What Do Experienced Agents Want?

As you look at people in the middle tier, your target, ask yourself,
"What do these people want? What would make staying where they are more painful than making a move?"

In offices, around the country, at big and little companies, at independents and franchises, it is the same:
     Top producers get the manager's attention
     New licensees have a training program and a mentor
     Middle tier people struggle alone!

They may get an annual business planning session where the manager asks them what they expect to do next year, a pat of approval and "Good Luck, I'm with you, kid!"

They are really struggling with the changed market. They don't know what to do or how to do it. If they have a clue, they don't have any accountability and lose their way. It's like starting on a diet or exercise plan. Without some support, it is nearly hopeless. They try it for awhile, then fall back to their old habits.

If you are to recruit them, you must be the expert who knows what they need to do, understands and analyzes their business, creates a plan that guarantees success. Then you must provide accountability support.

Your office must have a culture of support and success that is evident to these people who are huddling in some other office.

You must be the beacon that shows the way.

Can you Deliver?