Real Estate Recruiting from Within

Recruiting from within is 2 fold, first you must establish how to recruit from within yourself and then put your efforts into recruiting within your own office. We start with re-recruiting yourself and the agents you now have under your leadership. Re-recruiting yourself to the industry, your brokerage and your goals is vitally important right now. Remember how excited you were and how much great energy you presented to people when you first got started and when times where much easier? What has happened to you over the past 12-18 months? Where are you mentally regarding the changes that continue to occur in our industry?

A few of you may be happier than you have been in years but I have an idea that many of you are teetering on packing up and signing into the local mental rehab. As leaders, your emotional response affects the entire company. How are you handling your feelings, fear and anxiety? I have witnessed 2 very distinct ways of responding. ·

• Broker A is in the office 24/7 holding on and believing that if he leaves something bad will happen. He hovers over staff and paces from his desk to his door to see who is in the office. I call him the Loiterer. His presence is not one of support and vision, it exudes stress, vulnerability and pressure on the agents and staff who are not stressing as much as him or whom he feels are ungrateful or unwilling to work as hard as him to save the ship. Which, by the way will change when he changes. Once the agents and staff see him being his "old self," they will pitch in and be more supportive because he will relieve their stress and anxiety freeing them to be "themselves." ·

• Broker B is not showing up at the office at all. Broker B is an Avoider. She feels like what she doesn't see can't be happening. This disconnect creates just as much stress on the brokerage as Broker A's hounding presence. The fact that she is not present leaves a very huge gap in the seams of retention.