The Checklist for Recruiting Agents

Professional recruiters use checklists all the time because they work.  They are simple, keep you on point, and clearly lets each agent know what is in it for them.

Every brokerage wants agents; and every brokerage wants agents that can get clients and close deals.  After all, your brokerage requires revenue and cash flow to continue to stay in business.

So how do you get the agents you want?  In a word “Checklist”.  Everyone knows about having a plan and developing a profile.  So, our research team looked for other things that any size brokerage could do to kick-start their recruiting.  After talking with industry recruiters and analyzing the data, there was a common thread among the best recruiting efforts.

Using the Right Checklist

The checklist goes a long way to showcasing your brokerage and attracting agents.  Agents want to know what’s in it for them.  Use the checklist to show them the winning formula.

Checklists used by industry recruiters to distinguish themselves:

1.  Leads vs. Paid Leads.   Identify the types of leads you provide and whether or not your brokerage provides them at no cost to the agent.  If there is a cost, highlight the value and what the agent is getting for his/her money.

2.  Ongoing Marketing vs. Occasional Marketing.   Explain to each agent how often you market, and the results of your marketing efforts.  Discuss that you take marketing serious, and use it as one of the keys to building your brokerage.

3.  Office Support vs. Paid Assistant.   If you and your staff are available to answer questions, handle documents, do follow-up activities, and assist with closing deals, let each agent know about these services.  This may be a key factor in the agent not having to immediately hire a personal assistant.

4.  Training vs. No Training.  Highlight your weekly meetings, questions & answers sessions, and phone conferences.  Talk about how your brokerage stay informed of market conditions and changes; and how you keep the agents informed.

5.  Part-time vs. Full Time.   Discuss that your brokerage is your business, and you are open for business on a full time basis.  Whether the agent is full-time or part-time, your brokerage operates on a full-time business schedule. Thereby, your brokerage is capable of providing support when needed.

6.  Strategy vs. Talk.   Explain why your brokerage operates the way it does; then discuss how you help each agent to develop a strategy to achieve their goals.  Instead of just talking about what each agent should do, show them how using a strategy helps to get leads, clients and closed deals.

7.  Technology vs. Long Hours.  Demonstrate your technology tools to each agent.  Show them what they will be provided and using from day one of joining your brokerage.  Give them a few days to checkout the technology, as well as see how working with your brokerage with save them time and minimize the long hours.

The goal of the checklist is for you to use key selling items to distinguish yourself from other brokerages.  While technology exist that can help you Recruit and Keep Agents, a checklist can be use to show agents what’s at your brokerage for them.

Once you’ve established your checklist, be sure to put it on your website and other recruiting materials.