Q: We need a more effective way to get the word out to associates whose work backgrounds include the willingness to work hard, learn the business and put in 40- to 60-hour weeks to get going. Where do we find go-getters?
A: Tell prospects what existing associates say about the training program — the more adjectives associates supply, the better. Then quantify the information. Exactly what is the training program? How many leads can the new associates expect each month? Armed with testimonials and facts, send monthly mailings to experienced associates within the ZIP codes that the office services. Follow up with telephone calls to net some “mid-level” associates who may be ready for a change of scenery. Be sure to check the National Do Not Call Registry before calling associates at their homes (the law doesn’t limit business-to-business calls, such as calls to the associates’ company phone numbers).
Meet the Expert:
David Fletcher, founder of Agents Boot Camp, helps independent broker-owners and their associates grow their businesses. Fletcher is author of Condominium Sales and Listings.
Visit his Web site at http://www.agentsbootcamp.com.
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