Being a�?attractivea�� is a powerful magnet effective recruiters develop. What do I mean by a�?magneta��? Those attributes, qualities, talents, and skills, that agents are drawn to. The marketa��s heating up, and good recruiters are getting appointments like mad. Why is one personA�able to hire great agents with ease, while other recruiters find it difficult? Effective recruiters have, purposely developed magnets. You can, too. Here are the steps:
1. Identify your strengths.
Look beyond the normal things managers talk about. I know you have some special talents and skills from a�?the rest of your lifea��. What are they? One of the best recruiters I know has figured out to get right to agents’ heartsa��to find out their fears and their aspirations. Although this came naturally to her, she has also taken several coaching and self-actualization classes, and has worked hard to translate what she learned to her recruiting strategy.
2. Attach the benefits of those strengths to your recruita��keeping in mind the needs you are filling for that particular recruit.
By doing this process, youa��ll have the information you need to design a full presentation that takes advantage of the trends, makes it easy for you to become a master presenter, helps you reveal and explain your magnets, and gets you the recruits you want.
Who determines whata��s really a�?attractive?a�?
Agents. Managers are usually long-term real estate a�?prosa�?. They assume their company features are the best attractors to desired agents. Problem: These features are valued by managers, but they may not be equally as attractive to agents.
Example: For years, a large company in the area told prospective agents they could make more money by affiliating with that company because, a�?We have meetings daily.a�? In reality, the meetings had become poorly attended, boring, and resented by the agents. The only a�?beneficiariesa�? were the managers, since they could more easily keep tabs on the agents if they required the agentsa�� bodies show up at the desk at 9 A.M. daily! As agents became more independent, and competition from other companies increased, the meetings, which 30 years ago had been team-builders, became outmoded. They actually were a deterrent to recruiting! If these managers had taken the agentsa�� perspective, they could have avoided using a worn-out, ineffective presentation.
Be sure the features youa��re promoting are of value to agents
Big idea: YOUa��your talents, your skills, your personalitya��are the biggest magnets imaginable. Build them to become exceptional magnets and dramatically increase your ‘attraction quotient’.
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