Steve: Hello, this is Steve Strickholm, CEO of KD&A Collaborative Coaching, and I am interviewing Julie Olson, an incredible coach in Minneapolis, Minnesota, and we are going to be talking today about, for brokers and managers, on how to recruit and attract the ideal talent. So great to see you, Julie, and let's start out with part one of part five of our interviews that we're doing with you today. So tell us about, hi, so tell us what would, what type of agent would be the best fit for your brokerage, and let's go through these different options.
How about new agents? What are your, what, having worked with many different brokerages and having had 150 more agents in your own offices, what did you find worked for you?
Julie: Well, a couple of things. I can tell you one thing that didn't work for me, and what we have a tendency to do as brokers and managers is to get caught up in the recruiting game and getting caught up in the win of getting a recruit, and so what we really wanted to talk to you a little bit about today is who is the best fit for your brokerage, who do you want to recruit, rather than throwing a dragnet over the city, and then when you get a recruit that's not appropriate, reworking your business plan to accommodate that recruit, okay?
All right, so the first thing you want to think about is who do you want, what type of agent do you want to have at your brokerage, because just like consumers, the message that you send out to the different types of agents are going to be different, and it's, you know, the result of the recruits that you get into your brokerage is going to be a direct result of the message that you're sending out, so you need to figure out do you want new agents, do you want struggling agents, do you want high producers, do you want teams, are you recruiting for, depending upon your business model, are you looking for long-term agents that are going to start, you know, go from start to finish of their career, or are you working with teams and buyer brokers, which are going to be more short-term, and then, you know, you also want to take a look at their DISC profile. We recommend that you have them, you know, do a DISC profile so that you're able to figure out who's the best fit for your brokerage.
Steve: So is this like kind of finding, like as an agent, you have a niche that you would be working in, and this is what you're kind of recommending for a broker, is that they kind of have a sense of their niche in terms of not necessarily throwing a drag net over all these types, but maybe choosing several different types that they're comfortable with.
Julie: Yes, and you take a look at your business model and figure out which is the most profitable to you, so is it new agents, do you make money on training, is it existing agents, do you want to help agents go, you know, that sweet spot moving from six transactions a year to 12, and just keep in mind the only way to create loyalty within a brokerage is to help them make more money. So who can you help make money, and that's who you want to recruit, and if they don't fit your formula, is what I call it, then you should keep on moving rather than readjusting your business model to accommodate winning a recruit.
Steve: Great, those are great points, not a drag net, but really make sure that you have a sense of what your focus is for bringing in new agents that fits your business model. Great, thanks so much for part one, we're going to move on to part two here in just a few minutes, guys join us then.