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The More You Know, the More You Grow

Tuesday, February 7th, 2017 at 3:03pm Engel Völkers

6 Questions You Need to Answer to Recruit Effectively 

By Adam Lerman, Vice President Talent Management, Engel & Völkers North America


There’s no shortage of responsibilities when running a successful real estate brokerage.  However, as the lifeblood of any organization, recruiting should be a priority. And that means developing a solid recruiting plan, having an expert knowledge of your company metrics and knowing the market, especially the competitors, just as well.

Make sure you can answer these six questions to help successfully recruit the right agents:

1. What is your average sales price?  If your company’s price point is higher than average, show your prospect the benefit in increasing their average sales price above and beyond what it is now.

2. What is your average per person productivity?  Show positive comparisons of your agents’ PPP and demonstrates the support and value that makes affiliated agents more effective.

3. How do you effectively articulate your company value proposition? Avoid data dumping everything you offer and make it a conversation about what the prospect currently lacks and what your company provides to fill that void. 

4. What do your competitors offer? Knowing if you are comparable, higher or lower than what your competitors offer will help you communicate how the service you offer makes up for a few percentage points with the commission split.

5. How do your tools compare? Make sure your tools are and technology are competitive. You want your prospect to be comfortable with your offerings as opposed to what they are already receiving at their current company. 

6. How can joining your company effectively relieve pain points? Make sure you have a targeted approach to what you are offering to help them receive what they are not getting at their current company.

No meeting should be exactly the same—understand what makes them tick and articulate your value proposition accordingly.

*As Vice President of Talent Attraction, Adam Lerman serves as a consultant to brokers within the Engel & Völkers North America network and is responsible for the growth of the overall advisor count and the development of tools and systems designed specifically for attraction efforts. 

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