When Good Agents Go

by Stanley Bishop, EXIT International Trainer

It’s a transitional time of year; one where many professionals strategically plan for growth, and in some cases making a move. Now is the time for you to plant your recruiting seeds.

Most agents start researching one to two months before they switch their license to a new brokerage, so start by reaching out to the cross-selling agents who’ve recently completed a transaction with your brokerage. I recommend implementing a proven, consistent system that’s effective for sponsoring productive agents. If you’re an owner, consider engaging your agents in the process to increase your conversation percentage, and help further build a culture where everyone benefits from the brokerage’s growth.

MAKE THE CALL

Your first call starts with thanking the cross-selling agent for doing a transaction with you or your brokerage. True interest builds rapport and relationships, so focus on them and extend your congratulations for closing the deal.

ASK FOR FEEDBACK

As a follow up call, ask the cross-selling agent for feedback on your, or your agent’s performance. This is an authentic conversation about being a work in progress and gaining valuable insights into execution for optimal training and mentoring, which illustrates that agent development, and an agent-centric culture is at the forefront of your brokerage.

EMAIL YOUR GRATITUDE

Finally, send a thank you email to the cross-selling agent for closing the transaction with your brokerage and providing their feedback. A few other steps you’ll want to take in between are to have your Admin/Broker Manager send a closing checklist, adding the cross-selling agent’s contact details to your recruiting CRM, and if the deal was through another agent in the office, contact them for feedback on the cross-selling agent as well.

Those are just a few steps of an 8-week system that I have customized for crossselling agents as well as those newly licensed, top earners, team leaders, buyer’s agents, and more that include ways to keep in touch and create opportunities for sharing information. Let’s set up a coaching session today, to develop a system specific for your needs of tomorrow.

CONTACT STANLEY

Stan Bishop Consulting provides a consultative approach to growing your business by developing action plans that are easily implemented for success.

P: 904-237-2933 E: Stan@StanBishopConsulting.com W: StanBishopConsulting.com