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 coul...

If you're a recruiter for your company, a brokerage owner, or a team leader, there's something important you need to understand: you have to recognize the strength in every weakness and the weakness in every strength to succeed.

We can't be all things to all people in real estate. You might have a large brokerage or a small one, a great physical office or none at all, be part of a franchise or independent, have top-tier technology or limited resources. The key is not to get hung up on what you don’t have. If you use it as an excuse to avoid recruiting and prospecting, you’re holding yourself back.

Instead, ask yourself: what's the strength in the weakness? What's the weakness in the strength?

For example, let’s say someone tells you, “I don’t want to work for a competing broker.” That’s a valid concern. If you are a competing broker, you need to be prepared with the right response.

You could say:

"I totally understand where you're coming from. But can I share why being a competing...