The Complete Recruiter

137-page workbook, 3 audio CDs, $149.95. Table of Contents Order Now

This comprehensive recruiting program provides everything you need to recruit the best agents. You’ll find step-by-step guidelines for developing an ongoing recruiting system, building your recruiting presentation, honing your interview skills, overcoming objections, and more.

The Complete Recruiter includes three audio CDs and a 137-page companion workbook filled with worksheets and checklists, sample guidelines, job descriptions, interview questions, letters, ads, press releases, and more.

Instructor Carla Cross guides you through the tapes and workbook as you develop your own individualized recruiting program based on the strengths and needs of your agency.

Highlights of the system include:

• Understanding the seven recruiting trends that influence who gets the best recruit — Too many managers are operating on old paradigms and don’t understand why their recruiting strategies don’t work. You’ll learn how to recruit winners today.
• Mastering the 11 skills you need to become an effective and persuasive presenter — You’ll learn how to prepare a truly effective recruiting presentation.
• Putting together a visual recruiting presentation — People believe what they see, not what they hear! Too few managers use effective visuals in their recruiting presentations. You’ll learn how to increase your success rate by creating a visual presentation.
• Addressing the five main objections to joining your office — You’ll learn to realistically assess your agency, and overcome objections.
• Building an effective recruiting program — Only five percent of managers have a written recruiting plan; you’ll learn how to build a program that works for you today and can be delegated in the future.

Table of Contents

1. Building Your Program Around the Seven Trends that are Influencing Recruiting Today
2. Establishing Your Vision and Values for Recruiting Strategy
3. Finding a New Kind of Agent Candidate to Assure Productivity and Profits
4. Partnering With Your Agents so They Become Recruiters for You
5. Presenting Yourself as a Major Magnet to Recruit the Agents You Want
6. Mastering the Eleven Critical Presentation Skills to Recruit Winners
• Communicating Your Vision and Mission
• Differentiating Features and Benefits
• Promoting your Unique Qualities and Skills
• Telling Your Story Compellingly
• Developing New Asking/Probing Skills
• Customizing the Presentation to Meet Your Recruit’s Needs
• Refining Your Qualifying Skills
• Attaching Benefits, Asking for Agreement, Keeping Candidate Control
• Mastering the ‘AAA’ Method of Handling Objections
• Increasing the Needs of Your Candidate — and Filling Those Needs
• Making the Initial Prospecting Calls to Get Candidates
7. Assembling an Effective Recruiting Presentation
8. Systematizing Your Process
• Checklists
• Procedures
• Pre-First Visit Letters/Materials
• After First Visit Letter/Materials
• Book of Greatness
9. Your Marketing Plan for Recruiting
10. Carla’s Ten Top Recruiting Actions
11. Documents
• Lead Generation: Making the Call and Opening the Conversation with a Potential Agent
• Lead Generation: Making the Call to Experienced Agents Who Just Changed Companies
• Lead Generation: Making the Call to an Experienced Agent
• Lead Generation: Your Assistant Makes Recruiting Calls to Your Database
• Letters to Potential Recruits
• Letters to a New Potential Recruit
• Letters to an Experienced Agent
• Pre-First Interview Letter
• Post-First Interview Letter
• Recruiting/Selecting - Get Your Skills, Systems, and Processes in Place

About the Author

From her almost three decades as a real estate practitioner, Carla Cross has built a reputation as the contemporary authority on creating exceptional productivity and profits from people. Carla Cross has shared her systems for peak productivity in her presentations, publications, and coaching, with thousands of real estate professionals — from New Zealand to Canada.

Your Guarantee of Satisfaction

If for any reason you are not totally satisfied with The Complete Recruiter, simply return your book and audiotapes within 30 days for a complete refund.

 

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