Matching Your Recruiting Script to Market Conditions
Our team coaches dozens of hiring managers, so we’re always testing recruiting scripts. Here is one that is working well right now: =======Hi [Prospect Name],...
Growing During the Storm–Part 2
On Friday, I pointed you to Steve Murray's study after the real estate recession between 2005 and 2011. The study documented the performance of 17 remarkable...
Growing During the Storm
Quick history lesson today. Between 2005 and 2011, the real estate industry experienced a monstrous recession. During that period, real estate sales volume...
Quitter’s Day
According to research conducted by Strava (a social network for athletes), 50% of individuals give up on their New Year’s resolution by January 19th. This is...
Two Questions Every Recruiter Must Ask Themselves
Yesterday, I introduced the Procrastination Equation which states:Your tendency to overcome procrastination = (Expectancy x Value) / (Delay x...
Why Hiring Managers Don’t Reach Their Goals
I recently spoke with the recruiting manager from a large real estate company on the East Coast.She’s responsible for managing the experienced agent...
How to Avoid Letting Splits Derail Your Recruiting Negotiation
It’s the time of year when agents (both your own and recruiting prospects) want to renegotiate their compensation packages and talk about their commission...
Do Yourself a Favor–Be Thankful
Thanksgiving may be one of the healthiest holidays you can celebrate. Not because of what you eat (that may set you back in your health goals), but because of...
Cutting into the Muscle
The real estate industry runs on transactions. Because infrastructure naturally rises to the level of transactions, companies are forced to cut costs when...
How to Grow an Office to 300+ Agents
I know many of our readers are first-level managers of offices that are part of multi-office companies.This is one of the hardest jobs in real estate because...
Podcast with Lisa Chinatti
Today, we'll be connecting with Lisa Chinatti about recruiting and retention in the crazy world of real estate teams.She is the person the large real estate...
Podcast with Vanessa Mouton
In today's podcast, we'll be chatting with Vanessa Mouton. Vanessa is the Managing Broker of the Berkshire Hathaway HomeServices Office in Cary, North...
Cracks Grow During Difficult Times
The frequently heard auto glass commercials remind consumers that small chips and cracks in a windshield grow into something more noticeable and debilitating...
Not Getting What Was Promised
I recently spoke with a hiring manager who was contacted by a recruiting prospect he’d interviewed four months earlier. Early in the conversation, the...
Choose Your Hard
A while back, Tom Ferry published an article I occasionally refer back to when I lack motivation towards completing the tasks I know I should be doing. The...
Focus on a Small Set of Priorities
To produce significant long-term results, every real estate manager must learn to outsmart the urgent tasks that attempt to steal away their time and...
Recruiting Types: Experienced Agents
Of the three types of recruiting, experienced agent recruiting is the most challenging. There’s a finite number of agents available. The performance data and...
The Recruiting Quick Plan
Once you put a recruiting prospect on your Warm List, it’s time to start strategizing on how to dislodge them from their existing brokerage. The more...
Anchoring and Commission Split Negotiations
The real estate industry runs on commissions. And every real estate recruiting negotiation touches on the issue of commission split. When discussing...
Tricking Your Mind Into Recruiting
In a post from the archive, Dave Mashburn explains how to coax your mind into doing things it doesn’t want to do (like making recruiting calls). Dealing with...
How to Work a Recruiting Referral
Yesterday, we talked about how to get more recruiting referrals. But what happens when you get one? If you don’t have a process/script to follow-up with...
The 10% Rule
Over the holidays, I connected with a colleague who was taking inventory of the agents who had left his firm during the previous year.He and his staff...
Agent Behaviors that Make a Financial Difference
Our friends at JPAR recently shared some of the survey data they collected earlier this month. The survey focused on agent activities and financial...