospect is ready to make a commitment, and he/she is actively considering options from you and other companies.If you know where a person is in the recruiting process, you’ll be better equipped to customize your message to meet their needs and expectations.When a person feels understood, friction is reduced and communication flows more freely.