View
486
Download
0
Category
Tags:
Preview:
DESCRIPTION
Recruiting winners is the lifeblood of any business. Here's how to recruit in today's challenging climate. Carla Cross, CRB, MA, created this specific webinar as a promotional tool to show managers the value in her three-day, live Excellence in Management Series. This presentation can be done 'live' for companies and conventions, and in webinar format.
Citation preview
Six Proven Strategies to
Your Recruiting
Example: This is a webinar or ‘live’ presentation. It was used recently to promote Carla’s 3-day leadership series.
Specialties: business planning; ‘people development for management; training programs and ‘train the trainer’
Management: Took 2 real estate offices out of the red and into six figure profits quickly
Re-generated a region for the 3rd largest real estate co. in the world
National and Washington Realtor Educator of the Year
Performance coach for largest real estate companies in the world
Former master level CRB instructor
More of her published resources endorsed and recommended by CRB and CRS than any other trainer/coach
Writer: Up and Running in 30 Days
About your Presenter, Carla Cross, CRB, MA
www.carlacross.com
Recruit to
Bottom line: ‘on accident’ to ‘on purpose’ recruiting
•The five steps to a plan
•All gone: ‘fog the mirror’--create your standards
•Get clarity on your best recruits
•Demands of our recruits today
•The newest recruiting ‘magnets’
•Avoiding the 4 biggest mistakes
Bottom line: ‘on accident’ to ‘on purpose’ recruiting
•The five steps to a plan
•All gone: ‘fog the mirror’--create your standards
•Get clarity on your best recruits
•Demands of our recruits today
•The newest recruiting ‘magnets’
•Avoiding the 4 biggest mistakes
strategy
Get a plan
How many?
How soon?
Where?
What are you going to do each day/ how much?
How are you going to market to them/keep in touch?
How are you going to track your contacts and measure your results?
In your Recruiting Plan….
strategy
Get a plan
Use to create your
marketing plan for
each target market
Who
What
When
How $
Cross’s 5-Step Recruiter Planner
strategy
Get a plan
Use to create your
marketing plan for
each target market
Who
What
When
How $
Worksheets/coaching included in one-day seminar
Recruiting Mistake #1
Not Getting Back to Prospect Quickly Enough
• Write a note immediately after appointment
• Provide info. package; phone follow-up
• Have a pre-written note done by your assistant
• Set up next appointment in first appointment; remind
• Send information• Phone as follow-up
What’s your Rapid Response Plan?
strategy
Get Picky
Recruiting mistake #2
Hiring 1 of 1, or even 1 of 3
New rule:
Hire 1 of 5 or 1 of 10
What’s your ratio?
strategy
Get Picky
Truism: You can’t train or coach
your way out of a bad hire!
Recruiting Mistake #3: No Standards
Minimum production—when?
Training—what?
Full-time—or not?
Practices?
Coaching?
Develop minimum expectations
Guidelines in the one-day seminar
strategy
Envision your ideal agent
Skills
Talents
Qualities
Meet consumer needs
No matter how you total success in the coaching profession, it all comes down to a single factor—talent….no coach can win without it. John Wooden, famed UCLA basketball coach
A ‘Real Life’ Situation
Office in the red
Only 2 out of 30 producers
Most part-timers
Low self-esteem
The competitive environment:
Top agents left to start their own office 10 blocks away/same company
Largest office: Cheat to win mentality
Risk taking/pro-active Matched vision/values1-3 years in the businessEarly affiliatorsGrowth potential
Producers meet minimum production standards
Over 28 months, 40% of consumers did a real estate transaction (HouseValues study)
Most Home Technologies survey:9.3 months to sell a house16.7 months to buy a home
Recruits: Must have more commitment Willing to fail longer
2010+ Longer Consumer Decision Timeframe
strategy
‘Target’ your recruits
Best producers
Years in business?
Competitors’ weaknesses?
Principle: Target market. Go for the best recruits you can get in a market that will give you those recruits.
strategy
Develop New Magnets
Best magnets for your desired recruits?
Do you have those magnets now?
strategy
Develop New Magnets
What Gen X and Y Are Looking For•Community Involvement
•Flex space
•Education
•Belonging/significance
•An inclusive, participative environment
•Want to be listened to
•Not impressed with ‘vice- presidential’ status
•Value diversity
•Like entrepreneurship
•All-inclusive commissions not so important
Magnets developed in the 3-day series
strategy
Polish your Interview Process
Pre-First Visit Package
Interview process
Presentation process/materials
After-presentation package
Materials/skills in recruiting seminar
Recruiting Mistake #4: Sell and Tell “Interview”
Can’t discover motivationCan’t build on ‘pain’Can’t make ‘candidate’ feel importantCan’t differentiate yourself
Effective Interview ‘Flow’
From ‘sell and ‘tell’ to ask, probe—discover ‘pain’
Are your interview questions discovering your desired
Traits
Skills
Qualities?
Big ‘crystal ball’ question: Past-based
‘Test’ your Interview Questions
The major magnet is you.What’s your ‘talent’? What’s your major
magnet? Why should people join you?
1. Write your recruiting
plan
2. Schedule
calls/interviews.
3. Put a ‘rapid
response’ in place
after your interview
4. Quit ‘fog the mirror’
and start hiring 1 of
5.
5. Establish who you
won’t hire--standards
6. Decide on the 4
most important
talents/skills you need
today
7. ‘Target’ your
recruits; best, easiest;
match ‘magnets’
8. Package each part
of your interview
process
9. Quit ‘tell and sell’
and ask, ask, ask;
create an interview
process
It’s been a great pleasure to work with you. Here’s to exceptional recruiting!
. Carla Cross
See www.carlacross.com for resources for you.
Wouldn’t it be great to assist your leadership team to double profits? To book a presentation, series or webinar, complete the inquiry form in this website.
Recommended