Do you want to be a better recruiter?
As a seasoned recruiter with over 30 years of experience, I can tell you the secret to successful recruiting is this:
Recruiting is like owning an NFL or NBA team.
You need to understand that recruiting is all about building relationships with people. People join people, not companies or brands. If they don't like you, they won't come to work for you.
So, first and foremost, you need to establish a career-long relationship with people in the marketplace.
To build these relationships, you need to have conversations with potential recruits. Top recruiters in the NBA, NFL, and NHL are cold-calling and creating connections with people. They're showing them the organization's value, passion, and vision of how they can help them win. Ultimately, people want to be with a winning team and need to see how you can help them make more money and make their life easier.
It's not all about commission...
People ask me all the time, Jim, how do you retain amazing agents? You've recruited and retained some of the best agents in America. They've stayed with you for years. You took a company from a hundred million to 1.4 billion over 10 years, created a company from 39 agents to one of the top companies in America. How'd you do it?
Well, the answer is, I want you to think about the people that work for you. Just think about the landscape of people that work for you today. And I want you to ask yourself, how many of those people consider you to be their personal friend? And if the answer is, I don't think any of them do, you have a problem because you're looking at them transactionally. And that's the first mistake.
It's the same mistake agents make when they look at their clients and customers transactionally too.
I look at the top agents in America. The top agents in America don't look at their buyers and sellers as buyers and sellers. They...
30 years ago, when I entered the real estate business, we used to see a clause, and I used to use this all the time myself, that we would build into offers.
And the clause said something to this effect:
"This offer is subject to the buyer qualifying for a loan and the home qualifying for a loan as noted in the offer terms. And you could say the loan type (conventional, FHA VA, whatever you're gonna do there) at an interest rate not to exceed X."
And that was the key part of that language. And I'm not suggesting you use that language exactly, that's something for you to talk about with your broker. But we would just have an interest rate cap built into our offers.
Now, some people would say, Well Jim, when I have my buyers get qualified, they generally lock themselves in. Not every buyer locks themselves in. A lot of buyers like to try to gamble and float it.
So when we build that language in, it gives the buyer an...
Sometimes a seller will say to you, "Well, just sell it to a cash buyer. I don't want to deal with financing."
Have you heard that? We all have from time to time. When you have a seller say that to you, you need to arm yourself with good information so you counter that. And help them understand that the market isn't comprised of a ton of cash buyers.
The good news is that there are more cash buyers that there has been. We've seen a huge uptake in cash buyers. But the current number as of today, in all across the country, is that 25% of the sales done in the country are now cash buyers.
But what's the reverse of that number? The reverse of that number is 75% of the sales are not cash sales. So they're involving some level of financing. Which means that when we list a property, we have to sell it four times in order to create a sale.
We have to sell it to the market, to get them excited about that listing. That's creating that...
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