your life. your business. your way. Chapter 3 Recruiting & Retention NOTE to viewer: Press F5 or click “View” on task bar to view as presentation Click.

your life.your business.your way.

Chapter 3

Recruiting&

RetentionNOTE to viewer:

Press F5 or click “View” on task bar to view as presentation

Click “Enter” or press key to advance slide or for next action item

Disclaimer

Please note: 

All floor plans, diagrams, and financial representations used in this training are not drawn to scale and are not based on particularized economic data.  Do not rely on these examples as advice or representation for the success of your individual franchise.  The following PowerPoint slides are based on and created from examples and experiences of other offices in the RE/MAX network.  By using these slides and by offering this presentation, RE/MAX International, Inc. is making no promise, oral or written representation, or guarantee of any kind about the success or profitability of your franchise.   

NOTE to viewer: Click “Enter” or press key to advance slide or for next action item

The Big Picture

$ $ $ $ $

BUDGET

1st

Physical property2nd

BUDGET

3rd

RECRUIT & RETAIN

your Team!

NOTE to viewer: Click “Enter” or press key to advance slide or for next action item

Remind yourself often:

• Your attitude is very important• Recruiting is a courting process• Recruiting is a process, not an event• If you are not risking failure, how are

you going to succeed?• FEAR is nothing more than

False Evidence Appearing Real

NOTE to viewer: Click “Enter” or press key to advance slide or for next action item

The WAR Room

NOTE to viewer: Click “Enter” or press key to advance slide or for next action item

Get to

Know

Understand

Forgive

Care

NOTE to viewer: Click “Enter” or press key to advance slide or for next action item

Important Points to Remember

• Recruiting angle – Don’t recruit from behind a desk!• Use 2 Ears and 1 Mouth – the person who controls the questions

controls the interview!• Mirror

– Body Language– Voice & tone

• Open up negative positions– Have physical materials readily available

• Don’t sell RE/MAX too soon (#1 Mistake!)• Don’t bash the competition• Ask the Golden Question:

– “If you could create the perfect Real Estate company, how would you do it?/What would it be like?”

• Find the Pain, show the Love• “Where do you want to be 3-5 years from now?”• Ben Franklin Close – apples to apples, oranges to oranges

• Turn it around on them- “Why should I hire you?”• Closing Statement - “Are there any other objections?”

NOTE to viewer: Click “Enter” or press key to advance slide or for next action item

What do we pay????

Salary.com

Military.com

NOTE to viewer: Click “Enter” or press key to advance slide or for next action item

NOTE to viewer: Click “Enter” or press key to advance slide or for next action item

How Recruiting Affects Competitors

The “Other” guy RE/MAX21 agents

-1 agent=

20 agents+1 agent

0 agents

+1 = 2 agents

-1 agent=

19 agents

-1 agent=

18 agents

+1 = 3 agents

A few leftovers

A

FULL Henhouse

NOTE to viewer: Click “Enter” or press key to advance slide or for next action item

RE/MAX Pyramid of Responsibility

Regions

RE/MAX

Int’l.

Individual Offices

Associates

Client or CustomerBuys and Sells Real Estate

Pays Associate

Pays Region

Pays B/O & Office

Pays Int’l.

Provides the System, Features, Brand benefits, RSN, Relo, Mainstreet, Conventions, Training, Brand, Balloon

Sell Franchises, quarterly training, functions, 60 Minutes, Support

Where the rubber hits the road! Provides office, location, support staff, YOU

Lists and Sells Real Estate

NOTE to viewer: Click “Enter” or press key to advance slide or for next action item

The Henhouse

Main Street

NOTE to viewer: Click “Enter” or press key to advance slide or for next action item

What’s so Great about YOU?

No one else can provide your:

– Leadership Style

– Management

– Professionalism

– Reputation

– Caring

– Sharing

– Attitude

– Location

– Style

NOTE to viewer: Click “Enter” or press key to advance slide or for next action item

Production

• Look for the top 20-25% of the local board

• Acquire the following information:• Names

• Company Address, Phone Number & Email

• Home Address, Phone number & Email

• Production in Gross Volume Sold

NOTE to viewer: Click “Enter” or press key to advance slide or for next action item

“New Agents” Testimonial

I thought that I would share this: When I took over this office I had three agents. I am now up to 13 and should be at 16 in the next couple of weeks. It has been very hard recruiting seasoned agents so I went to plan B - Bring in the rookies!!! We’ve been using the RAPP program and lots of training (and patience) to get the office where we need to be. The numbers aren’t there yet, but I’m very optimistic! We’ve developed a training / mentor program that is starting to show results.

It’s funny, when I talk to seasoned agents they always ask about the number of agents in the office. I’m finding that they don’t ask about production levels too often. They just want to be in a bigger office with more opportunities. As I’ve slowly grown, that obstacle is removing itself. Just the other day, I recruited a team to the office simply because we have hungry rookies willing to sit on site in one of their new construction projects.

Anyway, my advice is don’t overlook the rookies. Take time to find the right ones who have the potential to be great in this business. Train them and be creative!

NOTE to viewer: Click “Enter” or press key to advance slide or for next action item

your life.your business.your way.

Coach them on

How to Resign

NO GUTS!!!This is a business decision

Leaving the Old Office

1. This is a business decision. Who is more important to you - your family or Clyde Crashcup?

2. Coach them!

3. Have 4-5 Resignation letters for them to choose from.

4. Best time to leave: 4:45 Friday Afternoon

5. Letter for Listings under the original listing period.

6. Celebrate!!!!!

7. Welcome letter to recruit and family

Transition (Moving)

8. Making the move

Joining Your Team

9. Meet for breakfast at 7:30

10. Introduce to the team at 8:30

11. Send for pictures, etc.

12. Ask if you may send an announcement to their past customers & clients from your office stating that you have joined RE/MAX _____.

13. 11:00 inevitable “How’s it Going” phone call

14. Within 5 days: “We’re so happy to have you here. Is there anyone else that you think we should talk to?”

Put on the back of C45

NOTE to viewer: Click “Enter” or press key to advance slide or for next action item

Best Practice Advice

We STRONGLY recommend that you consult your Attorney, Tax

Professional and your Regional office for advice regarding your specific situation as it applies to

State, Local and Federal regulations.

N/ANOTE to viewer: Click “Enter” or press key to advance slide or for next action item