Recruiting winners is the lifeblood of any business. Here's how to recruit in today's challenging climate. Carla Cross, CRB, MA, created this specific webinar as a promotional tool to show managers the value in her three-day, live Excellence in Management Series. This presentation can be done 'live' for companies and conventions, and in webinar format.

1. Supercharge Six Proven Strategies to Your Recruiting Example: This is a webinar or ‘live’ presentation. It was used recently to promote Carla’s 3-day leadership series.

2. Specialties: business planning; ‘people development for management; training programs and ‘train the trainer’ Management: Took 2 real estate offices out of the red and into six figure profits quickly Re-generated a region for the 3 rd largest real estate co. in the world National and Washington Realtor Educator of the Year Performance coach for largest real estate companies in the world Former master level CRB instructor More of her published resources endorsed and recommended by CRB and CRS than any other trainer/coach Writer: Up and Running in 30 Days About your Presenter, Carla Cross, CRB, MA www.carlacross.com

4. strategy Get a plan How many? How soon? Where? What are you going to do each day/ how much? How are you going to market to them/keep in touch? How are you going to track your contacts and measure your results? 1 In your Recruiting Plan….

5. strategy Get a plan Use to create your marketing plan for each target market Who What When How $ Cross’s 5-Step Recruiter Planner 1

6. strategy Get a plan Use to create your marketing plan for each target market Who What When How $ 1 Worksheets/coaching included in one-day seminar

7. Recruiting Mistake #1 Not Getting Back to Prospect Quickly Enough

9. strategy Get Picky Recruiting mistake #2 Hiring 1 of 1, or even 1 of 3 New rule: Hire 1 of 5 or 1 of 10 Fog the Mirror..... 2 What’s your ratio?

10. strategy Get Picky Truism: You can’t train or coach your way out of a bad hire! 2

11. Recruiting Mistake #3: No Standards Minimum production—when? Training—what? Full-time—or not? Practices? Coaching? Develop minimum expectations Guidelines in the one-day seminar

12. strategy Envision your ideal agent 3 Skills Talents Qualities Meet consumer needs No matter how you total success in the coaching profession, it all comes down to a single factor—talent….no coach can win without it. John Wooden, famed UCLA basketball coach

13. A ‘Real Life’ Situation Office in the red Only 2 out of 30 producers Most part-timers Low self-esteem The competitive environment: Top agents left to start their own office 10 blocks away/same company Largest office: Cheat to win mentality

15. Over 28 months, 40% of consumers did a real estate transaction (HouseValues study) Most Home Technologies survey: 9.3 months to sell a house 16.7 months to buy a home Recruits: Must have more commitment Willing to fail longer 2010+ Longer Consumer Decision Timeframe

16. strategy ‘ Target’ your recruits 4 Best producers Years in business? Competitors’ weaknesses? Principle: Target market. Go for the best recruits you can get in a market that will give you those recruits.

17. strategy Develop New Magnets 5 Best magnets for your desired recruits? Do you have those magnets now?

19. strategy Polish your Interview Process 6 Pre-First Visit Package Interview process Presentation process/materials After-presentation package Materials/skills in recruiting seminar

20. Recruiting Mistake #4: Sell and Tell “Interview” Can’t discover motivation Can’t build on ‘pain’ Can’t make ‘candidate’ feel important Can’t differentiate yourself

21. Effective Interview ‘Flow’ From ‘sell and ‘tell’ to ask, probe—discover ‘pain’

22. Are your interview questions discovering your desired Traits Skills Qualities? Big ‘crystal ball’ question: Past-based ‘ Test’ your Interview Questions

23. The major magnet is you. What’s your ‘talent’? What’s your major magnet? Why should people join you?

25. 6. Decide on the 4 most important talents/skills you need today 7. ‘Target’ your recruits; best, easiest; match ‘magnets’ 8. Package each part of your interview process 9. Quit ‘tell and sell’ and ask, ask, ask; create an interview process