Q: As a working broker who takes listings, shows properties (though I give most buyer leads out to my associates when possible) and runs a busy office, I’m strapped for time and need help recruiting. Where do I turn?
A: Sales associates, not the broker, should be the ones who talk up the firm’s great training program and referral-prospect system. Be sure to give cash incentives that will entice current associates to bring in associates they know and want as co-workers. Tell prospects what existing associates say about the training program. It’s a sales job when the broker talks, but it’s a credible fact when the associates say it.
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 .
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