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Hoping to Hire Agents in the New Year?

Experts say to treat it like a game and make it fun.

(Boonton, NJ, February 2, 2016) — For the past two years, DeAnn Golden has been hiring agents at a rapid pace.

Golden, a recruiter for Berkshire Hathaway HomeServices Georgia, landed more than 50 agents a year during 2014 and 2015. One of her secrets? Making warm calls.

"I was never someone who liked to cold call as an agent," Golden says. "Likewise, I don’t like to make a recruiting call a cold process." Instead, she seeks out referrals from agents already at her company.

Golden is a successful recruiter in part because she tackles the task in a way she enjoys, says David Knox, a former broker who now works as a coach and speaker.

Too many brokers fail to recruit because they simply don’t like it. Instead, "Treat it as a game." Knox says. "Recruiting really needs to be fun."

Making recruiting a chore is just one common error. Another typical blunder? Immediately shifting into hardsell gear.

"Managers make the same mistake in recruiting interviews that agents make in listing presentations," Knox says.

Instead of launching into a sales pitch during recruiting interviews, you need to focus on asking questions. You want to see if the agent is a fit for your company and culture.

In the February issue of Real Estate Broker’s Insider, Golden and Knox share additional tips for recruiting success.


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