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Experienced Associate RecruitingCalling and Getting the First Appointment
Bill Spadea, VP Career Development
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Presentation Topics - Overview
• The Basics about the Call
• Delegating the Call– Internally at the Office– Weichert Recruiting Center
• Centralized Email Campaign
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Why Experienced Associates?
• Already licensed and working
• They’ve got contacts and a reputation
• Adds to your office revenue faster than new-to-the-business hires
• Creates a strong, balanced sales team
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First, You Need a List to Call
How do YOU build a list?• Local MLS
• Brand X Newspaper advertising
• Agent and Company Websites
• Available for purchase through various companies – usually email address lists
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You Need to Pick up the Phone
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• It's OK, nobody likes this!– Sales-conditioning mentality of "I had to suffer to succeed
in sales, so you need to, too!" – Many fear cold calling because of exposure only to
traditional selling approaches, which triggers rejection. • introduce yourself, explain what you do, suggest a benefit to the
potential client...and then close your eyes and pray that they won't reply with "Sorry, not interested" or "Sorry, I'm busy."
– Feeling rejected is reason enough to make you dislike, fear, and avoid cold calling.
Cold Calls
• Don’t over-think it!
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Being in the Right Frame of Mind
– Don’t be negative! Drop your perceptions toward traditional cold calling techniques – no scripts!
– Act natural! Use words and phrases that you use with friends and colleagues.
– Put yourself in their shoes! Approach potential prospects not from your perspective, but from theirs.
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Dial with a Smile!Dial with a Smile!
• Your tone of voice is very telling:– It’s not what you say, but how you say it.
• Body language even comes through the phone.• Have a mirror in front of you when making these
calls.• Try standing up when you call your leads.
– It’s a different energy level: Try it!
Are you smiling during your calls?Are you smiling during your calls?
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PICTURE yourself on the PICTURE yourself on the phonephone
PI- Pitch, Inflection
C - Clarity
T - Tone of Voice
U - Understanding
RE - Rate, Energy
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Making Time to Call
Do’s and Don’ts
Do make a list of priorities for your day and schedule your calls.
Don’t save all the calls for one two hour marathon!
Do make at least 3 calls at one time.
Don’t stop after one success.
Do start calling on Monday!
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Preparation
• Have a reason to call• Gather Information - Use the information you collect to build a relationship.
– Recent listings/sales on MLS“Congratulations on your listing…”
– Agent/company web site“I came across your website…”
– Feedback from your associates“Susan told me we should really get together…”
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Reasons to Make the First Call
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Close for the Appointment
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Additional DialogueHere’s some dialogue that has worked for other managers:
• “I’d like to buy you a cup of coffee.”
• “I’ve been managing in the area for 2 years and we’ve never had the opportunity to meet – let me buy you a cup of coffee just to get to know each other.”
• “I’m calling to recruit you! (Cue laughter.) Actually, I do know of your great reputation in the business and would like to spend some time getting to know you. I’m free tomorrow morning – I’ll buy you breakfast, are you free at 8 or 9?”
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By the Numbers…
200 Calls
54 contacts
8 appointments
1 hireMaking calls every day will get you closer to your goal of
building your office.
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Action Plan – Commit to Success!
1. Create a list of prospective experienced associates to recruit.
2. Make 5-10 calls a day to those prospects.
3. Use suggested dialogue to secure the first meeting.
4. Schedule face-to-face meetings with 2 experienced agents per week.
5. Make a commitment right now – block 30 minutes in your calendar for Monday – then call me after you’ve made your first appointment.
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‘Brand X’ Recruiting Email Campaign
Sample Emails and Process
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Sample Emails
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Samples (cont.)
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Recruiting Email Process
• Getting Started– Contact Jessica (Weisnet) Latta via email at
– Attach an Excel spreadsheet with names and email addresses of the associates you want to recruit (phone number is optional).
– Choose the template you would like to use.
– Provide the contact information for the person to handle responses at the local office level (name, title, phone number, email address).
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Recruiting Email Process (cont.)
• Step by Step Process– Desired template will be selected and specified contact
information will be loaded into the email.
– Blast email will be sent to all email addresses listed on the spreadsheet.
– Responses will be directed to the local office contact.
– Progress report of statistics will be emailed to the office 3 days after sending out the blast email (# sent successfully, # opened, # read, and a list of who opened and read the email).
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Managers’ Best Practices
Access more recruiting tools in your
Managers’ Best Practices through
Weichert University on
www.WeichertOne.com.
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My commitment to you:
my line is always open!
Office (973) 397-3556
Cell (973) 885-3859