Buffini & Company Blog

Tip #4: Get to Know Prospective Agents

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So far, over the last several weeks, we’ve encouraged you to change your perspective on recruiting, define your brand and tap into your network. This week, we’ll help you flip the script on the traditional recruiting presentation.

Recruiting Tip #4: Have a conversation.

Often, when we’re recruiting a new agent, we become so wrapped up in talking about ourselves and our business in an effort to convince them to join us, that we forget to ask questions to learn about them. While a new agent may feel this is normal, seasoned agents may be put off by this approach.

Instead of giving a formal presentation, ask the recruit about themselves and engage in a conversation. Why did they get into the industry? What do they like most about it? What would they change? And, remember to ask about their personal lives. Are they married? Do they have kids? What do they do for fun? The more you learn about the person, the more clearly you can see if they’ll fit in with your brokerage’s culture. Lastly, ask them what questions they have about you and your brokerage. By doing so, you will get a good understanding of their interest in your brokerage, know how well prepared they are and learn more about how they think. By taking a different, more personal approach, you’ll stand out as the broker who has an authentic interest in them what they are looking for in a brokerage, which may play a role in their decision to join your team.


During the conversation, take note of the agent’s questions, goals and priorities to evaluate whether they mesh with the overall values and objectives you’ve set for your brokerage. Finally, record any other information you can refer to when you follow up with them at a later date and be sure to send a follow-up note to thank them for their time.

Want to help your agents grow professionally and close more deals this year? Become a Mentor. Click here to learn more.

Catch up on the recruiting series. Learn more about Tip #1 , Tip #2 and Tip#3Stay tuned for Tip #5, our final tip, coming next week.

Buffini & Company

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