Tag Archives: Business plan

How To Succeed Recruiting Experienced Real Estate Agents

Real estate agents, even top producers, need business coaching.  A broker and/or team leader must be successfully coaching and leading the current top producers in the office before he or she can expect to bring on others.  Whether the broker/team leader was a solid producer or not, they must evaluate the agent’s business, offer solutions to improve results by helping create a solid business plan and hold them accountable.

Brokers/team leaders need to stop selling a commission split or a flat monthly fee and start transferring value.  Real estate offices across the country claim that they have a fantastic training program and technology, which they believe will attract and retain top producing real estate agents.  When you can transfer real value to agents, your recruiting call is no longer a sales call.  The conversation includes the benefit of a meeting that will provide value to the prospect.  The interview becomes a coaching meeting and not a sell.  Working with prospects using this approach and leaving them with action steps for their business, provides you with an opportunity to follow-up and answer more of their questions.  The broker/team leader has now created a context that will carry forward until the prospect decides to join the company, rather than asking – “Are you ready to join?”

Very few agents are getting consistent coaching from their broker/team leader. The key is to transfer value and lead your prospects better than their current broker/team leader does.  Give your agent prospects what they need, a solid coaching program that delivers results!

Related Article:
Build a Bigger Real Estate Team by Becoming a Student of Human Nature

Get Started On Your Business Plan

A winning Business Plan helps to develop a clear, concise plan of action to guide your activity to reach your desired goals.  The first step in developing a Business Plan is goal setting.  Once you identify the desired outcome, you develop the plan to achieve those results.  A goal without a plan is as useless as a plan without a goal.  Here is the Business Plan Worksheet that my real estate team uses to clearly identify their desired goals.

“The chief characteristics of the volitional act is the existence of a purpose to be achieved; the clear vision of aim.” – Robert Assagioli – The Act of Will

After completing your worksheet, the next step is to create a plan for you to reach those goals.  A great start is reviewing what you did last year.  Here are a few examples:

  • Where did my leads come from last year (referrals, past clients, open houses, internet, expired listings, etc..)?
  • Which marketing programs had the most success or need to most improvement?
  • How many appointments did I have last year and how many turned into clients?

Create a definite plan to reach your goals based on your analysis of last year’s activities and your goals for the coming year.  Your written plan should include clear and concise statements to be measured and analyzed on a consistent basis (at least quarterly) to make any necessary adjustments during the coming year .

Work with your Team Leader or Broker to complete your Business Plan now and make 2012 your best year in business!

Related Video:
Conceive, Believe, Achieve.

Related Articles:
The Components Of A Winning Business Plan
Have You Considered Getting An Accountability Partner?

Use Training Events To Build Your Real Estate Team!

Recruiting experienced agents is an important part of any real estate office’s business plan. What are experienced agents looking for…commission split? Agents are really looking for leadership and value. The only time that commission split and fees don’t work for an agent is when they are getting nothing in return from their broker.

How can you get in front of experienced agents and give them an opportunity to learn about your training, leadership and coaching skills? These are the major reasons an agent will join your company. What about hosting a training event for agents in your marketplace? Have your broker, members of your team or even an industry expert conduct a training session at your office, a local restaurant or a local hotel.

Sounds like a plan! What do we need to do first?

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The Components Of A Winning Business Plan

A winning business plan helps to develop a clear plan of action to guide your activity and dramatically improve your level of performance.

1. Fix in your mind the exact number of prospects, new clients, closed sales, new agents and income. It is not sufficient to simply say, “I want plenty of new clients.” Be definite as to the amount!

I will:

  • Add 20 new clients
  • Close 9 real estate sides
  • Add 6 new agents to my team  

2. Establish a date when you intent to reach these goals. Commit to your deadlines!

I will reach my goals by June 30, 2011

3. Determine exactly what you intend to give in return to achieve your goals. There is no such reality as “something for nothing.”

I will:

  • Attend networking events every week
  • Connect with 200 real estate agents on social networks
  • Send 500 prospecting flyers    

4. Create a definite plan for carrying out your actions and put this plan into action – NOW! Whether you are ready or not, get started. Don’t sit back and wait until everything is in place before you start executing.

“A good plan violently executed now is better than a perfect plan next week.”  – General George S. Patton

5. Write out a clear, concise statement of the specific goals and objectives that you intend to achieve.

I will add 6 new top producing agents to my real estate team by the end of this  quarter.    Accomplishing this will provide a 5-digit residual income every quarter  – not including my personal production.

6. Read your written statement aloud two times every day. As you read it, see, feel and believe that you are already in possession of your goals and objectives. This helps you imagine how good it is going to feel when you achieve these goals. This gives you that burning desire!

Stick to the plan and let me know how well you do!