Experienced Associate RecruitingCalling and Getting the First Appointment

Bill Spadea, VP Career Development

Presentation Topics - Overview

• The Basics about the Call

• Delegating the Call– Internally at the Office– Weichert Recruiting Center

• Centralized Email Campaign

Why Experienced Associates?

• Already licensed and working

• They’ve got contacts and a reputation

• Adds to your office revenue faster than new-to-the-business hires

• Creates a strong, balanced sales team

First, You Need a List to Call

How do YOU build a list?• Local MLS

• Brand X Newspaper advertising

• Agent and Company Websites

• Available for purchase through various companies – usually email address lists

You Need to Pick up the Phone

• It's OK, nobody likes this!– Sales-conditioning mentality of "I had to suffer to succeed

in sales, so you need to, too!" – Many fear cold calling because of exposure only to

traditional selling approaches, which triggers rejection. • introduce yourself, explain what you do, suggest a benefit to the

potential client...and then close your eyes and pray that they won't reply with "Sorry, not interested" or "Sorry, I'm busy."

– Feeling rejected is reason enough to make you dislike, fear, and avoid cold calling.

Cold Calls

• Don’t over-think it!

Being in the Right Frame of Mind

– Don’t be negative! Drop your perceptions toward traditional cold calling techniques – no scripts!

– Act natural! Use words and phrases that you use with friends and colleagues.

– Put yourself in their shoes! Approach potential prospects not from your perspective, but from theirs.

Dial with a Smile!Dial with a Smile!

• Your tone of voice is very telling:– It’s not what you say, but how you say it.

• Body language even comes through the phone.• Have a mirror in front of you when making these

calls.• Try standing up when you call your leads.

– It’s a different energy level: Try it!

Are you smiling during your calls?Are you smiling during your calls?

PICTURE yourself on the PICTURE yourself on the phonephone

PI- Pitch, Inflection

C - Clarity

T - Tone of Voice

U - Understanding

RE - Rate, Energy

Making Time to Call

Do’s and Don’ts

Do make a list of priorities for your day and schedule your calls.

Don’t save all the calls for one two hour marathon!

Do make at least 3 calls at one time.

Don’t stop after one success.

Do start calling on Monday!

Preparation

• Have a reason to call• Gather Information - Use the information you collect to build a relationship.

– Recent listings/sales on MLS“Congratulations on your listing…”

– Agent/company web site“I came across your website…”

– Feedback from your associates“Susan told me we should really get together…”

Reasons to Make the First Call

Close for the Appointment

Additional DialogueHere’s some dialogue that has worked for other managers:

• “I’d like to buy you a cup of coffee.”

• “I’ve been managing in the area for 2 years and we’ve never had the opportunity to meet – let me buy you a cup of coffee just to get to know each other.”

• “I’m calling to recruit you! (Cue laughter.) Actually, I do know of your great reputation in the business and would like to spend some time getting to know you. I’m free tomorrow morning – I’ll buy you breakfast, are you free at 8 or 9?”

By the Numbers…

200 Calls

54 contacts

8 appointments

1 hireMaking calls every day will get you closer to your goal of

building your office.

Action Plan – Commit to Success!

1. Create a list of prospective experienced associates to recruit.

2. Make 5-10 calls a day to those prospects.

3. Use suggested dialogue to secure the first meeting.

4. Schedule face-to-face meetings with 2 experienced agents per week.

5. Make a commitment right now – block 30 minutes in your calendar for Monday – then call me after you’ve made your first appointment.

‘Brand X’ Recruiting Email Campaign

Sample Emails and Process

Sample Emails

Samples (cont.)

Recruiting Email Process

• Getting Started– Contact Jessica (Weisnet) Latta via email at

jweisnet@weichertrealtors.net.

– Attach an Excel spreadsheet with names and email addresses of the associates you want to recruit (phone number is optional).

– Choose the template you would like to use.

– Provide the contact information for the person to handle responses at the local office level (name, title, phone number, email address).

Recruiting Email Process (cont.)

• Step by Step Process– Desired template will be selected and specified contact

information will be loaded into the email.

– Blast email will be sent to all email addresses listed on the spreadsheet.

– Responses will be directed to the local office contact.

– Progress report of statistics will be emailed to the office 3 days after sending out the blast email (# sent successfully, # opened, # read, and a list of who opened and read the email).

Managers’ Best Practices

Access more recruiting tools in your

Managers’ Best Practices through

Weichert University on

www.WeichertOne.com.

My commitment to you:

my line is always open!

Office (973) 397-3556

Cell (973) 885-3859

Bills@weichert.com