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Go After the Real Estate Agents You Want, Says Former Recruiter to Brokers

As residential real estate industry rebounds, broker/owners look to staff up.

(Boonton, NJ, January 17, 2013) — Once upon a time, recruiting agents meant buying a classified ad and waiting for the resumes to roll in.

These days, you're wiser to go after the agents you want, says Daniel Abramson, in the January issue of Real Estate Broker's Insider.

Abramson, a coach and former recruiter who runs Staff Dynamics, argues that succeeding in brokerage means you abandon the old recruiting model of letting new hires find you.

Instead, he says, you should seek out top performers who'll work well in your company.

Once you've identified those top performers, it's all about nurturing recruits.

Abramson recommends spending three to five months working with a single agent. Afterall, no productive agent is going to drop everything and join your firm immediately, so be patient.

Abramson is also a proponent of personality tests. He recommends the DISC scorecard — which measures dominance, influence, steadiness, and caution. The test is a good way to avoid hiring friendly people who lack closing skills, Abramson says.

Online DISC testing can be done for as little as $50. But the key is in understanding the scores and how they relate to success in your business.

Details on Abramson's approach to recruiting and hiring agents appears in the January issue of Real Estate Broker's Insider.

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Real Estate Broker's Insider provides residential real estate agency broker/owners with actionable news and information on managing their businesses for greater profitability.

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