How are you pulling agents to you in the online environment instead of pushing them away?
Our findings?…We know feature, benefits; split or fee are all part of a business relationship….BUT…the most critical measurement is that of the leader and the experience they give a prospect BEFORE they join… and like grandma always said, “Son, actions speak louder than words”.
So what we’re going to do is help people before we actually would help them AFTER joining us.
We’re going to coach, train, and lead the competitors agents better than they’re current leader is so that we can invoke the most powerful programming in the human mind, “self-discovery” of our leadership capabilities.
Here are your 2 MAGNETS…
You may read this and say, “Why would we share all of our secrets?”
I would ask this, “How are agents going to TRULY know what it is going to be like when they join you, BEFORE they join you?”
Stay tuned for more tips on creating a productive online recruiting environment.
What do your potential recruits experience when they visit your website?
Is it all about you or is it all about them?
Almost all websites I have experienced are positioning the company while transferring little to no value to the prospect…lots of NOISE.
Here is a TIP: …take a look at your current online recruiting environment
Now look at the ratio of your content — something we have, and continue to TEST — the number one thing an agent needs to see when they come to your online environment is something of value…something they can use in their business today.
The Mistake? Companies convinced that marketshare, number of many offices, split, fee and bright shiny objects are what matter most….MYTH.
That’s not standing out..it’s the same message everyone else is shouting… we want to differentiate ourselves.
So here is the TIP I promised you
Have the ratio of content on your career based website be 70/30 ratio… 70% of coaching based tips, training pieces, and business building articles..maybe even a business plan that can be downloaded. Take your intellectual asset and share it with agents as if you were coaching the competition.
The remaining 30% of content can be focused on the features and benefits of the company.
Give your prospects value…back off all the calls to action.. don’t be “In-your-face we’re so great”… build trust… pull your prospects to you.
Take that little tip, put it into play, I’d love to know what happens to your recruiting in the future.
Stay tuned as I share more great tips that top leaders in our industry are using to grow their company… their team, and increase productivity and profitability.
In our Internet distracted world we’ve put so much focus in the consumer and how we are pulling the consumer to us in an online environment. So much though that we seem to forget that agents we’re trying to recruit are online consumers too.
What I want to do is share with you one of the biggest mistakes that’s taking place in the online recruiting world and what to do about it.
I’ve been fortunate to work with thousands of brokers, owners, managers, and agents leading a team just like you and what we’ve done is we’ve tested. We’ve tested a standalone recruiting website versus a tab for careers on a company showcase website or a team website.
The results are dramatic, a recruit a prospect that is curious about a career in your organization will bounce off from a career tab page on a company showcase website in a minute and 30 seconds or less. They will stay on a career specific website for more than four minutes.
So step back and ask yourself this question today. How are you currently positioned in the online recruiting world of 2017 and beyond?
Now stay tuned, in some future videos that I’ll be sending to you I’m going to be breaking down and sharing with you the form and structure of a recruiting website that gets results.
Growing an organization that inspires prospecting, productivity and profits. In this interview with Ryan Hodge, Broker/Owner, of The Realty Firm a highly productive independent brokerage…we go deep into the critical strategies and systems Ryan has used in his leadership to create a 100 agent company that will close over 2,000 transactions in a year.
I’ve heard the chatter over and over..it’s a myth.. I felt compelled to take you inside the realities of today’s most powerful platform, Facebook..and hopefully dispel some myths. At the same time, share with you some tips to support the growth of your business in an environment where over 100 million Americans login every single night between 8 pm and 10 pm. Here’s some perspective… over 110 million people watched the Super Bowl last year…less than 100 million people watch the 3 major television networks every single night. Where are the eyeballs? Facebook.
To create awareness you must deliver epic content. Your content and messaging is how you move people through the marketing and sales process.
To get interaction you must be consistent and be where your audience is hanging out.
To convert you must make deposits and build trust.
Your objective is to create epic content that engages the consumer.
Now, deliver a solution in your videos, blogs, postcards, podcasts, emails, flyers, social media environments and any other marketing vehicles you are applying…online or offline. Consistent and Sophisticated delivery of content into your marketplace is the differentiator…you are making deposits of value and goodwill. If your current marketing isn’t working then you are not attaching to your target audiences needs, wants and desires. If you’re not attaching, you’re not going to be effective.
Start the consumer through your marketing process with a Lead Magnet.
The more quality Content you can get your audience to consume before meeting them, the higher your conversion rates will be. Our objective is an appointment to become the next logical step for the consumer to take after consuming our message. Educate entertain and inform them in the Marketing Progression.
One final sales tip: We’ve been programmed for years with the A, B, C’s of sales…Always Be Closing. Beware as it can backfire on you. You are in the information age. You are one click of the back button away from the consumer going somewhere for information instead of having to deal with the constant, loud, in your face closer. Remember, the marketing process has encroached on the sales process. The consumer has all the information at their fingertips.
Sales is the depositing of value and goodwill to build trust in your relationship bank account with the consumer. An effective cadence is 3 deposits then ask for a withdrawal.
Remember, you can’t go to an ATM machine and withdraw money with a zero balance.
I hope you find this helpful in your marketing initiatives. Look forward to my next blog where I will talk about Cookies, The Super Bowl, Coca-Cola, and Sales.
In this Broker/Owner Interview, Robyn Yates, Owner Windermere Prestige Properties in Las Vegas shares her story of growth from top-producing agent to leading an abundant thriving company of agents. We visited her start-up days, surviving through market downturns, agent training, growing a strong relocation department and much more.
Join me as I sit down with Kala Laos, a wildly successful and brilliant real estate agent turned Founder and CEO of JK Realty, one of the most progressive real estate companies in the industry. Kala clearly identified her vision of the experience she wanted to create and by doing so coupled with her brilliance and creativity has built an organization you will want to learn more about.
In 2009 Matthew Crumbaugh left a thriving paint contracting business and jumped into his father’s real estate company with no experience. In 2012 his father retired and Matthew took over Allison James Estates & Homes, what has been called by some a “disruptive” model ending 2016 with over 3 Billion in sales volume. In our time together we talk about the importance of attracting agents without company hype, creating and growing a culture in our internet empowered world, accommodating agent teams, how to enter into new marketplaces, the power of social media in growing a company, and so much more.
In this interview with my client Josh Coleman we covered:
1. How he transitioned from wearing the real estate agent sales hat to the role of leading and growing a team.
2. How he has grown that team from 4 to 24 in 6 months.
3. The importance of agents that are looking to grow a team to learn from brokers, owners and managers how they grow and lead an office and or company.
4. Content Creation and Repurposing: How he has leveraged himself through video and social media for recruiting and in his sales.
…and we talked a little golf.