Recruiting Agents to Your Office
This is by far is the most important part of your job. There is an old saying that recruiting cures all ills, and it is true. If you need more income, recruiting experienced agents is the answer. If you have an office with a culture issue, you can fix that by recruiting agents who think and feel in a way that aligns with our Schmidt office culture. Recruiting can be done in many ways using different methods. The traditional way is by making many phone calls and scheduling appointments and then doing presentations to those you are able to meet with. Another method of recruiting is conversive recruiting where your focus is on building a friendly relationship over time with various agents of different companies by casual meetings and conversation. This can be accomplished by making co-broker thank you calls, attending broker open houses, board events, community events, etc. Once a relationship is forged and you feel they will be a good fit for your office, you would move forward with an actual recruiting presentation. The method that you use does not matter, if you have a comfort level, can be authentic and recruit agents to build the office and the company. A great manager will recruit two or more agents per month. This may seem like a lot, but if you do not consistently recruit agents, over time, your office will begin to decline. Agents retire, move away, have health or family issues, get married or divorced and yes, sometimes they go to other brokerages. The truth is that they will leave, and it is your responsibility to keep the office growing and profitable. Leverage your support resources by bringing in the President of the Marketing Group or the team leads for design and digital marketing on your recruiting appointments. You can also include our Luxury Ambassadors, another manager and/or the President or Vice President of the region. They are happy to help tell our story and represent that we at Coldwell Banker all work as a team to support each other and the company as a whole. The manager is required to participate in any and all recruiting tracking, pipeline reports, and training on best practices.
8 | Sales Manager Handbook
