After spending time working with real estate companies, the one thing that was very apparent was that recruiting top staff is incredibly tricky, it is time-consuming and doesn't have a one formula fits all solution, so it will take some tinkering. Recruiting, however, could be the difference between you making it as an office and not, you are only as good as your weakest sales member, and if they are pulling the team down, it can have huge ramifications on your entire sales results.
So where is your next top sales staff hiding? Here are the must check places for you to find the undiscovered gun who can help you bring your business to the next level.
1. Harvey Norman - Have you ever worked retail? If you have you will know the incredible challenges you face when selling to a prospect. Even more so, the internet has made consumers price match and put retailers under more pressure to deliver. If you can find a sales person in one of these retailers, that is able to convert sales and highlight the key benefits of buying from them and paying a premium you could have a winner. A lot of these people are selling mundane products, that are essentials and something that people don't particularly get excited about. If they can sell vacuum cleaners to people who are trying to bargain over $10, they most likely have a valuable skill.
2. In a charitable organisation: Don't be fooled, charities have to ask for money, even if they don't make a profit. Some of the best agents are the ones willing to put themselves out there, shake your hand and smile, all before knowing your name. Go an check out a busy intersection in your CBD and notice the people dressed up asking for money and trying to sell you to donate all within a 15 second passing. This is incredibly challenging and requires a lot of courage, therefore a transition to real estate should feel quite natural.
3. JB-HiFi- This retailer is renowned for low prices, that are the best in Australia. What makes the sales people in this store more remarkable is how they work on managing a large volume of sales, as well as getting the best possible price for consumers. The staff are trained incredibly well to look after their customers and explain how they are getting their buyer the best price. They are also really good at upselling, the number of times consumers walk in for one product and leave with three or four products that assist the initial purchase is incredible.
4. In a recruitment agency: Recruitment and real estate have a lot of cross-overs, they both deal with a buyer and a seller, the only difference with recruitment is that their asset are people, not a house. In a way this is even better as it's a further stakeholder they are used to managing. Recruiters manage the candidate's expectations, the client's expectation, negotiates fees and does other things. Want to find your next star that comes from recruitment? Put an ad on SEEK, a good recruiter should be prospecting you to sell a candidate in to the role, if they are that forth coming, you know you've found someone who could be a great agent.
5. Myer: Once in a while, you should head down to Myer on a weekend and check out the fragrance section, a lot of these sales people are commission incentivised to generate the most sales possible. The sales people are used to business and all types of buyers. Buyers who know what they want, and buyers who don't. They also have to advise people how to buy and what to buy for a gift. This is a really good skill to have as it shows they can educate a consumer and take them through a sales process from the beginning and end. If they have developed the rapport building skills, there is a strong chance that they will be able to apply this to real estate.
So what are you waiting for? Start prospecting them just like you'd want them to prospect a client. They will most likely be flattered that you thought of them as someone who could make a great sales agent. The worst they can say is that they aren't interested, the best result is you find a sales agent who can make your team some great money and provide a career to someone who would not have otherwise got it.
About the Author:
Todd Schulberg handles all things marketing for Homely.com.au - Living and breathing property, Todd has a keen interest in the movements in the market and how agents can utilise new tools and technology in order to be more connected. Using all things social, Todd suggests different ways that agents can engage and think outside the square with their marketing approach.