Aricle But

Recruiting

Get Your BUT Out Of The Way

By Steven Morris

I hear it all the time. "I would like to recruit BUT I don't have the time" or "I would like to recruit BUT I'm too busy". When I hear brokers say this I hear the real truth rather than what they are saying. I usually sneeze because I'm allergic to BS. Let's face it, if you have more productive real estate agents you make more money. The more productive real estate agents you have as a broker owner the more money you make. It's a simple fact. You know it and so do I. So when I hear "I would like to recruit BUT I don't have the time" I hear the truth. But the truth doesn't make sense to me. What I hear is "I would like to recruit BUT I don't want to make more money". Does that make sense to you? If you say these things your BUT is getting in the way. Let's look a little closer at this problem.

You don't have the time. There are real estate companies that have dozens and hundreds of real estate agents. This didn't happen by luck. It happened by recruiting. But how did they have the time to recruit? We all have 24 hours in every day. When that day has gone it is gone forever. So all of us use all of that 24 hours whether we like it or not. The question is what did you do with that time? Everything you do all day long every day are what you consider priorities. You assign a priority to that task at that moment. The moment you achieve that task it is the priority of the day. So it's really about priorities. As a broker owner or sales manager your priority should be growing your company or office and making more money. Logical? We have already established more productive real estate agents makes more money. So recruiting should be a priority. Think about your other priorities. You have to go to sleep at night and get up in the morning. You eat meals throughout the day. You usually schedule these things because they are priority for you to survive. Believe me! As a broker owner or sales manager you need to recruit to survive! So the answer is scheduling recruiting just like you schedule lunch or getting up in the morning. Set an alarm clock for recruiting if you need to. Like many other things you need to do to survive on a daily basis recruiting is one of them. Spend an hour or two every day at the same time recruiting. Just like you schedule the other priorities in your life.

BUT I'm too busy to recruit. Too busy doing what? Selling real estate to keep your doors open? ACHOOO! Sorry, I just sneezed. If you are selling real estate full-time then you are a part time manager. You can not do two jobs well. That's why real estate agents who are part time while holding a full-time "real job" rarely do anything at all. Don't you see what trap that is? If you insist on selling real estate to the sacrifice of your recruiting efforts and growing your company, you might make more money by joining another broker who can give you the support, that you can't give yourself and your two agents, and get rid of your overhead. Your landlord may be making more money than you are from your office rent. In my mind that wouldn't be your best choice. Taking off your real estate salesperson hat and putting on your recruiter hat a couple hours a day EVERYDAY will ultimately make you far more money by growing your real estate company.

To be successful as a real estate company owner or manager, or to be good at anything, requires three things. 1 - Desire, you must want it. 2 - Knowledge, you must know how to do it. 3 - Practice, you must do it regularly. I don't care if you want to be the best golfer, pianist, surgeon, or real estate company owner. To be successful and to be good at it requires these three things.

To help solve problems like these and to gain more knowledge of growing your real estate company in recruiting, agent production and retention consider purchasing Steven’s CD sets and having him personally work with you.

Steven Morris is a real estate broker, sales management consultant and coach with 30 years of experience and can be reached at 888-326-3949 or SMorris@MorrisWilliams.net