Show them you Care!
As we enter the Holiday Season, we also enter a great season for recruiting. It's important to remember that as you recruit from your competition, you competition is recruiting from you.
As we focus on establishing and maintaining relationships with our prospects, we must be consistently and intentionally take steps to show our prospects how much we care about their career and future. We must also take these same steps with our current Associates and put forth our best efforts in order to retain them.
Listed below are 5 action steps you can take this month to both build and maintain relationship with both your prospects and associates. You should make every effort to send a personal, hand-written invitation and specify why you feel this action is important!
- Schedule one on one "Goal Setting" sessions to plan for 2007
- Incorporate a "Business Planning Session" into your goal setting session or in a group meeting environment to ensure actionable steps to success are included.
- Provide scripts and dialog on how to overcome anticipated objections for 2007 such as: Avoiding negotiating your Commissions, Discount Brokerage firms, Pricing Your Listings to Sell, How to determine the motivation of your Seller.
- Schedule training sessions (either group or one-on-one) on any and all tools designed to enhance productivity of associates as provided by your company: Internet lead generation, design services, etc.
- Do more than count your blessings, SHARE them and tell your prospects and Associate what you are doing. My personal favorite is the following:
Visit www.AnySoldier.com and click on the tab "Make a Donation". At this point, you can make a donation to the program and sponsor a solider that cannot be home for the Holidays. Here are ways you can share your message with your "A" prospect list as well as the Associates in your office:
"During this Holiday season as we spend time with our friends and family we are reminded that not all Americans are as fortunate as we are. We are proud of those who serve our Country to protect our freedom. For that reason, we have made a donation in your honor to www.Anysoldier.com. We are committed to our Country, our industry and our Associates. (And for prospects, add and our future Associates.) Thanks for being a part of our family."