Reverse psychology is the best Sales Strategy I know. In certain situations giving the impression that you are NOT taking on new clients is an extremely powerful play. It has to be done right though…
We’re working on a strategy right now to help a Real Estate Broker attract talented Real Estate Agents, based on these white label seo solutions. His previous strategy was to advertise with a general “Ready to make a switch?” Kind of vibe. Constantly touting all of your features and benefits can come across as desperate…a big turn off.
You can have two equally-attractive people in a bar. If one is all over you it can be off-putting. The guy or girl that is quietly hanging in the background, maybe shooting you a glance everyone in a while is much more alluring…
It’s the same when trying to attract sales people. My recommendation has always been to seem a little distant. If you play the game right you’ll have people seeking you out when the time is right. Much more of an attraction-style marketing approach.
The correct thing to do (in my opinion) is to put out tons of quality content on the subject of Real Estate and position your firm as the leader in the industry. Having anyone that looks at your website or social media content think that you’re on the cutting edge is the key.
Next you’ll start to indirectly target those professionals that would make a good addition to your team. “Indirectly” is the key term here. Facebook Ads and LinkedIn connections are my two favorite ways but other things like SEO, twitter and Instagram may work well too.
Once you have people connecting with you and possibly interacting with your posts and articles, you can implement strategies to start a deeper conversation. Email sign ups, video sales letters, webinars and podcasts are all great next steps in the process.
AT NO POINT during this process are you going to indicate that you’re hiring or looking for recruits. The goal is to have qualified agents fall in love with your brand and eventually ask “are you guys adding people?”…
This is where it’s good to have someone in your office (ideally you, the principal) out in the community. Networking events, charitable events and trade shows are all good ways to make face to face contacts. You’ll be blown away by how many people will come up to you and say “I’ve been following your stuff”…bingo…game over!
A slower approach for sure…if you’re in a rush to recruit people then please don’t call me, I’m too old to get in a hurry…
As always, like, comment and share anything that you find useful!
