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Judy LaDeur International
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By Judy LaDeur
Judy LaDeur International
What do top recruiters/brokers do on a daily basis to insure consistent results in recruiting? Would you like to observe them for a day so to see what works, and what you could do to get better results? That's what I do everyday! I coach, train and consult with the best in the business and there are definitely several common threads that run through their daily tasks. Let's look at the 7 daily habits:
#1: Phone calls are a daily routine: They talk to 5 agents every day about a career with your company. When their pipeline is empty they spend several hours each day making calls. For a Master Recruiter, if they are not interviewing a candidate, they're looking for one!
#2: They book one interview per day. Master Recruiters know they need to be face to face with at least 3 experienced agents per week. But agents sometimes cancel or reschedule an appointment, so they book 5 interviews each week.
#3: They network for referrals daily. Master Recruiters say the best way to get appointments with the best agents is to build relationships with their existing agents. Master recruiters say 50%-80% of their recruits are a result of the referrals from their agents. How do they get the referrals? They ask for referrals, they watch who the agents are co-oping with and follow up with phone calls, they hold networking/coaching sessions weekly for the agents in the office, and they understand that when agents are happy with their office, they want other agents to have that same experience.
#4: They follow up with the agents in their pipeline: Master recruiters hire about 50% of the agents that they interview that day, or within 60 days of the initial interview. 15% will choose another firm right away and 35% of the agents will decide to move sometime in the next 12 months. That means follow up is critical for long term success. Follow up involves, notes, calls, sending books or gifts, invitations to special or social events, or perhaps sending them an article that would help them in their business. The most effective follow up is customized to that agent. If you discovered that the agent was nervous about a change, you might send the book, "Who Moved my Cheese" which deals with change. If the agent was going on vacation, you could send a book that they could read on the beach with a note to enjoy their vacation and call when they return. If marketing was their hot button, you could print several customized marketing pieces with their name to show how you can support their career through marketing support. If advanced training is what they need, you can invite them to a training session. A master recruiter always takes lots of notes during the interview and what they learn in the interview, is their guide to follow up until they get the agent.
#5: They delegate tasks such as mailings. A Master recruiter knows their job is to recruit agents. The most valuable use of their time is on the phone with an agent, in an interview with an agent or networking for referrals. They look for others to do the administrative part of the job. A top producer knows that the best use of their time is to stay face to face with a buyer or seller and delegate all the "stuff". Master recruiters have the same mentality as top producers.
#6: They have an effective marketing campaign: What is an effective marketing campaign? One that works! Your marketing pieces should create curiosity and desire to know more about your company and the opportunities that you have for them. Your marketing should also educate them about the results that others have had when they joined your firm and what's in it for them to check you out. It is not just about sending them a letter or postcard but about sending them the right one! The right marketing pieces make it easier to get an interview with the agents that you want.
#7: They constantly educate themselves about their competition and know how they compare to their competition: When you know that you are the best office in your market, you will always be more passionate in your presentation. Master recruiters never get discouraged when the competition offers really high splits or offer "great deals" to get an agent. Master recruiters know that when you can show more value you will always hire more agents. The key to showing value is to show the agents the opportunities that they can have with your firm that they don't have now. Each opportunity is worth thousands of dollars.
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