It’s About the Relationship!
We are all bombarded with the message REALTORS® are now conveying to prospective and current Brokers…
I can’t afford to…
- Pay Fees…
- Change Companies…
- Stay in the business…
The honest truth is…they can’t afford not to.
What we have to acknowledge and embrace in the world or recruiting and retention is that what they are saying is not what they mean. In today’s market, we are hearing the voice of fear rather than the voice of reason. When we encounter these responses, remember the key to objection handling.
As our coaching members know, the key to objection handling is to remain logical. When we hear money as the objection as listed above, logically consider these questions as a response…
- “I can’t afford to pay fees”…What are they currently paying to their Broker? When multiplied as a monthly or annual fee, what is the total? How does this reduction in compensation compare to a monthly investment (not fee!)
- “I can’t afford to change companies in this market”…What does your current company offer as support and value to increase their business (revenue)? How is that working for them? What is the result of these perceived benefits? Are they satisfied (financially and emotionally) with these results? Compare their current results to the “value added” benefit of associating with your organization. What is the “potential” increased income based on the opportunity of being with joining you today
- “I can’t afford to stay in this business”…What opportunities do they have available to them as another stream of income? If their alternative it to attempt to earn an hourly income…do the math (with them). This is an exercise we frequently use in our coaching program where we multiple the potential hourly income by the number of hours worked. Compare their potential income resulting from one transaction resulting from investing those same hours (monthly) into their real estate career. You will quickly see, the highest and best use of their time is to invest in their real estate career.
In the current market, we cannot stress enough the value of investing in the relationship vs. focusing on the money. For recruiting and retention, pull the focus away from the dollars and into the relationship and you will reap greater rewards in both areas of your business.
Do you want to hire more agents in 2016? Mastering the development of relationships with prospective agents and learning to handle whatever objection comes your way with ease are both important parts of the puzzle! Not only will you learn many of these vital tools in the 7+ hours of audio training that you get as part of your Profitable Recruiter Pro membership – you have the advantage of learning on demand – individually or as a leadership team.
And if you HAVEN’T put systems in place to ALWAYS have the tools you need to grow your team with less headaches and more results – consider joining The Profitable Recruiter today. From now until January 2nd, make any Profitable Recruiter Pro Membership part of your 2016 business plan, and take 35% off with the promo code PLAN35 — PLUS, have the ability to add up to 10 managers or admins to your account at no extra cost! That’s 35% off everything you need to be in the right place at the right time when the agents you want are ready to make a move – AND includes the SEVEN HOURS of recruiting audio training, more than 30 webinars on demand, scripts, letters, social media tools and more! What are you waiting for? Register today and write it off as a tax deduction!