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Wooing Top Producers

Three recruitment experts share tips for recruiting agents -- including the elusive top producers.

(Boonton, NJ, March 19, 2015) — If you’re trying to woo another broker’s top producer, your pitch must stroke the agent’s ego.

That’s among the advice experts offer brokers in the March issue of Real Estate Broker’s Insider.

Three trainers who teach recruiting courses for the Council of Real Estate Brokerage Managers share tips for recruiting agents at all stages of their careers including the special issues involved in wooing a top-producer.

If you set your sights high and aim to land a top producer from another firm, expect to spend up to 18 months on the recruiting process, says Pat Strong of Pat Strong Realty in Tarpley, TX.

"It’s like a courtship," Strong says. "If they’re a heavy hitter, they’re very entrenched in their company."

Once you target a top producer, make contact once or twice a month. More frequent contact becomes annoying, less frequent attempts are easily forgotten.

"You don’t want to do too much, nor too little," Strong says.

The theme should be stroking the agent’s ego. If the producer closes a big deal or wins an award, send a note of congratulations. If the agent’s child wins an award for youth sports, send a note of congratulations for that, too.

"The way to a heavy hitter’s heart is through their ego," Strong says. "Because they’re tops, they’re ego-driven. When you play to their ego and their broker doesn’t, you win in the long run."

The full article, along with many more insights into recruiting agents at every level, appears in the March issue of Real Estate Broker’s Insider.

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