RISMedia's Real Estate Magazine

SEP 2018

Real Estate magazine is the industry's leading source for real estate news and information since 1980. Published monthly by RISMedia, Real Estate magazine offers timely and relevant real estate news to the industry's top brokers and agents.

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RISMedia's REAL ESTATE September 2018 65 The challenge for most managers and brokers is closing the gap be- tween setting your goals every year and actually achieving them. Here are eight of the proven methods I coach real estate sales managers and bro- kers on that will immediately create results for you, and, once you are committed to them, substantially el- evate every aspect of your operation. 1. Have a written strategy for recruiting and review it daily. Your strategy and plan should outline the specific ac- tivities you committed to doing on a daily, weekly and monthly basis to achieve your recruiting objectives. Once the plan is committed to paper, you now have the action plan you need to literally "take action" on. Re- view this list daily and keep it with you at all times. 2. Be held accountable to your action plan. Share your plan with your bro- ker, regional manager or another manager as an accountability part- ner. When something is tracked and measured, it improves. When it is tracked, measured and recorded, it exponentially improves, because you become laser-focused on making it happen. This is essentially making sure that what we say we are going to do, we actually do. 3. Focus on both net gain in agent count and in company dollar revenue. It is vitally important that you hire new agents that become producing agents quickly. Just hiring people to hire a lot of people is not effective. Hiring on purpose and being selec- tive requires you to qualify the candi- dates by asking great questions, and then getting them up and running with success immediately. 4. Hold career seminars at your office and promote them on social media with a Facebook boosted ad and landing page. These work and will at- tract new recruits to you. 5. Create a co-broke target list of agents. Contact them regularly offering help, support and marketing tools, and tell them your value proposition. Recruit- ing experienced agents takes time and is based on building a relation- ship of trust and confidence with them. Connect with them on Face- book and support their posts and private message them. 6. Avoid 'flystrip' recruiting, and, in- stead, recruit on purpose. "Flystrip" recruiting is when an agent joins an office just because it happens to be in their town. These agents are great; however, you didn't initiate their decision to get into real es- tate—they did. 7. Set recruiting activities and calls into your calendar. Who have you recruited into the business who is now a top agent in your office or company— someone who you directly initiated? This is the kind of on-purpose recruit- ing that will revolutionize your mind- set and your confidence, and help you meet and exceed your annual recruiting goals. 8. Go after your personal sphere. Some of the people in your personal net- work would make fantastic real estate agents. Make a list of 8-10 people in your sphere who you could teach to sell and be successful in real estate. Implement these proven strate- gies to create leads in your re- cruiting pipeline, recruit new and experienced agents to your office, and substantially grow your office on purpose with a plan! Please share your stories with me at sherri@sherrijohnson.com. For a copy of my exclusive Broker/ Manager Recruiting Assessment and Success Guide for Recruiting, email yourock@sherrijohnson.com. RE Sherri Johnson is CEO and founder of Sherri Johnson Coaching & Consulting. With 20 years of experience in real estate, Johnson offers coaching, consulting and keynotes, and is a national speaker for the Homes.com Secrets of Top Selling Agents tour. For more information, please contact coaching@sherrijohnson.com or 844-989-2600 (toll free) or visit www.sherrijohnson.com. An 8-Point Recruiting Plan for Strategic Growth by Sherri Johnson W hether you're opening an office in a new or existing market, trying to increase marketshare and profit, or replacing agents from natural attrition, one thing is for sure: Recruiting new salespeople to your team will dramatically increase all of your key operational measurables.

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