The best and perhaps only way to recruit experienced agents is to call them directly until you actually speak with them. When you speak directly to an agent, you can determine if they are perhaps unhappy where they are today and/or if they are interested in hearing more about your value proposition. The number of agents you end up speaking to and meeting with using the phone instead of ads will increase your chances of achieving your goals exponentially. 

To successfully recruit experienced agents, a broker must first have a goal in mind then develop a plan and execute that plan daily. Assuming the broker has a solid value proposition (an established brand, technology tools, training, competitive rates and good market share, for example) and a commitment to grow their market share, the next step is working through the numbers. If, for example, a broker has set a goal of recruiting 10 experienced, producing agents this year and he or she has 600 agents in their market area with sufficient sales volume to warrant a call, break it down like this: 

-Calling 600 successful agents on their cell phones until you actually speak with them will require a commitment to make 150 calls per week for 12 weeks (1,800 total calls). You will end up speaking with approximately 80% of the agents (480) and leaving a voice mail for 120. 

-Of the 480 that you end up speaking to, between 9 and 12% will be “interested” in exploring their options either because they are unhappy where they are or they want to learn more about your brand/value to them and their business. 

-Of the 40–60 interested agents, you should be successful in booking 20–40 face-to-face meetings. 

-20–40 meetings will result in between 5 and 10 agents recruited and a lot of momentum and excitement in your office that will result in the “collateral” recruiting of even more Agents. 

Read the rest of the article at http://rismedia.com/2009-09-19/what-is-your-strategy-to-recruit-experienced-agents/#more-40134#ixzz0bJ5ieQRp

Published in RIS Media Daily Advisor on September 19th, 2009