Using annual production data for targeted recruitment – RISMedia |



Knowing how high your goals are or not will improve your recruiting efforts

With six months of production in the books, agents everywhere now have a pretty good understanding of how this year is going and how they hope the rest of the year will look like. Since it relates to your company’s hiring plan, you can strategically use this information for timely communications targeted to existing agents.

Here are four important reasons why knowing production data from the year before today’s date for goals – and using it in your conversations with them now – will positively impact your hiring results.

Leading manufacturers value recognition
Recognizing excellence in real estate sales is one of the simplest challenges you can make. Reach out to everyone on your recruiting list who has had a good year and let them know two things: first, that you are happy for them, and second, something about joining your company that will help even more. them in their business. Recognizing them and proposing solutions to increase their success can either motivate them to join your company now, or at least help you maintain a solid “second place” position throughout the day when they may be more open to traffic.

Many agents need a new strategy
Experienced agents who are going through a difficult year can now be especially open to a new path and a new company. They are also likely to have fewer ads to post if the time is right to take a step. Reach out to target agents that are a little behind their usual pace and come up with a solution to revitalize their business while growing yours.

Some agents take them for granted
Regardless of the specific level of production, whether from the beginning of the year or in general, some managers and companies simply do not pay as much attention to their agents as they should. Imagine how effective it would be if you talked about their business, quarter after quarter, year after year, with the target audience as much … or more … than with their current broker. If an agent feels that you are consistently communicating more with their business than with their current broker, that could be the difference that inspires them to step up and join your team.

You never know
Hiring existing agents is a lot like finding potential followers and sellers; you have to keep in touch at all times to talk to someone when ready to take action. Don’t assume that just because it is a “busy season”, someone is not ready to take a step now, either because of their recent production or because of other circumstances. Call and use each agent’s product to start a new conversation. If the time to change company is right for them, you will be the person they talk to.

Hiring existing agents works best when done consistently and with a specific purpose. Tailoring current recruiting efforts to each target agent’s production activities from the beginning of the year to the current date is a simple and effective way to recognize success, propose solutions, and build relationships that can turn into mutually beneficial real estate relationships.

Commit to reaching out to your recruitment roster now – and on an ongoing basis – using the approach described above, and you will increase your roster and your bottom line as a result.

To see how an affordable branded agent training platform can help your recruiting efforts and drive an increase in existing agents, make a free call here.

Sherri Johnson is the CEO and founder of Sherri Johnson Coaching & Consulting. With 25 years of real estate experience as agent, broker and executive, Johnson now offers his proven techniques in the form of mentoring, consulting and keynote addresses nationwide. She is the national speaker for the Secrets of Top Selling Agents tour and is the Official Real Estate Trainer for McKissock Learning and Real Estate Express. Johnson has also been named by RISMedia Real Estate Newsmaker in 2020 and 2021 as an industry leader and influencer. Schedule a Free 30 Minute Coaching Strategy Session or visit for more information.


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