What is growth potential and why is it powerful?
Before designing a compensation program it is important to first identify who your customer truly is before you start recruiting. I believe that many Brokers do not have a defined outline of the REALTOR® they want to attract. Given the challenges of recruitment, Brokers tend to be seduced by the physiological win of a new heartbeat as opposed to being focused on acquiring the right REALTOR®. The result is often the development of compensation programs designed to attract them on price.
Often when I ask a Broker to role play and try to recruit me as an agent, I find the following fundamental challenges in their approach:
They do not have an agenda.
They do not ask any (or enough) questions.
They try to tell me too much, which is overwhelming.
They focus on price primarily.
If they discuss value, it is not focused on what I want or how it benefits me.
Let's tackle the first observation.