Are you someone that doesn’t believe in new agent recruiting? Look around your office ... How many of your agents were new in the business at one time? The trick is getting them productive.

How do you get new agents productive? It’s actually quite simple:

1. Either they want to be productive or they don’t.

   You can be the best trainer, coach, mentor or manager. Does that mean everyone will be productive? No, it depends on the individual combined with the value that you are delivering. Are you attracting productive people? If you’re not, then take a look at your hiring process.

   Here’s a tip, create an expectation of production for the new agent within the first 30 days they are with your company. Stop telling people it will take six months for them to make any money. Nonproductive agents will tend to join the competition when you create an expectation of production in 30 days.

2. Stop getting them ready to get ready.

   That’s the oldest saying in the industry. Here’s the scenario of the new agent. “I’m not going to work with a buyer or seller until I know the “listing agreement” and “purchase agreement” backwards and forwards.” Instead offer to help the agent with the contracts. Do the new agent a favor and don’t let them fail by way of “analysis paralysis.”

3. Train on activities that will produce a result

   Do you want a bunch of agents that know the contracts inside and out but can’t sell a house? Train your agents on how to get a client and then hold them accountable to specific actions.

4. Accountability

   Tell me about the accountability systems in place in your office? Without accountability there will be no substance to your relationships with agents and unfortunately no production.

   Don’t beat people up if they don’t perform! Don’t make them right or wrong if they don’t sell a house! Just make sure that there is a measurement device in place and create awareness for the agent of what is getting done or not getting done.

Best of luck in your new agent recruiting.

Published: August 3, 2004

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Jon Cheplak, ABR,GRI,CRS,CRB,CLHMS is the Founder of The Real Estate Recruiters, The Management and Recruiting Solutions Experts. Jon consults, coaches, and hosts retreats for brokers, owners, and managers internationally, supporting leaders in their growth and profitability strategies and tactics. He can be reached at 775-846-5748 or email him at recruit@therealestaterecruiters.com. Visit his website at www.therealestaterecruiters.com.