The “Focus Shift” Secret that Makes Top Agents Drool About Joining Your Brokerage

It happened, you were able to set a recruiting appointment.

Now what do you do when you’re going to meet someone for the first time at coffee or lunch? Do you immediately launch into your pitch?

That’s the worst thing you could possibly do in your first meeting with a potential recruit.

The first thing you need to do is build rapport and trust. One of the best ways to do that is by understanding who you’re talking to — doing a deep dive and some intelligence research on the agent before the meeting.

What does that look like?

Obviously, you can Google them. You can look at their social media accounts. You can talk to other people in your office about what they might know.

But here’s an easy strategy most recruiters miss: dive into their current inventory.

Look at their listings. See how long they’ve been on the market. Look at their price points. Where are they focusing? Go back and look at the trajectory of their business. Are they up or down compared to last year at this time?

If I’m walking into a meeting and I know their business is down 10–20%, that’s a different conversation than if it’s up 10–20%.

I also want to look at their pending deals. What do they have pending? What were their last five transactions? What can we speak to?

When you drop those nuggets into conversation, it changes everything.

“Hey, I saw you closed that deal on Third Street. That looked like a tough one — what happened there?”

“I saw you’ve got a couple great listings. How’s activity been on First Street? How’s it been over on William Avenue?”

You can talk to them about their own inventory and recent closings.

You can say, “It looks like you’ve been on an upward trajectory — up 10% or 12% over last year. Congrats. Incredible work.”

“I watched that social media video you posted last week. Really cool. I liked what you did there.”

If you come in having done your homework, they’ll notice.

Their own brokerage probably isn’t tracking their business like that.

When you focus the conversation not on your pitch, but on them and their business, you put yourself in a position to have a meaningful conversation about how you can help them close even more transactions in the coming year.

If you want recruiting strategies that actually work, check out The Path Performance Coaching for brokerage owners and sign up for a discovery call with me here. 

I’d love to talk about your 12-month recruiting goals and how we can help you achieve them.

Have a great day. 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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