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What I Know: Talent Attraction in 2011 Wendy Forsythe1 SVP Network Services August 15, 2011
2
What I Know…3
Experienced agents are looking for options.    There are experienced agents in your market place that         would be gre...
People don’t join companies… They join or leave the    company of the leader.    Leaders must take the lead in attracting ...
It takes 14 positive contacts on average before an    experienced agent makes a move.    They decide to make that move 6 m...
7
Know the Numbers:     •   # of hires     •   # of terminations     •   Total agent population     •   Production per perso...
Production Per Person Must Increase    “You can’t make a human being productive, you    can facilitate a condition for the...
Managers Are Tired (Leaders Too…)              High          High            Negative       Positive             Energy   ...
Managers (leaders) must inspire 4 beliefs:     1.   Real estate as a career     2.   Your company     3.   You     4.   Th...
3 Keys                 Mindset12      Skillset             Action
Ah Ha Moment…13
14     Source of Exhibit 1-1 and 1.6:     2011 REAL Trends Broker Compensation Report
There Needs to be a Plan     •   A list of targeted agents     •   A commitment of time     •   A commitment of energy    ...
What I Know…16
Thoughts?17
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Talent Attraction Recruitment Workshop

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Talent Attraction Recruitment Workshop

  1. 1. What I Know: Talent Attraction in 2011 Wendy Forsythe1 SVP Network Services August 15, 2011
  2. 2. 2
  3. 3. What I Know…3
  4. 4. Experienced agents are looking for options. There are experienced agents in your market place that would be great additions to your companies. A real estate career is a great choice for career searchers of all ages. You’re great… I’m great. Let’s chat. Doesn’t work.4
  5. 5. People don’t join companies… They join or leave the company of the leader. Leaders must take the lead in attracting and retaining talent.5
  6. 6. It takes 14 positive contacts on average before an experienced agent makes a move. They decide to make that move 6 months before they actually do (trigger event). You must become the destination brokerage in your marketplace.6
  7. 7. 7
  8. 8. Know the Numbers: • # of hires • # of terminations • Total agent population • Production per person • Gross commission per person • Days per transaction ratio8
  9. 9. Production Per Person Must Increase “You can’t make a human being productive, you can facilitate a condition for them to choose to be production”.9
  10. 10. Managers Are Tired (Leaders Too…) High High Negative Positive Energy Energy Low Low Negative Positive Energy Energy10
  11. 11. Managers (leaders) must inspire 4 beliefs: 1. Real estate as a career 2. Your company 3. You 4. Themselves11
  12. 12. 3 Keys Mindset12 Skillset Action
  13. 13. Ah Ha Moment…13
  14. 14. 14 Source of Exhibit 1-1 and 1.6: 2011 REAL Trends Broker Compensation Report
  15. 15. There Needs to be a Plan • A list of targeted agents • A commitment of time • A commitment of energy • Structure • Accountability • Materials to showcase value proposition • A follow up system15
  16. 16. What I Know…16
  17. 17. Thoughts?17

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