Show Notes

During this episode, host Keri Shull speaks with Cory Rosier of Big Block Realty, from the HyperFast Digital Dive Deep Event, about how to attract the right recruits. Learn how Cory’s method of question-based selling has helped him to recruit an unbelievable number of agents.

Episode Highlights: 

  • Make recruitment about the agent. Ask a lot of questions about them and their goals.
  • If they're willing to sit down with you, they have a pain point.
  • Understand the different personality types you may be working with.
  • It's about how you listen and how you solve problems.
  • Cory’s brokerage is really predicated on culture. They create a lot of video content to showcase their culture and differentiate themselves.
  • Anyone at their brokerage who refers an agent gets entered for a Mercedes raffle. Keri copied this strategy.
  • You can use your ads to bring together your culture and your value proposition to attract the right people.
  • Keri and Cory analyze some of Cory’s most successful ads.
  • At Big Block, they like to play hard, work hard, and provide value.
  • Cory takes a soft approach to recruitment. He goes back to making it about them and asking questions.
  • When talking, agree and repeat.
  • Understand the presentation you're making.
  • Their brokerage likes having a variety of personality traits.
  • When hiring, figure out what the avatar is.
  • In many situations, people grow too big, too fast.
  • Once you build a strong culture, people will come to you.
  • Look within and analyze where your talents are best serving growth. 
  • Make the list of all the responsibilities in your job, circle what you don't love doing or you're not good at doing, and that will help you develop your first job description to hire somebody.
  • Set realistic expectations for the people who are coming on to your team.
  • Make sure your presentation is consistent and have fun with the interview.
  • Don't burn bridges when things don't work out and leave the doors open.

3 Key Points:

1.  When interviewing agents, always make it about them and rely on questions.

2.  Understand the presentation you're making and be consistent with your plan.

3.   Set realistic expectations for the people who are coming on to your team. Don't oversell.

Tweetable Quotes:

  • “Find their pain.  Their pain is the path.” – Keri Shull
  • “We leverage what we do on the day to day.” – Cory Rosier
  • “They actually feel like they're controlling the conversation but in essence, you're really controlling the conversation.” – Cory Rosier
  • “When agents are making moves from one brokerage to another, it's like changing a job for them.” – Cory Rosier
  • “I don't think there's an exact path to growing a team.” – Keri Shull

Resources Mentioned: