Are You Using Your Relocation Department to Recruit?

Strategies and solutions from industry icon and our friend, Carol Johnson of Recruitingpipeline.com. 

The relocation process provides many opportunities to establish the value of your firm to the agent community as well as corporate and relocation clients. Not only is your relocation department interacting with the top producers in your own company; they are in regular contact with your competitors' top producers.  It should operate as a bridge rather than an island.

Relocation business is a recruiting and retention benefit. It should be reserved for those who meet pre-defined skills and levels of experience. Established agents appreciate a reliable source of prestigious relocation business and training.  New agents seek the opportunity to earn relocation business by developing the skills needed to give quality service to corporate transferees.

I believe that recruiting should be pervasive-all encompassing in a company. Every department and person in the company should be involved in the recruiting process. Brokers can and should train their recruiting, training and relocation departments to work as a team for the benefit of all.  When plans and systems are coordinated, they can be used to recruit, retain and increase agent productivity in any economy.

8 Key Similarities Between Recruiting & Relocation:

•1.    Analyze the market

•2.    Identify prospects

•3.    Get appointments

•4.    Build relationships

•5.    Negotiate benefits

•6.    Agree on terms

•7.    Deliver consistent service

•8.    Maintain long term relationships

One of the most powerful recruiting techniques I know is for a Relocation Director to let the co-op agent know they highly esteemed at your company.

Here is some dialogue that should roll off the tongues of anyone working with coop agents on corporate relocation transactions.

• Relocation Coordinator: I admire the way you do business. You really understand the level of service it takes to succeed in relocation. Would you consider being on our relocation team?
• Relocation Coordinator: I hear another one of our corporate clients bought one of your listings. You always have an inventory of sharp well priced listings and we always have a supply of qualified buyers. Let's get together and see if there isn't a better way for us to work together.
• Relocation Coordinator: This is the third corporate listing you have sold this year. We tell our corporate clients how proud we are to work with you. You always make us look good because you're so professional. I want to introduce you to our Relocation Director; I think the two of you should meet.
• Relocation Director: I keep hearing about you from our staff. Everyone thinks you are one of the best. I have been hearing your name for months from our agents, managers and relocation coordinators. Do you have time for lunch this week?

 Make your relocation team part of your recruiting team and everyone will be a winner!

Carol Johnson is President of The Recruiting Network and Publisher of The Recruiting Pipeline web site, the real estate industry's leading source for strategic recruiting resources. She is the author of The Recruiting Revolution in Real Estate and a leading authority on recruiting systems, products and services.  Her monthly Teleclasses attract some of the most influential brokers and recruiters in the industry. Her coaching has increased individual manager's recruited volume with astounding results.  For information on Carol Johnson's coaching and consulting programs go to www.RecruitingPipeline.com or Call: 847-524-8487. Email: Carol@RecruitingPipeline.com.