Tag Archives: Real estate agent recruiting

Recruiting Top Real Estate Agents

Recruiting Real Estate Agents

Recruiting agents is the lifeblood of building your real estate brokerage. Agents will come and go and often it can feel like a roller coaster, but if you are constantly recruiting, you will keep your pipeline full and that will help minimize the ups and downs. It’s important to continually recruit a good mix of new and experienced agents. Above all, you want them to be productive and in alignment with the goals of your brokerage.  To keep them, you need to continually provide value that they will have a tough time getting anywhere else. Having a good group of experienced agents helps maintain continuous production, while newer agents get up to speed. They can also serve as role models.

How Will You Attract Experienced Agents?

As a savvy broker and business owner, you already understand the value of having a comprehensive business plan in place, but how often do you update and revisit it? It is helpful to create or update your business plan each year to help you stay on track, move the needle forward, and keep your goals front of mind. This plan should certainly outline how you intend to attract high-quality agents to your team and how many of them you need each year. At Weichert this is part of “knowing your numbers”. Here are a few ideas to consider:

  1. Create a Powerful Brand That Will Act as a Recruiting Magnet. For independent brokers, having a big brand presence in your local market is particularly important when trying to compete for seasoned agents. One story we hear over and over again from our brokers, is that recruiting got a whole lot easier the day they put the Weichert sign on their building. A big brand also helps with lead generation which is always a concern of established agents looking to change affiliation.
  2. Lead with Lead Generation. Even senior agents who have a good network are attracted to the possibility of quality leads that can come their way with little or no effort on their part. To the extent that you can show them a ready pipeline of these leads that come into your brokerage, you can demonstrate an advantage over where they are now. This is perhaps one of the strongest recruiting assets Weichert has, thanks to the Weichert Lead Network, a national system of advertising and technology that delivers online leads to live agents within minutes.
  3. Tools That Work. Then provide things like a CRM, listing presentation, professional personal branding and marketing materials that they don’t need to spend time creating themselves. Now you’ve positioned your brokerage as a place that provides value. Weichert, for example, provides its agents with a proprietary CRM, as well as listing and selling tools like our DOORS™ listing presentation, unique Price Trend Analysis, and “Getting to Know You” workbook, plus libraries of professionally designed marketing brochures and customizable templates for attracting clients and listing and selling homes.

The Power of a Brand In Recruiting

Part of the reason for the see-saw of agent headcount is often recruiting gets a lot of attention one week, then none for the rest of the month! What do you need to have a successful recruiting program? Here are some things to consider:

  • An annual recruiting plan
  • Defined recruiting activities
  • Professional marketing and presentation materials to use with recruits that presents your value
  • Consistent execution
  • Training to get agents up and running and productive fast

At Weichert, we believe recruiting is one of the key pillars to brokerage success.  This is why we provide our affiliates with guidance and support in each of the areas above. In addition, by providing agents with a full suite of selling systems, technology and marketing materials to support their business, we help our affiliates retain their agents by creating ongoing value. To learn more about the Weichert systems and the benefits they provide brokerages across the country, contact us at 877-567-3350 or view weichertfranchise.com.

 

Franchise Success Spotlight: Weichert Affiliate Dennis Murphy—Weichert, Realtors® – Donahue Partners

A Harvard University education has long been associated with some of the most extraordinary individuals in American Society. Harvard Alumni names read like a who’s who of American history, including global business leaders, politicians, diplomats and presidents.

To those distinguished alumni we add one more name: Cape Cod based Weichert® Broker, Dennis Murphy, owner of Weichert, Realtors® – Donahue Partners.

While a history degree from Harvard is not a requirement for success as a real estate broker, in the Cape Cod market it doesn’t exactly hurt either. It certainly speaks to his lifelong love of Massachusetts and his decision to settle in the Cape Cod Area. For Dennis, the path to real estate had more to do with Marge Donahue, Dennis’ grandmother. Marge was a beloved figure around the Cape who founded her own agency in 1963, which she ran until her passing in 1998.

“My grandmother was an inspiration to me,” says Dennis. After a stint doing advertising and marketing in New York City and being National Sales Director for America’s #1 market share television station, Dennis took over the independent agency in 1998.

The Road To Weichert

The 2008 recession hit Dennis’ brokerage hard. In 2009 he built out a new office but he was struggling to recruit and train agents. Dennis began to realize that he could use help. Dennis continued forward but in 2015 he met with Bill Scavone from Weichert and began to think seriously about an affiliation.

“I was very interested in their lead network,” says Dennis, “We actually did a test where we acted as a customer and used competitor websites to initiate contact, which were actually two other franchisors we were considering. In each case we never got a call back at all despite multiple attempts. But inquiries made on the Weichert site were rock solid at 3 minutes per response.”

This coupled with the clear and well developed systems Weichert showed Dennis really sealed the deal. In 2015, Dennis and his three agents signed with Weichert and became “Weichert, Realtors® – Donahue Partners”.

The Weichert Experience

The biggest difference Dennis felt after his affiliation was an overwhelming sense of relief. As Dennis puts it, “No more Dennis island.” At last he did not feel like he was in this alone.

With a full support team, Dennis suddenly felt like the wind was at his back. There were regular training sessions, such as “Sharpen the Saw” which are two-day management-level seminars for training and networking that Dennis still considers invaluable. There were regional Broker Council meetings right near Boston 3 times a year where he could interact with his peers.

Then there were the tools and systems. A full Fast Track training program to get new agents up and running and productive fast?  Done. A step by step program for recruiting? Done. A program for promoting open houses that actually works? Done. A completely elevated and professional looking listing presentation that could be customized though an online digital platform? Done. In fact the DOORS listing presentation was so effective and liked by his agents that he saw his closing rate rise significantly as agents used it and became more comfortable delivering it.

Another favorite benefit of affiliation for Dennis is simply the peer to peer relationships in the Weichert network. Both formal and informal meetings give Dennis access to a wide network of individuals inside and outside his market who are willing to help. That is the very culture of Weichert.

The Future With Weichert

Dennis only needs to look at his bottom line to know that some good things are happening. With a team now of close to 20 agents, Dennis has seen his GCI triple in 2 years and has met his entire previous year GCI in only 3 quarters in 2018. Dennis has his eyes on a second office in the mid-Cape area and is looking to hire 10 more agents in 2018.

But the best part for Dennis is that whatever the future may bring, he knows that Weichert has his back.

The Weichert Culture of Support

Being a Weichert affiliate is a partnership, a collaboration, done with great respect for what you’ve already achieved and learned.

After all, you’ve already built a successful business. We can help you do more.

For more information on becoming a Weichert Affiliate, call 877-567-3350  or visit weichertfranchise.com.

Truth: Your Agents Will Leave You Someday. How Strong Is Your Recruiting Plan?

As with any business owner, you must hire well for your business to succeed. The growth of your brokerage depends on the number and productivity of your agents. Continually recruiting agents—new or seasoned—who are enthusiastic go-getters adds excitement to the entire office and motivates current agents to do better. Having the right recruiting tools and systems ensures that your pipeline of potential agents remains full and you won’t be scrambling to replace production if, in fact, an agent leaves you.

Business Plan And The Numbers

Doing a formal business plan every year isn’t always the first thing on a busy brokers long list of To-do’s. Yet at Weichert, we emphasize the importance of this tool with all our affiliates. Your business plan should include a recruiting plan that should be a constant point of reference for you, not something you do and forget about. You should keep it current with an updated assessment of the brokerage’s needs in terms of agent count. Just adding 10 new recruits a year can substantially increase your gross sales income. Adding 20 a year is even better.

Think about your own plan. Do you have a realistic growth goal for your business? Do you know how many recruits you will need to reach your income goals this year? Knowing your financial goals and how that translates to additional sales and feet on the pavement is critically important in determining the minimum number of agent recruits you need to bring in for your desired profitability goal. Weichert affiliates are taught efficient ways to conduct productive recruiting activities, roll up and review the numbers each week to determine if they are on track to reach their yearly goals and can adjust their strategies if not on target.

Here’s a few tactics you can try to improve your pipeline of potential agent recruits.

Participate In School & Community Recruiting Events

You know that recruits can easily be found at real estate schools or college campuses, especially one that has a real estate program. Be part of recruiting events at these locations. Request to put a recruiting flyer on a bulletin board with a business card pocket to help gain interest in between recruiting events. Check it regularly to keep the pocket constantly filled with cards. Track who responds and from where to gauge the best locations and strategies.

Have Attractive Marketing & Training Materials

Use updated and well-designed marketing materials as recruiting tools. Professionalism is key. Be prepared to show your stuff to potential recruits with modern materials that describe your company culture, your success, the value you offer, and other important information that agents new to your brokerage want to learn. Inexperienced agents will be particularly interested in how you are going to train them to get up to speed and productive. Highlight strongly all the formal training and mentoring programs you have in your brokerage to keep them competitive. Really give them a sense that you will be fully vested in their success.

Promote Online

Let your online presence do some talking for you. Use your website to attract recruits with a career section that tells them why they’d love to work with you! Include information on company culture, photos of agents working and having fun and descriptions of all the great tools, training, sales successes and support every agent receives as part of your brokerage team. Social media works well to search for and solicit potential recruits, especially those more seasoned, who already have active real estate social media profiles.

Use Brand As A Power Tool

Sometimes having the right brand can be a powerful recruiting magnet. No matter how successful your independent brokerage is now, being part of a nationally recognized brand can open doors that accelerate business growth and more easily attracts recruits. Not to mention it often allows you to offer your agents much more than you could on your own.

Host Regular Career Events

One of the most effective activities can be holding regular recruiting events at your office. Promote through email, phone calls and social media. Make sure you have a dynamic presentation, be prepared with takeaway materials, show off your awesome office space and brokerage personality. By the time you’re done, they won’t want to work anywhere else!

Yes, effective recruiting is a big investment, but it is the single most important thing you can do for your brokerage. How do you find time to create the materials and training programs you need and where do you start? That’s where being able to plug into an existing, proven system can help. Companies that affiliate with Weichert, for example, are coached in best practices for recruiting, including effective ways to conduct regular recruiting outreach, hold career events and how to roll up and review the numbers each week to determine if they are on track to reach their yearly goals so they can adjust their strategies as needed. Weichert also provides affiliates with the presentation tools and marketing resources to make that dynamic recruiting presentation and professional impression. Plus, we offer training to get new agents up to speed and working in no time. All that plus national brand recognition which amplifies the attractiveness of your brokerage. All you have to do is implement. How easy is that!

Good systems, smart tactics and regular ongoing activity will keep your recruiting pipeline filled with agents eager to be part of your team. If a recruiting system like Weichert offers is something you’d like your brokerage to plug into, contact us for more information at 877-746-2067 or view weichertfranchise.com.

The Right Ingredients for an Attractive Brokerage

 

Think back to the real estate brokers you worked for when starting your career. What drew you to work there in the first place and what prompted you to stay or move on? Did you feel your input mattered or that no one cared what you had to say? Was there a real team dynamic or was it everyone for themselves?

As a broker, now is your opportunity to build the company culture you want. Whether you worked in real estate your entire life or started out in another industry, there are key attributes that make any business worth working for, including yours.

Trust And Honesty

Believability is important to success. Honesty and trust go hand-in-hand. Trust your agents enough to let them do their job of selling homes and provide the training and support for them to do so. Even as broker you aren’t expected to know everything but know how to get the answers. So, the next time an agent asks you a question you can’t answer, commit to researching it and getting back to them as soon as possible.  And then make sure you really follow up. Use the calendar app in your phone or email to set a quick reminder for yourself. When agents see that their queries are important to you, it makes them feel valued and deepens your relationships.

Respect

Trust and honesty lead to respect. But it’s a two-way street. You must respect the agents that you brought on to earn their respect in return.  This includes the young, inexperienced ones who may test your patience at times. Always be polite, actively listen and talk with your agents as equals. These agents, who you took the time to recruit, may provide you with a novel way of doing something that can set your brokerage over the top, which can only be learned through mutual respect.

Recognition

Recognize the talents and accomplishments of the team of agents you recruited. Did an agent close a particularly hard transaction or a new agent complete their first transaction by themselves? Announce it.  Did they close a personal record-breaking deal? Give them a shout out. Let everyone know of their achievements. Recognition isn’t all about highest grossing or most transactions in a year. It’s also about general accomplishments and teamwork to help all agents—new and experienced—feel valued. Agents who know their contributions are valued strive harder to succeed.

Support

If your brokerage goes above and beyond to provide the right tools and techniques for your agents to succeed and properly trains them in the use of these tools, then word will spread that your agent support is exceptional. In turn, these support tools make your brokerage the go-to destination for recruits, saving you time and effort in both real estate agent recruiting and retention.

Putting It Together

Re-evaluate your brokerage to make sure you are creating a dynamic and positive culture that values your team as a whole, as well as individuality. Model by example and your agents will do the same. Build a solid team of agents with the right tools, techniques and attitude and you will stay competitive in your market. While it’s up to you to build a culture of trust and respect, there are easier ways to provide everything else than trying to keep up alone. Affiliating with a National brand, such as Weichert, who already has the tools and systems in place makes it easy for you to plug in and run. You get a wide array of agent training opportunities right out of the gate, for example, including sales coaching, weekly and monthly seminars, general industry trainings, online courses, technology training and more. Plus, leverage awards and recognition programs, sales tools and techniques and technology platforms. With all of these things readily available to you, you have more time to focus on your brokerage-building strategy.

 

If you want to learn more about how Weichert can help your brokerage dynamics, contact us today: weichertfranchise.com or 877-567-3350.