Brokerage Leaders: Use This “Trigger Event” Strategy to Win Top Agents

Brokerage owners and team leaders, I want you to start watching for something, and I want you to be opportunistic. That might sound negative, but it’s not.

As an office leader, you have a duty to yourself, your business, your family, and your colleagues. That duty is to recruit consistently. One of the easiest ways to do that is to be opportunistic in a positive way.

What does that mean? Look for trigger events.

Trigger events in your community could be:

• An office leadership change at XYZ Company
• A brand change
• A staffing shakeup
• A technology challenge

I hear about these things all the time, and when they happen, they give me a reason to engage with that company.

For example, I might ask in my office, “Do you know anyone who works at XYZ? They’re having some changes over there. I’d like to reach out.”

Then I’ll make the call:

“Hey, I understand there’s been some changes at your company. I’ve always been impressed with your work. You’re probably very happy where you are—and that’s great. But if you ever want to know your options and learn what we’re offering at our firm, I’d love to have that conversation. If you have 20 minutes, I’d love to buy you a coffee sometime.”

That simple approach opens the door.

Most of the time, they’ll say no. But sometimes they’ll say yes. And many times, you’ll plant a seed. A month or two later, they might call you out of the blue and say, “I’m ready for that meeting.”

You’ll be surprised how often that happens.

Use this strategy. It works almost too well.

If you’d like more recruiting strategies that feel natural and authentic, click here to sign up for a discovery call with me personally, and we’ll explore what’s going on with your company and how we can help you grow.

Have a great day, and good selling.
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Why do Brokerage Owners, Office Leaders, Team Leaders, and Solo Agents choose Jim to be their coach?

+ 32 Years of Real Estate Sales, Management, and Coaching Experience
+ Top 1% REALTOR Himself (he has been in the trenches)
+ Opened his First Real Estate Company at 23
+ Grew his Real Estate Company to 17 Offices (largest in Oregon)
+ His Current Team Closed $1.4 Billion in Sales in One Year
+ He is a Current Real Trends Top 500 Broker

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