ArtsAutosBooksBusinessEducationEntertainmentFamilyFashionFoodGamesGenderHealthHolidaysHomeHubPagesPersonal FinancePetsPoliticsReligionSportsTechnologyTravel

Strategies For Recruiting Real Estate Agents

Updated on September 2, 2016

Recruiting, just one part of the Process

Too often Managers use the term recruiting to describe everything they want to accomplish; which at the end of day, equates to adding a producer to the sales staff. The goal of hiring someone who can succeed in your business takes into account much more than recruiting. Recruiting is one element, interviewing another and selection is a third; all of which need to be done well to reach the goal.

When we talk about recruiting it is important that we define what we mean. In the most basic terms recruting is what we do to create a flow of canidates to the interview table. Learning how to interview is a skill and selection is a process.

Actually, recruiting takes on two forms; passive and active. Let’s take a look at both, as they are both important.

Passive Recruiting

Passive recruiting is defined as anything you do, or decide to do, that will potentially attract agent prospects to your company. Once you decide, you won’t have to revisit passive recruiting strategies very often, but they will have an impact on attracting prospects. Let’s take a look at some of the considerations that make up your passive recruiting decisions.

  • Location of your office
  • Exterior appeared of the office
  • Reception area
  • Placing an Ad in the Paper for people interested in real estate sales
  • Placing a Web Page for Career Opportunity on your Site
  • Affiliation with a Franchise
  • Incentives you provide to existing agents

You should not take this element of your recruiting plan lightly. In fact, care should be given to evaluating how the location, appearance and design of your office impacts your ability to attract people who may be looking for a career in real estate sales.

Decisions about how you structure your compensation can have a positive impact on your ability to bring prospective candidates to your office for an interview, but left as the only strategy you put in place, don’t expect any of the passive recruiting strategies to produce the flow of candidates you need to make a difference in growing your staff or replacing agents that leave or retire.

Active Recruiting

The real key to producing a consistent flow of canidates to the interview and selection process is to have an active recruiting plan in place and have the commitment on a weekly basis to work the plan. It has been my experience that Brokers and Managers who commit a portion of their time each week to working their recruiting plan have a solid understanding of the challenge framed in that great old saying: “If it is to be, it’s up to Me”

Active recruiting is, as many have said over the years, is a “contact sport”. In the simplest of terms, it is called prospecting. Sales Agents, new to the business, need to have an understanding of how to prospect and normally will select from six or seven prospecting strategies in order to create opportunities for listing and sales appointments. Brokers and Managers need to do much the same to create appointments for interviewing people interested in the business. The National Association of REALTORS has created a recourse called the Field Guide to Recruiting and Retaining Salespeople. It provides a broad base of reference and is worth review.


These Three get Results

I would like to review three active recruiting strategies that work. For the sake of this discussion, let’s focus on recruiting new people. Recruiting existing agents is a separate discussion.

Let me briefly outline the plan approach for each of these strategies and then provide some steps for building into your plan.

Client Follow Up

Often the clients and customers you serve are some of the best prospects and if they aren’t interested in a position, they may know of someone that might be a candidate. Think about the number of people you know who are in real estate sales today, who got started because they thought they too could do the job…maybe better than the agent they worked with in the process of buying or selling their home.

This is a pretty simple strategy to put in place.

Step 1 – Follow the closed transaction with a letter of appreciation and suggest that you will be calling, because you need some “help”

Step 2 - Make the call. These calls need to be scheduled as part of your weekly plan.

Step 3 - Ask for their “help”. Explain that you are looking to add quality people to your sales staff. Ask: “Who do they know that might be looking for an opportunity”?

Step 4 - Close for an interview appointment or get the referred lead.

Previous Client and Customer Communication

We live in a referral world. One of the very best sources for creating a flow of candidates to your office for an interview is the list of past client and customers that live in your market area. They know people who are looking for opportunities to grow and prosper, but do they know you want to meet and talk with them? Probably not…unless you stay in touch and encourage them to think of you when they have a chance to make a referral.

This strategy takes some time and commitment, but will pay big dividends once in place.

Step 1 - Enter the contact information you have into a contact management program. Microsoft Office / Outlook works well.

Step 2 - Set up a schedule to call each person on your list and let them know you are reaching out to them for help. Explain what you would hope to accomplish and ask if it’s o.k. to keep in touch. If you don’t have an e-mail address for them, get it to add to your data base.

Step 3 - Create a “newsletter” that you can send out to this group on a scheduled basis that will keep them informed of what is happing in the market and remind them of the career opportunity with your firm.

Step 4 - Establish an annual plan of action that incorporates your newsletter and at least one phone call or visit to ask.

Centers of Influence

Not unlike prospecting previous client and customers, this strategy is focused on identifying resources in your market area that are in a position to refer people they know and do business with who might be looking for opportunities in real estate sales. The best way to think about who might be someone you want to add to this group is to use the “Yellow Pages” approach.

Step 1 – Create a list of who you know: A – accountants, attorneys, appraisers, etc., B – book keepers, bar owners, barbers, etc. A thru Z

Step 2 - Identify the people you need to meet and add to the list; i.e. Clergy, Coaches,etc. Networking has a long history of success and is the key to working your Centers of Influence list. If you don't know them...introduce yourself!

Step 3 - Follow the same steps outlined in working with previous clients and customers; Steps 1 – 4

Any one of these three recruiting strategies will produce a flow of candidates to the interview process. The challenge is to get started and commit the time to do the work. Like anything else you do, it should be scheduled. How much time? That is up to you, but unless you are in need of filling empty desks, just the normal process of adding staff should require an allocation of at least 10% of your time.

Having an active and successful recruiting plan in place has many positive affects on your sales staff and your ability to manage a productive team.


The Process of Selection

Recruiting is the activity that brings you in touch with people who you can interview. Making the right selection decision is the next step. This article might help with that challenge



What is in your Plan?

What type of recruiting plan do you have in place?

See results

Comments

    0 of 8192 characters used
    Post Comment

    • peachpurple profile image

      peachy 

      3 years ago from Home Sweet Home

      now i understand how real estate agents recruits

    working

    This website uses cookies

    As a user in the EEA, your approval is needed on a few things. To provide a better website experience, hubpages.com uses cookies (and other similar technologies) and may collect, process, and share personal data. Please choose which areas of our service you consent to our doing so.

    For more information on managing or withdrawing consents and how we handle data, visit our Privacy Policy at: https://hubpages.com/privacy-policy#gdpr

    Show Details
    Necessary
    HubPages Device IDThis is used to identify particular browsers or devices when the access the service, and is used for security reasons.
    LoginThis is necessary to sign in to the HubPages Service.
    Google RecaptchaThis is used to prevent bots and spam. (Privacy Policy)
    AkismetThis is used to detect comment spam. (Privacy Policy)
    HubPages Google AnalyticsThis is used to provide data on traffic to our website, all personally identifyable data is anonymized. (Privacy Policy)
    HubPages Traffic PixelThis is used to collect data on traffic to articles and other pages on our site. Unless you are signed in to a HubPages account, all personally identifiable information is anonymized.
    Amazon Web ServicesThis is a cloud services platform that we used to host our service. (Privacy Policy)
    CloudflareThis is a cloud CDN service that we use to efficiently deliver files required for our service to operate such as javascript, cascading style sheets, images, and videos. (Privacy Policy)
    Google Hosted LibrariesJavascript software libraries such as jQuery are loaded at endpoints on the googleapis.com or gstatic.com domains, for performance and efficiency reasons. (Privacy Policy)
    Features
    Google Custom SearchThis is feature allows you to search the site. (Privacy Policy)
    Google MapsSome articles have Google Maps embedded in them. (Privacy Policy)
    Google ChartsThis is used to display charts and graphs on articles and the author center. (Privacy Policy)
    Google AdSense Host APIThis service allows you to sign up for or associate a Google AdSense account with HubPages, so that you can earn money from ads on your articles. No data is shared unless you engage with this feature. (Privacy Policy)
    Google YouTubeSome articles have YouTube videos embedded in them. (Privacy Policy)
    VimeoSome articles have Vimeo videos embedded in them. (Privacy Policy)
    PaypalThis is used for a registered author who enrolls in the HubPages Earnings program and requests to be paid via PayPal. No data is shared with Paypal unless you engage with this feature. (Privacy Policy)
    Facebook LoginYou can use this to streamline signing up for, or signing in to your Hubpages account. No data is shared with Facebook unless you engage with this feature. (Privacy Policy)
    MavenThis supports the Maven widget and search functionality. (Privacy Policy)
    Marketing
    Google AdSenseThis is an ad network. (Privacy Policy)
    Google DoubleClickGoogle provides ad serving technology and runs an ad network. (Privacy Policy)
    Index ExchangeThis is an ad network. (Privacy Policy)
    SovrnThis is an ad network. (Privacy Policy)
    Facebook AdsThis is an ad network. (Privacy Policy)
    Amazon Unified Ad MarketplaceThis is an ad network. (Privacy Policy)
    AppNexusThis is an ad network. (Privacy Policy)
    OpenxThis is an ad network. (Privacy Policy)
    Rubicon ProjectThis is an ad network. (Privacy Policy)
    TripleLiftThis is an ad network. (Privacy Policy)
    Say MediaWe partner with Say Media to deliver ad campaigns on our sites. (Privacy Policy)
    Remarketing PixelsWe may use remarketing pixels from advertising networks such as Google AdWords, Bing Ads, and Facebook in order to advertise the HubPages Service to people that have visited our sites.
    Conversion Tracking PixelsWe may use conversion tracking pixels from advertising networks such as Google AdWords, Bing Ads, and Facebook in order to identify when an advertisement has successfully resulted in the desired action, such as signing up for the HubPages Service or publishing an article on the HubPages Service.
    Statistics
    Author Google AnalyticsThis is used to provide traffic data and reports to the authors of articles on the HubPages Service. (Privacy Policy)
    ComscoreComScore is a media measurement and analytics company providing marketing data and analytics to enterprises, media and advertising agencies, and publishers. Non-consent will result in ComScore only processing obfuscated personal data. (Privacy Policy)
    Amazon Tracking PixelSome articles display amazon products as part of the Amazon Affiliate program, this pixel provides traffic statistics for those products (Privacy Policy)