"Observe, Assess and Invite" To Interview | Recruit Selectively

By
Managing Real Estate Broker with RE/MAX Executive Realty 104763
https://activerain.com/droplet/5cmw

 

Recruiting is an ongoing process with every real estate office. I always considered it the opportunity to filter out the dead weight.  Unless one has a well-oiled machine of real estate agents in the office, recruiting will be ongoing. Broker/Owner/Manager/Recruiters each have a style of their own and that style is a reflection of their attitude and game plan for the office.  

 

There’s a right way and a not so right way to do every task. Recruiting can be frustrating to the recruiter because it doesn’t happen quickly, and if it does happen quickly, beware!!!  We all want to recruit the “cream of the crop” and the “pick of the litter.”  How does one find that person?

 

When I was actively working deals in real estate, I would always have recruiting in the back of my mind.  The only way I was able to recruit and continue to work in the business was to use my “co-broke agents as the pool of recruits.”  It was a great plan because 99% of my listings were co-broke deals.

 

I was able to experience first-hand how that agent worked his/her deals; how that agent communicated with all of the parties involved; how that agent presented him/herself; and how quickly that agent could think on her/his feet and respond to me.  All of those qualities were very important to me as a manager looking for new agents to hire. Every transaction was an impromptu interview!!

 

 

Production is not the number one factor.  If all of the other qualities were above average, I would make a decision to “invite” that agent to meet with me and discuss the future.  It never resulted in an immediate hire, but most of the time, I would hear from that agent in the future.  It was an invitation to join our sales force, and the door was always opened to that person.

 

There was no pressure.  There was no coaxing.  It was a standing “invitation.”   Agents appreciate the fact that they are wanted now and in the future.  That agent is considered a player who made the cut.  That agent was a winner in the eyes of another manager outside of his/her office.  The agent never forgets that invitation, and it only needs to be presented ONCE.  That was my method, and it always worked well for me.  

 

I think it was called “multi-tasking” rather than recruiting. I would "Observe, Assess and Invite" to interview. I never did follow up phone calls; never emailed to get their current thoughts; and there was never any type of pressure. I didn’t need bodies. I needed quality agents who wanted to be with us. That makes a big difference in how one recruits.

 

Just another thought for the moment……

Posted by

       

Barbara Todaro, sales manager of RE/MAX Executive Realty 

Marketing Agent for The Todaro Team

308 W. Central St...suite E

Franklin, MA 02038

508-520-9881

Exclusive Marketing Agent for The Todaro Team

 

             Copyright © 2009 - 2018 Barbara Todaro

                               All Rights Reserved



 

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Rainmaker
2,275,283
Myrl Jeffcoat
GreatWest Realty - Sacramento, CA
Greater Sacramento Real Estate Agent

I think "Observe, Assess and Invite" are excellent components a broker or manager may consider in others, who they wish to join their team.

May 20, 2018 10:50 AM #1
Rainmaker
4,506,554
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"Franklin MA Homes"

Myrl Jeffcoat recruiting should not be based on a license and a pulse.... production is not the only factor....and that's what an interview is for after you've observed the agent in action through an entire transaction ....and you've assessed the details of his/her actions....

May 20, 2018 10:54 AM #2
Rainmaker
123,949
Khash Saghafi
Liberty Home Mortgage Corporation - Cleveland, OH
Mortgage Loan Officer, Cleveland Ohio

Great perspective Barb.  I'm not a hard seller.  I get probably 1-3 calls per day from my LinkedIn postings and I don't chase, pressure or follow.  I'm not sure if I should or should not, I don't like high pressure sales.  Production is definitely not the number factor as you said.  Thank you for the post!!

May 20, 2018 10:58 AM #3
Rainmaker
4,506,554
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"Franklin MA Homes"

I like the more methodical recuiting style.... it's MOST important to OBSERVE.... every active agent has the opportunity to observe during a transaction....it's a good way to create an initial list of potential recruits for the office/team.... Khash Saghafi 

May 20, 2018 11:02 AM #4
Rainmaker
1,643,796
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Good afternoon Barbara - I love it.  This is the best approach.  I call it being a talent scout.  My best recruiters in the corporate world were those type of talent scouts.

May 20, 2018 12:01 PM #5
Rainmaker
4,506,554
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"Franklin MA Homes"

thanks a good name for that position and using that procedure Grant Schneider ....  recruiting is always a "crap shoot" so when one recruits and does it methodically, the chance of that agent being a "score" increases....

May 20, 2018 12:11 PM #6
Rainmaker
2,620,784
Nina Hollander
Coldwell Banker Residential Brokerage | Charlotte, NC - Charlotte, NC
Your Charlotte/Ballantyne/Waxhaw/Fort Mill Realtor

Working as a solo practitioner by choice, Barbara... I am so happy I don't have to worry about recruiting... did enough of that when I worked in the corporate world to last me a lifetime. But how you went about the process is the right way to do it. And I like how Grant Schneider refers to it as being a talent scout.

May 20, 2018 01:22 PM #7
Rainmaker
4,506,554
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"Franklin MA Homes"

Nina Hollander when the team was mine, I recruited 6 members and stopped....it was a good mix and we had a 15 year run.... now I just market.... but Tammy understands how I selected agents.... many Broker/Owners will hire as long as there were no complaints on file!!!

May 20, 2018 01:30 PM #8
Rainmaker
2,620,784
Nina Hollander
Coldwell Banker Residential Brokerage | Charlotte, NC - Charlotte, NC
Your Charlotte/Ballantyne/Waxhaw/Fort Mill Realtor

Hi Barbara... sounds to me as if you've trained Tammy right in many aspects of the business. I alway appreciate what our broker/owner says "that he doesn't want to be the biggest company in number of agents, but the biggest company with the most productive agents." And that is what he's accomplished in Charlotte... there is no company more productive on a per agent basis than RE/MAX Executive in the Carolinas.

May 20, 2018 01:38 PM #9
Rainmaker
4,506,554
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"Franklin MA Homes"

that's great and that's how our office works, as well as the team I had....Tammy's getting her team on track... bigger is not better....she has the three of them and I do the marketing.... when I managed a mom and pop office in Franklin, I dismissed everyone and hand picked 6 agents....never hired another one....and we were #1 in our entire MLS database.... we were a listing office and did minimal selling.... 

May 20, 2018 01:45 PM #10
Rainmaker
2,990,907
Michael Jacobs
Coldwell Banker Residential Brokerage - Pasadena, CA
Los Angeles Pasadena Area Real Estate 818.516.4393

Hello Barbara - while I don't recruit, per se,  aren't we recruiting everyday on some level? And that's just my thought for the moment. 

May 20, 2018 06:46 PM #11
Ambassador
3,009,452
Chris Ann Cleland
Long and Foster REALTORS®, Gainesville, VA - Bristow, VA
Associate Broker, Bristow, VA

I've got my eye on a couple of people right now.  I guess I'm in the observing phase.

May 21, 2018 08:13 AM #12
Rainmaker
4,506,554
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"Franklin MA Homes"

Michael Jacobs I love it when you share your thoughts.... and I agree with them...

Chris Ann Cleland and I'm sure you won't rush to judgment.... 

May 21, 2018 08:16 AM #13
Rainmaker
629,834
Jane Chaulklin-Schott
TEAMCONNECT REALTY - (407) 394-9766 - Orlando, FL
TeamConnect Luxury Homes - Orlando, Florida, 32836

Excellent and insightful post - 'Observer, Assess, Invite.'  Appreciate your wise counsel, Barbara Todaro - steps to successful recruiting. 

May 21, 2018 10:05 AM #14
Rainmaker
4,506,554
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"Franklin MA Homes"

Jane Chaulklin-Schott that's always been my take on it..... there are actually broker/owners who advertise for agents.... do you know what they get???? OMG.... more pollution!!!

May 21, 2018 11:16 AM #15
Ambassador
1,829,144
Michelle Carr-Crowe Just Call 408-252-8900 Top 1%!
Get Results Team...Just Call (408) 252-8900! . DRE #00901962 . Licensed to Sell since 1985 . Altas Realty - San Jose, CA
Family Helping Families Buy & Sell Homes 40+ Years

I agree. Recognizing talent wherever you find it is important.

May 21, 2018 03:49 PM #16
Rainmaker
4,506,554
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"Franklin MA Homes"

Hi Michelle Carr-Crowe-Top 1% Diamond Certified Real Estate Team Sells Cupertino San Jose Homes-Just Call 408-252-8900 and it takes time to truly recognize that talent....not a one shot deal....

May 21, 2018 03:51 PM #17
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