RECRUITING

Module 3 – Personal Contact Recruiting Systems

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Recruiting
OVERVIEW

• Recruiting Toolbox
• Finding Prospects
• One on one recruiting
• Warm Calling
• Cold Calling
• Scripts
• Tracking and Follow up

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Recruiting
PERSONAL CONTACT RECRUITING

• Contacts can come from anywhere

- Career Nights, SUCCEED ads, website, whatever
• Proactive searching for quality candidates can be fun and rewarding
• Identify ways to find quality prospects
- In the business or not!!
• Make a list in your workbook

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Recruiting
RECRUITING TOOL BOX

• To work with your contacts you will need a few high quality tools
• The tool box should include everything needed to assist in the recruiting process
• Tangible and intangible
• Make a list of possible toolbox items

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Recruiting
RECRUITING TOOL BOX (HERE ARE A FEW IDEAS)

• Vision • Your Recruiting Presentation Manual

• Leadership • Brochures
• RE/MAX Office • Videos
• RE/MAX Associates • Articles
• RE/MAX Business Model • Advertising and Promo
• RE/MAX Brand • Letters
• “Everybody Wins” • Cards
• “Fifty Companies that Changed • Charts
the World” • Graphs
• RE/MAX Events • Other ideas?

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Recruiting
WORKSHOP

• From the previous list, pick those items

that you want in YOUR toolbox
• Rank each one as to importance
• Discuss your ratings with
the rest of the group

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Recruiting
PROFILE OF THE IDEAL CANDIDATE

• Honesty, Integrity
• Driven
• Positive Attitude
• Excellent Work Ethic
• Self-Confident
• Proactive, Self-Starter
• Successful Track Record
• Communication Skills
• Human Relation Skills
• Freedom, Independence
• Long term opportunity
• Build their Own Business

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Recruiting
WHAT ARE THEY LOOKING FOR?

• Freedom / Independence
• Opportunity
• Own business
• Control over their future
• Unlimited earnings
• Personal satisfaction
• Personal development
• Secure future

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Recruiting
WHERE DO WE FIND THEM

• In the Estate Agency business

• Businesses “connected to” Estate Agency
• Business People
• Sales People
• Business Owners (current and previous)
• Investors in Property
• Business Schools (current and past students)
• Managing Directors of Companies
• Managers within Companies
• Friends and Business Colleagues
• Virtually everywhere

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Recruiting
CONTACT MANAGEMENT

• Use a Contact Management System

- Outlook or similar
• Keep all vital information on all recruits
- Birthday, history, spouse name, education, employment etc. etc
• Communicate regularly
- At least quarterly
- Use for the scale of 1-10 (module 5)
• Update regularly
• THIS IS YOUR MOST IMPORTANT TOOL!

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Recruiting
ONE ON ONE RECRUITING

• Target specific individuals

- Set your specific criteria
• Contact the person directly
- Usually by phone
• Create a script that you are comfortable with
• Ensure that the call is about the prospect –
not RE/MAX
• Set an appointment to meet

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Recruiting
WARM CALLING

• RE/MAX Europe recommended method

• Review the “Warm Call Package”
- this is the same package previously introduced
• Discuss as a group
• Should the letter be customized for your
marketplace?
• Do you have administrative assistance?
• Should timing and number of letters sent
be adjusted?

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Recruiting
WORKSHOP

Based upon the previous discussion personalize your “Warm Call” system

• Changes to the Letter

• Administrative assistance
• Changes to the Script
• Follow up
• Finalize so that you can start implementation

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Recruiting
COLD CALLING

• Similar to warm calling but without the letter

• You can make more calls with cold calling
• Script is very important
• Some do like to do cold calls
• Some do like to receive cold calls
• Success rate is lower
• Can be very effective if done properly

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Recruiting
WORKSHOP: MAKING A COLD CALL

• Break into groups of three

• Finalize your script
• Practice making the call
• Evaluate each other

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Recruiting
SUMMARY

• Identify your prospects

• Know all of your prospects
• Use a contact management system religiously
• Use the “Warm Call” system
• Make regular calls

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RECRUITING
Module 3 – Personal Contact Recruiting Systems

www.remax.eu