The “Weakest Point Recruiting” Secret That Turns Weaknesses Into Treasure Troves

Hey guys, if you're a brokerage owner or team leader, I've got a strategy for you when it comes to recruiting, and that's what I call “Weakest Point Recruiting.”

You might say, what does that mean? Weakest point recruiting simply means this: I want you to look at your overall business today—your brokerage, your team. Most of us are pretty strong in residential resale. That’s the general core.

But what about other areas of the market? Maybe you're weak in land sales. Maybe you're weak in rural property. Maybe you're weak in waterfront, golf courses, condos, or commercial property.

I want you to identify two or three areas where your company or team is just weak—where you're not very strong in that market area. And I want you to look at this not as a weakness. I want you to flip it on its head and ask, “how can I turn this into an opportunity?”

Your opportunity is to recruit to your weakness.

Here’s what I’m going to do. I’m going to identify the top 10 agents in that niche who could fill my gap. So I go into the MLS. Maybe it’s land, and I say, who are the top 10 people who have sold the most land in the last six months? Or who are the top 10 people who have sold the most condos in the last six months?

Now I’ve got my top 10 list. I’m simply going to go down the list and make contact.

I’m going to say, “Hey Jim from ABC Real Estate. I was doing some research this morning, and I have a reason for this call. I promise to be quick. I saw that you’re one of the top 10 agents in land sales in our county in the last six months.

“That’s pretty impressive. I just want to say congratulations. Good job. But there’s a reason for my call. We really want to develop our land sales department here at our company. I’d love to pick your brain on what you’re doing, and I’d also like to ask if you might be interested in partnering with a company like ours to really develop that department.

We’d love to see if there’s a way we can go all in on this to help grow it. I’m willing to put resources behind it and really grow that part of our business, which right now is not as strong as it could be.

Would you be open to just having a conversation about what you’re doing and maybe what a partnership could look like?”

They’re going to say yes or no, but you’ve planted the seed.

We use the word partnership. I’m not talking about a literal partnership—just a partnership within the niche. But I’m telling you, it will stroke their ego, and their current company has never had that conversation with them. Their company doesn’t look at them as a partner.

Even if they tell you no today, I guarantee you that in one, two, or three months of follow-up, at some point they’re going to circle back and say, “You know, you talked about developing land. I’m ready to have that conversation.”

Now you’re recruiting to your weakness, and it becomes your strength.

I’m telling you, this works. I’ve done it myself many times, and there are a lot of areas where this is a really unique opportunity.

I’ll give you another example quickly. Maybe you don’t have a Spanish speaker—or someone who speaks another language—in your company.

You might say, “That’s a gap for us.” So you target agents in the market who are Spanish speakers, and you go talk to them.

“Hey, one thing we’ve noticed is that our company doesn’t have anyone who speaks Spanish, and that’s something we need to develop. I’d love to have a conversation with you about what that could look like.”

There are so many areas like this that can really help you grow.

If you want more strategies like this and you want to take your business to the next level, I’d love to have a conversation with you personally about how we can help your company grow on the recruiting side.

Growing through recruiting experienced agents is really the only path to profitability for a real estate brokerage owner or team leader.

I know you’re probably someone who could grow your business dramatically with just the right push in the right direction—the right tools, the right technology, and the right strategies.

You just need the right path and the right mentorship, and we have it for you.

Sign up for a discovery call with me below, and let’s have a conversation.

Book your time here.

I’d love to connect in the next week or two.

Have a great day, good selling, and I look forward to talking with you soon.