Business Tips #3 - “Who Should I Recruit... And How?”

TAP INTO THE WEALTH OF INFORMATION IN YOUR ACCOUNTING SYSTEM TO HELP WITH THE JOB EVERYONE DREADS…RECRUITING!

Tracking commissions on transactions and entering other broker information is part of the bookkeeping function that your staff are 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 to complete a sale file. Most of these centre 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 with 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 transaction with your agents are prime candidates for recruitment. Brokers who are successful at recruiting run an OTHER BROKER ACTIVITY REPORT, which lets them know 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.

And lastly, in 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. HANDING OVER MONEY IS A WAY TO CONNECT with the agent at a happy time. People are more receptive when they are in a good mood!