Now that you have identified your unique-ness, set up your database and started lead generation for potential prospects you should have real estate agents that want to hear more about you and your brokerage. Once you have prospects you will want to conduct a value meeting in order to explore what they want and how what you offer takes care of their concerns.
The in-person appointment is the #1 thing that helps brokers recruit more experienced real estate agents. And practice is important. The more interviews you do, the more confident you become, and the more agents will be interested in your brokerage. I call this the value meeting because you are trying to demonstrate the value you have to offer that is different than other brokerages they might be trying to recruit them.
A few things to consider prior to a face-to-face meeting are;
Be a Leader A little earlier we covered what it means to be a leader. Now it’s time to put that knowledge into action. When meeting with talent, “act as if.” In other words, you want to demonstrate your leadership and competency now, before you are their leader. The idea is to create experiences where the agent prospect can experience what it would be like to join you and your company, before they do. You want them to experience your leadership and your company’s culture.
Be Genuine Be sincere and genuine, and let them talk. By getting them talking, you can soon uncover their problem areas and reveal what they need. Then, you provide the solution. Be sure you stay away from bashing other companies/brands. Take the high road and answer questions with what your business can do and what your business has already done.
Transfer Value Introduce the agent to something of value that can help them in their business now. By doing this consistently, the agent prospect can see you as a valuable asset and consultant for their business, opening the door to a potential move to your organization.
Make a Good First Impression When you have an agent prospect coming to your office to meet with you, let your staff and affiliated agents know to expect your guest, and prep them to be warm and welcoming. Make sure your staff and affiliated agents know not to interrupt you while you are with your agent prospect; shut your door and send your phones to voicemail.There are five steps to an effective value meeting:
- Greeting
- Needs Analysis
- Present
- Handle Objections
- Close
At the end of the appointment, if you don’t have their commitment to join, be sure you say something indicating a high interest level, otherwise people walk away wondering why you didn’t close them. The more you practice closing, the more comfortable and more natural you will be with it.
Not everyone candidate is going to join you after a value meeting. The important thing to remember is to always get the next engagement and to follow-up for long term success. If a candidate says yes then you will begin the paperwork and on boarding process. If they say no think of it as “not yet.” Recruiting is a long-term strategy so continue to follow-up and build the relationship.
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