Agent Recruiting

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Agent Recruiting

• Bill Baker and Joy Thieman

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Session Goals

• Achieve a greater level of confidence in yourself
  and your ability to recruit agents
• Leave with a sense of urgency to recruit
• Increase the value of your business asset
• Always Remember
• RECRUITING IS A DAILY SPORT!

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The Big Four Questions

• WHY DO I WANT SALES ASSOCIATES?
• WHERE CAN I FIND SALES ASSOCIATES?
• WHAT SHOULD I EXPECT FROM SALES ASSOCIATES?
• WHAT ARE MY RESPONSIBILITIES TOWARD SALES
  ASSOCIATES?
• The Right Answers can separate the successful
  brokers fromthe rest of the pack.

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WHY DO I WANT SALES ASSOCIATES?

• For leverage!
• Time, energy, influence, experience and
  expertise are exhaustible.
• Without leverage your abilityto succeed is
  limited to yourpersonal level of exhaustibility!

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WHY DO I WANT SALES ASSOCIATES?

• For security!
• At any given time, in any market, underany
  economic circumstance, someone is having a great
  Real Estate season.
• The more active licensees that are involved the
  greater the odds are that someone is doing well!
  . Diversify

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WHY DO I WANT SALES ASSOCIATES?

• For growth!
• There aint no such thing as breaking even or
  staying the same!
• You are either growing or already well on your
  way to a decline.
• THIS IS A NATURAL LAW, NO EXCEPTIONS
• Bottom LineProfitabilityIncreased Market
  ShareExit Strategy / Succession Plan

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RECRUITING IS A DAILY SPORTIF YOU DONT RECRUIT
YOUR COMPETION WILL!RECRUITING BUILDS MARKET
SHARE!RECRUITING WEAKENS THE COMPETION!RECRUITI
NG GORRILA WARFARE!
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Recruiting Sales Associates

• Where To Find Them
• How To Recruit Them
• Developing A Quick Start
• Training Development
• Never Stop Recruiting

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Where To Find Good Agents

• Previous Customers
• Insurance Agents
• Direct Sales Professionals
• Teachers
• Early Retirees
• Open Houses
• Developers/Builders
• Newlyweds, they have two incomes and friends
  buying homes like them.

• Tax/Courthouse Employees
• Ag/Timber/Forestry Industry
• Cattle/Equine/Livestock Industry
• Business Owners
• Friends and Neighbors
• Current Licensees
• Co-op Sales

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RECRUITING IS A DAILY SPORTIF YOU DONT, THEY
WONT JOIN!IF THEY DONT JOIN, YOU WONT
PROFITIF YOU DONT PROFIT, YOU CANT RETIRE!IF
YOU DONT RETIRE, YOU WORK TIL YOUR DEAD!
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How To Recruit Them
ASK
ASK
ASK
ASK
ASK
ASK
You have to A-S-K to G-E-T
Zig Zigler
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How To Recruit Agents

• Career Nights
• Recruiting Postcards
• Craigslist
• Classified Ads
• Career Webinar By Invitation
• Bulletin Board Postings

• Social Media Campaigns
• Leveraging Your Business Partners (Teach these to
  help you recruit)
• Lenders, Bankers,
• Insurance Investment Firms
• CPA and Legal Professionals
• Title Escrow Companies
• YOUR AGENTS!!!

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How To Recruit Agents

• Conduct a regular mailing / Emailing campaign to
  current licensees
• Just Listed / Just Sold Postcards w/recruiting
  tagline
• Try to recruit 2 or 3 at a time, form a class /
  team
• Expand your territory by recruiting outside your
  sphere of influence
• Contact databases of Real Estate schools of new
  agents, and licensed not working / active
• College placement offices
• Newspaper Ad showing off the top agent

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United Country Resources

1. Your Business Consultant

• www.UCIntranet.com
• Agent Recruiting Tools
• Agent Recruiting Ads
• www.JoinUnitedCountry.comwww.JoinUCAuctionService
  s.com
• Add a link(s) to all of your websites
• Add to signature box on all Emails

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Recruit to SPG Categories
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Recruiting Rules!(How do you appear to potential
recruits?)

• Provide a growth oriented workplace
• Must Be High Energy, Fun, Welcoming Environment
• Create a Showplace of Success
• Take a close look at your Personal Brand
• Be Professional and Ethical
• Know the United Country Program - Sell the
  Difference!
• If you dont use the United Country tools, they
  wont get it
• Believe and Live the United Country Brand
• Use UC listing Presentation to Explain Program
• Stress Continued Learning, Use UC University
• Working and Educated Agents Make More Money

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The Talking Points!( What to say when talking to
a potential agent )

• Direct Approach
• Your Interest in them is the highest compliment!
• Focus
• High earnings potential and the true effort
  required!
• Dont Sugar Coat
• HARD WORK STICKTIVITY INCOME
• If you dont W-O-R-K, you wont get the
  M-O-N-E-Y Bill Baker

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Benefits of Joining UC

• Confidentials
• No fee referrals
• Agent Training
• Back Office Support / Technology
• Marketing
• Auction Services

• Differentiation
• Listing Power
• Niche Property SPG
• More Exposure for Their Listings
• Internet Dominance
• Support Team
• Personal Branding

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Handling Agent Objections

• Your fees are too high
• Better Services Higher Commissions
• Differentiation Wins More / Better Listings
• Higher Volume Commissions Higher Income
• Small office / low market share
• Help build from the ground up
• Not just a number
• Wont be overlooked / individual training
• Personal team
• Specialty marketing

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Handling Agent Objections

• I sell homes, Not what you sell i.e. farms, land
  etc.
• 60 residential
• They now can add 24 SPGs
• Growing in all sectors
• United Country is an Unknown Brand
• 30M Website Visitors
• 500 Offices
• 3B Sale Volume
• 400,000 Buyers in Database

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RECRUITING IS A DAILY SPORT

• FOLLOW UP!
• Hand Written Thank You Note
• Email Drip Campaign (Agent Achieve)
• Send Them Your Office Newsletter
• Regular Phone Calls (no more than 30 days
  between calls)
• Invite Them To Office Events
• Conference With Your Top Agents!

Be Their Broker Before You Are Their Broker!!
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Develop A Quick Start30 days to List / Sale
Program

• Work starts immediately, dont waste time
• Circle of Influence, Target property owner lists
• Learn the current inventory
• Develop realistic listing plan / techniques
  (letters)
• Assign the recruit to an agent to shadow
• Help the recruit become task oriented
• Inspect what you except

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Training Development

• Welcome To United Country
• Tech Tuesday
• Fast Start
• Pre recorded Webinars
• United Power!
• Associate Power!
• National Training Conference
• Use Uniteds Tools (Intranet)
• Professional Coaching

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WHAT SHOULD I EXPECT FROM SALES ASSOCIATES?

• Work ethic, moral ethic sticktivity!
• Work ethic is the most important.
• Moral ethics and sticktivity are crucial
  character traits, but of little use without a
  strong work ethic.
• These characteristics must be present and cannot
  be taught. However, they can be expanded and
  stretched.

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WHAT SHOULD I EXPECT FROM SALES ASSOCIATES?

• Commitment and investment!
• Willing to tackle the tasks that are
  requiredfor their success.
• Must invest in their own marketing or will never
  take ownership of United Country and never reap
  the benefits.
• Investments may include personal promotions,
  listing mailing programs, technology equipment or
  even hiringassistants!

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WHAT SHOULD I EXPECT FROM SALES ASSOCIATES?

• Loyalty and a Growth Attitude!
• Fiercely loyal to the United Team.
• A commitment to service
• A tolerance of fellow associates.
• Willing to embrace others into the RealEstate
  profession.
• As you add agents, the existingsales staff
  always has the opportunity for additional
  salesand listings.

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Never Stop Recruiting

• Plan / Block Time Each Day to Recruit
• Encourage current staff to assist
• Dont rest on the laurels of success
• ALWAYS SELL SUCCESS!
• Make recruiting a habit
• Recruiting is a state of mind

Always Remember RECRUITING IS A DAILY SPORT!
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More Agents More Listings More Sales More
Profits More Money
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Q A

• Testimonials

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Agent Recruiting

• Bill Baker and Joy Thieman