Who Should I Recruit and How?

Tracking commissions on transactions and entering other broker information is part of the bookkeeping function that your staff is performing for you. But have you ever thought about the way that information can be used by you in guiding your recruiting activities?

We all have a checklist of steps to perform when completing a sale file. Most of these center on the need to perform compliance steps to ensure that your files meet legal requirements. But that checklist can include other steps to assist you in reaching out to other agents that your office deals with. Thank you letters can be pre-configured to print from your system, personally addressed to the other agent on your transaction. As part of your staff's closing process, the thank you is a point of contact with the other agent.

Another letter that could be produced is simply an outside agent notice that you or your recruiter would receive on each closing involving an outside agent. This notice would serve as a reminder to you to make a phone call and congratulate the other agent on the sale they completed with your office.

Which leads to the next report. Agents who consistently do transactions with your agents are prime candidates for recruitment.  Brokers who are successful at recruiting run another broker activity report which notifies them which agents from other offices are regularly listing in their offices. It also can tell which agents from outside offices have lots of listings that your agents are selling. Making that recruiting phone call and having talking points about the agent themselves instead of just you is a great way to keep them engaged and on the line.

Lastly, a number of successful brokerages in marketplaces that issue checks from the listing broker to the selling broker actually have the broker/owner hand out the checks instead of the receptionist. Exchanging money is a way to connect with the agent at a happy time. People are more receptive when they are in a good mood!

To view the original article, visit the Lone Wolf blog.

Further Reading

• Agent Recruitment: How to Spot a Gem
• Building a Team for Your Real Estate Practice
• The Right Recruitment Strategy for Long-term Success
• Recruiting or Retention of Agents?