A Story From the Front Lines of B2B Lead Generation: Realtor Recruitment
As the owner of a business, recruiting new talent is almost always a top priority. This is especially true for real estate companies who need to recruit new, high-performing agents all the time. However, it’s also just one more thing that won’t get done if a business owner is wearing too many hats in the organization. Add a global pandemic into the mix, and now you’ve got additional things to stress about on top of your normal to-do list.
How can you focus on the health of your business during COVID-19 while also prioritizing recruiting? Simple: by having a dedicated recruiting resource who not only brings on new agents but also acts as a business analyst. This is exactly what an Account Manager at Abstrakt has been doing for the last three years for one of our real estate clients.
This story shows that having a dedicated lead generation partner can help real estate companies with their Realtor recruiting efforts.
Using B2B Appointment Setting to Bring on 78 New Agents During COVID-19
When people think of B2B appointment setting, they usually think of it in the traditional sense of cold calling, setting an appointment, and closing a deal. What many often don’t realize is that B2B appointment setting services is also an incredible Realtor recruitment tool. A Sales Development Representative commonly scheduled appointments for a B2B business to sell a product or service, but they can just as easily set up an interview.
But why would you want to outsource sales and marketing in an effort to recruit more agents? If the 76 new agents during COVID-19 isn’t enough to convince you, here are a few other reasons why lead generation companies are so good at Realtor recruitment:
Focus On Your Business While Someone Else Recruits
Although recruiting new agents is a priority for any real estate firm, it’s just one extra thing on the to-do list. While you’re busy running your business, someone else could be making calls to experienced agents. They could be explaining to highly qualified candidates all of the benefits of working for your firm and why they would want to make the switch.
The nice thing about B2B appointment setting is that it takes one thing off of a business owner’s plate—trying to generate new leads and set appointments. Or, in some cases, it takes recruiting off their plate. Partnering with a lead generation firm/B2B appointment setting company is also smart during COVID-19. It allows you to focus on the health of your business during a tough economic time while someone else focuses on generating leads (new agents in this case).
Your Dedicated Resource Is More Than a Recruiter, They’re an Analyst
What many people often don’t realize about lead generation is that it’s about more than setting up appointments or interviews, it’s also a great way to gather market information. When you have a dedicated resource recruiting new Realtors for your firm, they’re calling on hundreds of experienced agents every week. While they’re doing this, they’re gathering information about your market that could be useful to you as a business owner. They act as more than just a dedicated caller for recruiting new agents, they’re also a market analyst.
Here are some things a dedicated sales representative could find out about the real estate industry while recruiting agents for your firm:
Information about what is going on in the real estate market in the particular areas your agents sell in (what areas are people moving to? Where are they moving from?)
What are competitors in the industry doing to make their agents happy?
What competitors are leaving agents hanging? What are they doing wrong?
Real estate trends, sales, time of year trends (forecasting)
How agents are feeling during COVID-19
Any important information pertaining to the mortgage industry in general
By having a dedicated person who recruits and talks to different agents in the area, you can be more strategic about your recruiting efforts. Once you gather enough information, you’ll know which firms to target, how to re-work your call script, and what other changes need to be made to achieve better results. Working with a partner to gather market data and create recruiting strategies is one of the easiest and most effective ways to add talented agents to your team.
Build a Pipeline and So You’re Prepared For Anything
This success story proves yet again how important it is to build a sustainable pipeline. While many real estate companies are struggling to recruit top talent right now, this company isn’t worried at all. They’ve been building a pipeline of strong agents for 3+ years. It’s no secret as to why they were able to bring on tons of new agents during COVID-19.
During COVID-19, this real estate company has brought on:
Two new experienced agents. It’s very difficult to recruit an experienced agent who is already doing very well at their current firm. This is where a B2B appointment setting company comes into play. A dedicated caller knows how to communicate with agents who are happy in their current situation. They know how to sell them on working at your firm because of all the great benefits. And best of all? They have the time to prospect, call, and nurture leads. You don’t have time to call as many people as they do.
76 new agents. While your B2B appointment setting partner is calling on experienced agents and trying to recruit them, you can focus on other important business tasks. Maybe this means improving your website or boosting your marketing efforts. This client in particular was able to bring on 76 agents (non-experienced/right out of school) during COVID-19. When you have a dedicated resource focusing on recruitment, you can focus your efforts elsewhere.
When you work with a B2B appointment setting company to recruit Realtors, your business is insulated for situations such as the current pandemic we’re in. Having a pipeline that is a couple of years old helps your recruit more in a time of need. If a highly sought after agent is switching careers, they’re probably going to go to the company that’s been pursuing them for the longest.
3 Years of B2B Lead Generation Helps a Real Estate Company Recruit More Effectively
This real estate company is reaping all of the above benefits and just signed a contract for year three with Abstrakt. Working with a B2B lead generation partner has allowed them to focus on their business, learn more about what is happening in the industry, and build a pipeline. They’re especially thankful right now because of the economic impact COVID-19 has had on so many businesses. Building a pipeline of experienced agents over the last three years has given them a cushion; they’re able to successfully bring on new agents even during an economic crisis.
→ Since August of 2018 (beginning of the partnership) they have brought on 14 experienced agents (have prior experience as a Realtor and make 2 to 20M per year).
→ They’ve brought on two experienced agents during COVID-19
→ They’ve brought on 78 new agents altogether during COVID-19. Although these weren’t all from B2B appointment setting, the fact that we’re handling their recruiting allows them to focus on other things; their website, marketing, and overall success as a business.
Because this real estate company decided to partner with a lead generation firm, they’ve added numerous talented agents to their team. They also have one less thing to worry about (recruiting) and more time to focus on their business. Are you interested in what a B2B appointment setting company could do for your real estate firm? Contact us today.
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