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Got a minute? If you're a busy manager, that's about all you have. That's why Carla Cross, management coach, speaker, and author, has created this blog just for you, with ready-to-use tips to master management through people.

Archive for Profitability

bus-plan-11Need strategies to get your agents to create great business plans? Here they are!

In November and December, I’m focusing on business planning, to help you and your agents get a great business plan for next year. Look for  checklists, processes, and systems ready to use, too.

I know it’s a lot of work to get your agents to commit to paper on anything. And, from working with thousands of agents on business planning over the years, I know the challenges. But, for us managers, the huge pay-off comes not from what’s on paper, what, what’s in the head. When we use a good business planning process we literally teach agents how to think through their businesses.

Three Huge Stealth Strategies

1. Take Away Commitment Phobia

It’s estimated we are told ‘no’ 148,000 times prior to age eighteen. No wonder we don’t want to commit to try anything! I know from teaching adults to play the piano, that adults are conditioned not to try anything new for fear of not being perfect. To many, writing a business plan means planning to fail—and then getting punished for it.

So, the first time you introduce business planning, take away the old downside of goal setting (not reaching it and getting punished),  and help your agents move in incremental steps forward—a step at a time, with lots of positive reinforcement along the way. You have to create a safe haven for first-time planners.

2. Eat the Elephant a Bite at a Time

One of the agents in an office where I just did a small group coaching series told me he put a picture of an elephant on the wall, and then literally divided the elephant into bite-sized pieces, with an action step listed on each bite. What a wonderful visual! For many of your agents, planning is just the most overwhelming process they could envision. So, simply start with one or two areas. Personally, I start with 2-3 areas in the Review. See my next blog for an example of this.

3. Make it Really Easy to Start

Have a great business planning system to provide your agents. (Never just ask them to make a business plan without a system to follow, because you’ll get all kinds of formats). Don’t overwhelm your agents with too many planning pages to start. Customize your package with each agent. If you can get each agent to look at 1-3 areas of his business, and plan change strategies for a better year in that area, you’ll have started the process—a process that will continue, grow, and reap big benefits by year three.

We Do What We See, Not What We are Told

Do you have a business plan? If not, why should your agents be interested ? Making your ‘stealth’ approach work means you must lead by example. Doing so creates a synergy between your plan and all the agents’ plans, and builds a strength that perseveres even in the toughest market.

What should be in an agent’s business planning system? Click here to see a ‘flow chart’.

Watch my Recorded Complimentary Business Planning Webinar

During this fast-paced webinar you’ll see:

  • Why your plan probably didn’t work for you—and what to do about it
  • How to definitely find out what will work for YOU (not someone else’s plan!)
  • How to anticipate market shifts (!)
  • What to STOP doing in 2017
  • What one thing will assure your business plan works
  • Bonus: 10 Creative Marketing Ideas for your plan

Included handouts:

  1. The strategic planning process created exclusively for real estate professionals by Carla Cross
  2. Review: Your best sources of business

Click here to see the webinar and grab the handouts.

Here’s to a great 2017 with your polished business plan!

Plan_Act_CelebrateHow Good is Your Business Planning System?

Need a comprehensive business planning system that is designed ONLY for leadership? Most planning systems don’t cover the specific areas you need to address.

Check out Beyond the Basics of Business Planning.

 

 

bus-plan-7-teamWhat should be in a business plan? In November and December, I’m featuring business planning, so you can get a great plan AND coach your agents to great plans.

So, what should be in a business plan? Goals? Action plans? You’re right, as far as it goes.  It’s not enough to either write a

Platitude-heavy mission/vision plan, with a lot of ‘we will be….’
Or
A goals-only plan

Why? Because neither version of a business plan does you much good if you want to create a business plan that is usable every day.

What’s in a Usable Business Plan

Click here to see the parts of a strategic business plan for a real estate agent (this would work for any salesperson). I created this ‘flow chart’ after being frustrated that there was no good business planning process or template for real estate salespeople. I found that there needed to be a clear ‘path’ from the big picture planning aspects (vision/mission/objectives) to the action plan. I also found there had to be a clear delineation of the parts of the action plan. Why? Agents will focus on what they find easy—the business support parts of the plan, not the lead generating parts of the plan.

Make Money—Or Not

By focusing on the review and action portions of your plan, you will have a real blueprint to follow to create success every day. Be very careful about which planning system you use. The way you think will determine the kind of plan you get. Follow the model I’ve provided her. Now, you have a usable business plan for 2017.

Want to see more on business planning? Check out my complete online business planning programs, Beyond the Basics of Business Planning.

Watch my Complimentary Business Planning Webinar

During this fast-paced webinar you’ll see:

  • Why your plan probably didn’t work for you—and what to do about it
  • How to definitely find out what will work for YOU (not someone else’s plan!)
  • How to anticipate market shifts (!)
  • What to STOP doing in 2017
  • What one thing will assure your business plan works
  • Bonus: 10 Creative Marketing Ideas for your plan

Included handouts:

  1. The strategic planning process created exclusively for real estate professionals by Carla Cross
  2. Review: Your best sources of business

Click here to see the webinar and grab the handouts.

Here’s to a great 2017 with your polished business plan!

Plan_Act_CelebrateHow Good is Your Business Planning System?

Need a comprehensive business planning system that is designed ONLY for leadership? Most planning systems don’t cover the specific areas you need to address.

Check out Beyond the Basics of Business Planning.

 

 

coaching for leadershipHave you bullet-proofed your business plan for 2017?In November and December, I’m featuring business planning tips. Read the blogs and grab the free business planning templates I’m including from my online business planning system.

If you’re like most real estate professionals, you create some type of a business plan this year. But, maybe it didn’t work for you. Or, maybe—you just didn’t work it!

Watch the Business Planning Webinar I Just Did

During this fast-paced webinar you’ll see:

  • Why your plan probably didn’t work for you—and what to do about it
  • How to definitely find out what will work for YOU (not someone else’s plan!)
  • How to anticipate market shifts (!)
  • What to STOP doing in 2017
  • What one thing will assure your business plan works
  • Bonus: 10 Creative Marketing Ideas for your plan

Included handouts:

  1. The strategic planning process created exclusively for real estate professionals by Carla Cross
  2. Review: Your best sources of business

Here’s to a great 2017 with your polished business plan!

Plan_Act_CelebrateHow Good is Your Business Planning System?

Need a comprehensive business planning system that is designed ONLY for leadership? Most planning systems don’t cover the specific areas you need to address.

Check out Beyond the Basics of Business Planning.

 

man ponderingBusiness planning: Are you making these 5 planning mistakes?

During November and December, I’m writing business planning blogs to help you create great plans with your agents. Check these blogs, too, for checklists, processes, and systems ready to use.  For your agents: Check out Up and Running in 30 Days, my blog for your associates.

As you make your business plan, avoid the common mistakes that many real estate professionals make. Here they are:

MISTAKE #1

Betting on a business plan that’s only about 1/4 of a plan. Many of us write down our goals. Yet, that’s not a business plan. That’s just one part of the business plan. There are six parts to a real business plan:

a. Your vision-what do you have as an “end in mind”?
b. Your review-what happened last year?
c. Your mission-what are you about?
d. Your goals-expressed in the best terms for profitability today
e. Your action plan in each of 6 areas.
f. A method to measure your results.

Which parts do you include? What would your outcomes be if you thought through your business, covering all the bases?

Click here to see and grab my chart’ of a manager’s business planning system (excerpted from Beyond the Basics of Business Planning–one program for agents, one program for leadership.)

MISTAKE #2

Ignoring the importance of ‘revenue units’ (sales and listings sold). Unfortunately, when we write our goals, we like to use those great million dollar numbers and measurements like market share. Yet, setting goals for revenue units assures that you keep your eye “on the ball”-homes sold, which make you money. There’s another huge benefit to focusing on revenue units: You can then integrate your agents’ plans with your office plan.

MISTAKE #3

Not doing a thorough review (or not doing a review at all). Looking back on your last year is so important, because it gives you the “hints” you need to write your best action plan for the next year. I think it also solves the problem of the manager trying to figure out what to do next.

For example: It’s amazing that brokers don’t know one of their most important numbers for profitability: percent of listings taken to listings sold. You may be wasting many dollars in marketing homes that won’t sell-no matter what you do. Also, your agents become unmotivated and depressed when their listings don’t sell. Knowing this ratio gives you direction for your training and coaching for the coming year. Create a higher ratio and you’ll be able to use it to recruit, too.

MISTAKE #4

Writing the plan ‘in a vacuum.’ Almost always, brokers sit down to torture themselves by writing a business plan in a room with the doors shut and no windows. But, they don’t know yet what their agents want to accomplish for the next year. The right way to plan is this: First, help each of your agents create a business plan. The sum of your agents’ goals should form the foundation for your goals. After all, your agents’ efforts should be reflected in your revenue unit goals, shouldn’t they? Yet, very few brokers even help their agents write business plans. So, they can’t really get good projections of what they think their agents will produce in the next year.

If you do assist your agents in their planning processes, you will have a much better foundation for a realistic business plan of your own. (That also means you should be consulting your agents on their business plans in November, so you’ll have all their plans together as you start creating your office plan).

MISTAKE #5

Not creating specific action plans in each of the action plan areas. Michael Gerber, a spectacular “guru” for small businesses, says “the integration of your systems is your business plan.”

In other words, if you have a real business plan, I should be able to read it, come into your office on any day, and see how you’re carrying out your business plan in recruiting, selecting, training, coaching, and marketing. You would be able to delegate many of your duties, too, because you had specific action plans for each of these areas. You would be able to measure your progress at any given point. Further, if you have created action plans that are systems, someone would be willing to buy your company from you, giving you a very attractive price! (That’s what Gerber terms “franchising.”)

Get Ahead of the Curve

If you don’t have a business plan, there’s still time to get one done. Just by thinking through your business, you’ll be ahead of 95% of your competing brokers!  If you want to make more money, gain time, delegate more to others, open another office, or create an office that’s saleable, it all starts with thinking through your business, getting it down on paper, and attaching systems to each of your action plan areas. Now, you’ve got something you can run, you can delegate, and you can sell.

Plan_Act_CelebrateMissed my complimentary business planning webinar?

Watch it here, and get all the handouts AND slides.

And, don’t forget to check out my comprehensive business planning program, all online: Beyond the Basics of Business Planning.

It’s much more than just a business planning process. I train your agents and consult with you and your agents to make great plans!

kid with magnifying glassAge disparity between clients and their agents and what it means to you!

Before you read this, take my true-false ‘exam’ to test what you know about Realtor trends. Click here to get it.

How did you do on the true-false ‘exam’? I didn’t create it to ‘test’ you. I created it to crush some old assumptions. And, I want to point out what some of these trends mean to you and what we need to do about them.

Every time a National Association of Realtor survey comes out, I eagerly get it. Why? It gives us clues into the trends and directions of our industry.  There are two major reports that come out yearly or every two years: The Member Profile and the Profile of Buyers and Sellers. I highly recommend you get these reports* and use them to educate buyers and sellers. You’ll find you become much more credible when you’re using statistics from a third party source, instead of trying to convince buyers and sellers you’re right—because you know you’re right!

Note: These reports are available at Realtor.org at a discount for Realtors:

http://www.realtor.org/research-and-statistics/research-reports

Now, let’s take a look another of these true-false statements (see my previous blog for the first commentary) Here’s how these statistics are important to you. I’ve put the number of the statement before my comments.

  1. False the median age of a Realtor has decreased. This, on its face is great. But, the median age of a buyer is still 44 years. And, the largest group of buyers (28%) are in the 25 to 34 age group. What does that mean to you? As a manager, you’ll want to hire those who relate to the target markets you serve. Also, members are starting to retire. (Is this true in your real estate office? How are you going to keep your office fresh and alive?) Those 65 years and over dropped to 16 percent from 25 percent in 2015.

Because only 13% of agents coming into the business are under 30, we have two challenges:

  1. Because the average age of a Realtor is 53, they are less fluent in social media and even computer skills.
  2. Because the largest group of buyers is aged 25-34, we have a mis-match between the agent generation and the buyer generation.

Managers: Solve the problem. Hire more younger agents AND those making real estate their first career!

Managers: What are you seeing in your office? In your area? Are these trends borne out there? What are you doing about it?

Plan_Act_CelebrateComplimentary Business Planning Webinar Coming Up Nov. 8–Grab your Seat NOW!

If you’re like most real estate professionals, you create some type of a business plan this year. But, maybe it didn’t work for you. Or, maybe—you just didn’t work it! Join us Nov. 8 at 3 PM Pacific time) to get the answers you need—and the inspiration—to make a bullet-proof plan for next year.

During this fast-paced webinar you’ll see:

Why your plan probably didn’t work for you—and what to do about it

  • How to definitely find out what will work for YOU (not someone else’s plan!)
  • How to anticipate market shifts (!)
  • What to STOP doing in 2017
  • What one thing will assure your business plan works
    • Bonus: 10 Creative Marketing Ideas for your plan

    Included handouts:

    1. The strategic planning process created exclusively for real estate professionals by Carla Cross
    2. Review: Your best sources of business (so you know what to keep doing and where to stop spending marketing $$$$$)

    Managers: You’ll get tips on how to help your agents create great plans!

    Click here for more information on the webinar and to register.

Affiliates: You’re welcome to invite your agent and manager clients!

training up stepsEvery time a National Association of Realtor survey comes out, I eagerly get it. Why? It gives us clues into the trends and directions of our industry.  There are two major reports that come out yearly or every two years: The Member Profile and the Profile of Buyers and Sellers. I highly recommend you get these reports* and use them to educate buyers and sellers. You’ll find you become much more credible when you’re using statistics from a third party source, instead of trying to convince buyers and sellers you’re right—because you know you’re right!

Before you read this, take my true-false ‘exam’ to test what you know about Realtor trends. Click here to get it.

How did you do on the true-false ‘exam’? I didn’t create it to ‘test’ you. I created it to crush some old assumptions. And, I want to point out what some of these trends mean to you and what we need to do about them.

Note: These reports are available at Realtor.org at a discount for Realtors:

http://www.realtor.org/research-and-statistics/research-reports

In the next few blogs, I’ll discuss some of these true-false statements and show how they’re important to you and your agents. I’ve put the number of the statement before my comments. Let’s tackle #11 first, since it’s time to review your business for last year (2016) and help your agents put together their business plans for 2017.

  1. According to the survey, a total of 32% of a Realtor’s business came from past clients and referrals. Doesn’t that seem like very low numbers to you? In fact, 29% of Realtors said they got NO repeat business! That means, as a real estate owner once told me, “That agent is in the business one year twenty times.” And, even more shocking: 21% of Realtors said they got NO business through referrals! And, the median was only 18%.

Do you know what your agents’ sources of business numbers are? If you’re a committed real estate agent, you should be getting 70%+ of your business from  past clients and referrals. Measure your sources of business right now, and make a plan to capture ____% of your business from these best sources for 2017. Join me in my complimentary business planning webinar on Nov. 8 and I’ll tell you what I think a ‘safe’ number would be as a goal.

Plan_Act_CelebrateComplimentary Business Planning Webinar Coming Up Nov. 8–Grab your Seat NOW!

If you’re like most real estate professionals, you create some type of a business plan this year. But, maybe it didn’t work for you. Or, maybe—you just didn’t work it! Join us Nov. 8 at 3 PM Pacific time) to get the answers you need—and the inspiration—to make a bullet-proof plan for next year.

During this fast-paced webinar you’ll see:

  • Why your plan probably didn’t work for you—and what to do about it
  • How to definitely find out what will work for YOU (not someone else’s plan!)
  • How to anticipate market shifts (!)
  • What to STOP doing in 2017
  • What one thing will assure your business plan works
  • Bonus: 10 Creative Marketing Ideas for your plan

Included handouts:

  1. The strategic planning process created exclusively for real estate professionals by Carla Cross
  2. Review: Your best sources of business (so you know what to keep doing and where to stop spending marketing $$$$$)

Managers: You’ll get tips on how to help your agents create great plans!

Click here for more information on the webinar and to register.

graph going up sledgehammerIs your highest producer really your best producer? Not necessarily. We managers are frequently asked to ‘quartile’ our team, or evaluate our team members–to somehow rate the salespeople with us. Usually, we just start with the highest producer and work downward. But, is your highest producer your best producer?

‘Weigh’ Your Team Members Using your Values

When I was teaching CRB (Council of Real Estate Brokerage Management) courses nationally, I frequently heard the comment, “My top agent is not a team player.” Brokers complained their top agent didn’t represent the best in the company. So, the question is, “Is that really your top agent? Maybe not–and not, for sure, if you value team play!

Your mission should define your rating system. Bring out your vision or your mission statement. What values do you hold dear? Do you say that your salespeople are ‘team players’? Do they provide exceptional customer service? Have they committed to a long-term career? Is one of your values that each member is contributive?

Develop a Weight System for Accurate Evaluation

Let’s say that your five top values are:

Production
Team player
Customer Service
Longevity
Company contribution

Assign a range of 1 to 4 points to each value (4 is the highest score). Finally, score each agent in each of the five areas. Now, list your agents, starting with the highest cumulative score.

Why Values-Based Ratings are Important

Your values define you and your company, both within and with your clients. When you tout the ‘highest producer’ you are inadvertently endorsing that set of values as the values most important to you. Unfortunately, what we wish for we frequently get! In this day in age where the consumer is wary of ‘salespeople’, it’s time to define, rate, and reward your salespeople with the values you treasure. You’ll change the culture of your company for the better, and start hiring to the profile you really want.

What did you find when you developed a ‘weight’ system? What did you use as areas? What can you add to this discussion?

Tip: If you have an assistant manager, designated broker, or coach, ask them to also rate your agents. What do you see as differences between yours and their ratings?

LM Cover

 Why Not Get Further Faster?

You have great ideas. But, you’re not sure if they’ll work. How about bouncing those ideas off a seasoned, successful coach? You have lots of systems you want to get in place. But, you know it would take years of ‘test marketing’ and design to get them finished–and you don’t have years. Sign up for a complimentary consultation with Carla Cross and see if Leadership Mastery Coaching would benefit you.

finger wantWe’ve discussed the importance of systematizing your recruiting. I’ve given you information about the contents of a pre-first visit folder. Now, let’s take a look at the folder you need to create for that all-important interview process. First: Do you have a firm system for your process? What percent of interviewers do you think use a planned method? What percent ‘wing it’?

Note: Although we know recruits are the lifeblood of our offices, it’s amazing how we continue to try to ‘wing it’ during the interview process. Assembling these materials will assure that you never are flying by the seat of your pants–or look like it to the candidate!

Keeping Track of Candidates is Tougher than it Seems When You’re in the Recruit Mode 

How are you going to keep track of each candidate? If you’re interviewing five to ten candidates per week (the number necessary to build your office at a rate of 4-5 people per month), you will need a method to keep these candidates in mind. (It’s really embarrassing to wrong recall something about a candidate in an interview—and find out you have the wrong ‘Barry’….)

Here’s what should go in the candidate selection folder:

  •        Phone interview questions and candidate notes from phone interview
  • Candidate needs assessment questions
  • Candidate’s application (be sure your attorney reviews this for legalities)
  • Candidate behavioral predicting questions See The Complete Recruiter and Your Blueprint for Selecting Winners–information on these resources is below)
  • Post-interview checklist

Of course, prior to the interview, you’ll want to gather your presentation and a notepad to keep notes.

Armed with these tools, you’ll not only appear to be organized, you WILL be organized. Your good candidates will appreciate your professionalism, and will be drawn to you. The poor candidates probably won’t care (and neither should you…).

For a checklist of recruiting processes and systems needed, click here.

Want to avoid re-inventing the wheel? Check out my recruiting resources here.    

Here’s the only comprehensive interviewing process I’ve ever seen in real estate. Why not be better than those other interviewers with the best professional system you can use?

Check out Your Blueprint for Selecting Winners. 

http://www.dreamstime.com/royalty-free-stock-photography-leadership-elements-qualities-image25801327Recruiting: Here’s what you need in your pre-interview package. This month, I’m focusing on recruiting and selecting systems, to help you work faster and better and recruiter winners.

Remember the Chinese water torture? Drip, drip, a drip at a time. That’s the key to recruiting successfully. Here’s another ‘drip’. You’ll want to provide your candidate after that first interview another package with the information you think the candidate will find useful. Here’s why:

We remember only 10% of what we heard three days later!

Unfortunately, candidates don’t remember much of what we discuss in the interview. Or, they remember it wrongly. It seems easy to us, but, it becomes a muddle to them when they interview five companies in as many days. So, take the time to assemble what I call the ‘after first-visit’ package or post-interview process. In it, you’ll reiterate important points, and again differentiate yourself and your company.

Systemize Like your Great Agents

Great agents assemble these packages for sellers and buyers. You are modeling the behaviors you want to teach the agent. You can explain the parallels in the interview process. This is a very strong recruiting strategy. The old adages

 We believe what we see, not what we hear

and

 Do as I do, not as I say

are true, as we know ‘in real life’.

In Your Post-First Visit (Post-Interview) Package

Here is a sample list of the materials you may include in an after-first visit recruiting package. Note that some of the material is duplicating your pre-first visit package. Also, sometimes you won’t have the opportunity to provide a pre-first visit package. Of course, you’ll always have the ability to customize each package. However, it’s much easier to do this from a prepared package than to start from scratch each time.

Letter from the manager explaining what’s in the package

  •        Training calendar (you do have one, don’t you?)
  •        Training brochure
  •        Company/office/manager story
  •       Attractive company/office/manager statistics
  •        Articles featuring company/manager
  •        Costs of affiliating  with explanations

Bottom Line: You’re Proving your Competency to Each Candidate With Every Recruiting Process You Do

Well-assembled packages reflect clear thought processes. Merely putting these together will clarify your recruiting and selection story. It will help you figure out and communicate your culture and values. It will provide you differentiation and memorability. It says to the candidate, “I prepared for you. Your time is valuable. I am here to dedicate my skills and talents to help you develop your business.”

You will recruit more and better agents, you will save time, and you will be able to delegate or ‘clone’ yourself by hiring a manager or recruiter when the need arises.

For a checklist of recruiting processes and systems needed, click here.

Want to avoid re-inventing the wheel? Check out my recruiting resources here.     CompleteRecruiterfor web OBrecuiter

man with hair in airRecruiting: Do you have systems, or do you ‘wing it?’ At the end of this blog, I’m providing you a checklist of the systems you need. See how prepared you are!

When you look at all the organization required to systematize your recruiting, it can be daunting. So, why not start with the packages?  Here are the packages you need: 

  •  Folders to hold all selection materials/processes for each agent interviewed
  • Pre-first visit package (sent prior to the interview)
  • Your interview process (application, your analysis forms, interview format, questions, etc.)
  • Visual recruiting presentation
  •  After first visit recruiting package

Why are these packages important? It takes six to eight times of meeting someone before you remember that person. In some sense, recruiting is like what one of my old bosses called the Chinese water torture: You must just keep dripping, dripping, and dripping on the candidate so you are

  •  memorable
  •  perceived as more professional than others the candidate will be interviewing

Savvier Candidates Require Savvier Recruiting Organization

Assembling and using these packages shows your candidate that you are organized, interested, and dedicated—both as a manager, and in helping that person create a viable career. A few months ago Charles Dahlheimer wrote an excellent article in The Real Estate Professional– an analysis of 2010. In it, he noted that more college-educated people are coming into real estate today. You can read the whole article here.  Because these candidates are more educated than before, it’s important to present yourself in the same light as other professionals in other fields the candidate may interview. And, it’s important that you create polished, well-thought-out packages that appeal to these candidates.

Start the Process: Just Throw ‘Possibilities’ in a Folder

The best way, I’ve found, to create packages, is to first simply create a folder (either hard copy or on your computer), and start throwing possible inclusions for that package into the folder. Don’t judge them! Judging them prematurely will not get you anywhere. As a musician, I know creativity is messy. In fact, the most inhibiting action to creativity, I think, is that we energetically critique every possibility when we try to construct something. So, too many times, we end up with not starting! Instead, squelch your impulse to judge anything until you have all your possibilities. After that, you can prune and prioritize. In my view, ANY prepared package is better than none!

Note: Because most recruiters don’t have systems, any organization and system you have created with stand out.

Communicating your ‘Memorability Factor’

In the next blogs, I’ll go more deeply into what can go into some of these packages. I’m going to give you my recommendations for three packages. More importantly, though, you decide the overall messages you want to convey through these packages. As the candidate reads the package, what do you want them to think about you? What values and culture do you want to communicate? What objections do you want to anticipate via each package? What misconceptions do you want to correct?

For a checklist of recruiting processes and systems needed, click here.

Want to avoid re-inventing the wheel? Check out my recruiting resources here.    

small CompleteRecruiterStart Here with Creating a true Recruiting ‘System’ (and save over $100)

If you don’t have the systems you need, here’s your chance to get them–at a terrific price. The Complete Recruiter is a self-training and resource manual on recruiting. Your Blueprint for Selecting Winners is the only step-by-step interviewing resource available for real estate interviewers today. And, another bonus, Objection Busters for Recruiters. This package is regularly $220. Now, it’s only $129.95–the price regularly of just The Complete Recruiter.  Why not save thousands of hours of time and build your systems with confidence–and recruit more winners? Click here to get the special offer.
Blueprint_Ebook_Cover(4)

 

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