people have to experience it.
I always ask leaders, “What is the single most greatest thing that will make an agent want to join your team or company?”
The number one response every single time…Culture.
I then ask everyone in the room “Sell Me Culture”.
You can’t sell culture, culture is something that must be experienced.
In many cases this realization is the tiny hinge that will swing a big door of growth open for their organization…I hope it will for you.
So if you can’t sell the single most greatest attraction to your organization, how do we allow people to experience it and ultimately join us?
Here are some principles and framework that can change the game in your recruiting:
- People don’t believe what they are told, they believe what they experience.
- Create an experience of what it is going to be like when they join before they join.
- Coach, Train and Lead the competitors agents better than their current leader is so that over time one of two things happen…they see value and want to join in the future or if something changes at their current company, you are their destination broker.
Note: The above won’t work for a scarcity mindset. Let me explain what I mean. When I share the above truths that really work well, most leaders will say, “I am not going to train the competition and give them my secrets” Well I have a lot of responses to that, but I will keep it simple.
How many times do agents (maybe even you sometimes) go to a seminar, only to leave and do absolutely nothing that was taught? We’ve all been there. Coupled with learning new content to implement, we all need leadership to drive the action steps going forward. Be the leader that helps agents before you actually help them. Coach, Train and Lead the competitors agents better than their current leader is. They will see your value being greater than their current leader and eventually join.
Sounds too simple? It is but it isn’t. It’s simple but most leaders won’t stay consistent. Be that consistent leader giving value to agents in the marketplace and become the productive agent magnet.