“The new average profile
customer wants their real estate company and
agents to provide them convenient and seamless
access to the full bundle of services necessary
to complete their transactions,” said
John Bearden, President GMAC.
This approach to selling real estate has provided
GMAC with 94% customer satisfaction. This
customer service orientation provides consumers
with a one stop shop to satisfy all their
real estate needs.
The same holds true for recruiting, those
new agents that we are targeting are also
looking for a one stop shop with a focus
on customer service, where they, the recruit,
are the customer.
What does that mean?
It means your recruits are looking for
a gamut of services with respect to making
the right career decision, and finding a
source to provide them with the skills and
knowledge to make them successful.
So how can we as brokers offer a high level
of recruiting service?
The first step is to offer recruits an assessment
that allows them to play the role of a real
estate agent and provides them with a realistic
job preview that gives them first hand experience
in what it feels like to interact with clients
who are looking to buy and sell property.
At the same time this preview will assess
their skills, personality and IQ, as it
pertains to real estate sales. This information
will help them make a more informed decision
about whether or not they should pursue
real estate as a career.
The second step is to focus on the fit
between the recruit and the organization.
Rather than selling the recruit on the virtues
of the company focus on making sure that
the decision is mutually beneficial. Taking
the time to focus on culture and fit sends
the message that you are serious about making
the right hiring decision and that you are
genuinely interested in them making the
right career move.
The third step is to take the results of
the assessment and develop a training plan
outlining a roadmap for their results and
success.
All of these elements provide a personalized
customer service approach to your recruit.
Namely a one stop shop where:
1. A recruit can give serious consideration
to a career in real estate.
2. He or she can explore your company as
their company of choice.
3. He or she can get a better understanding
of the training they will need to do to
reach their goals.
This is what it means to provide value
and top level customer service to recruits. |
