Whether or not you’re fond of using them, real estate recruiting scripts have undeniable benefits. For one, they can help you sound more put together and prevent awkward “dead air” moments during a meeting or interview. They can also be used to train new recruiters and as one measure of the effectiveness of your recruitment campaigns.
If you need some help in constructing real estate recruiting scripts, this website can get you started. Once you have completed writing a few, ideally one for every experience level, the next step is to make sure you’re using the scripts effectively. Here are some tips to consider:
Get the Opening Right
Arguably the most important part of your recruiting script is the opening. That’s because if you fail to capture the interest of the candidates from the outset, then you probably won’t make a good impression. A great opening, on the other hand, can stoke the proverbial fire and make prospective agents feel more enthusiastic about their prospects with your brokerage.
Keep in mind that a “great” opening can be a single sentence. The key is to use the right words at the right time, piquing interest without making it seem that you’re making empty promises. Droning on for too long before giving the candidate a chance to speak will also bore them. As such, a short, sweet opening is ideal.
Don’t Knock the “Traditional” Questions
Some recruiters or interviewers shy away from asking the so-called “traditional” questions such as “What can you tell me about yourself?” or “Are you actively looking for opportunities with other recruiters or brokerages?” That’s because candidates can prepare for these and can therefore sound more impressive than they truly are.
However, asking these questions can actually give you an insight into the applicant’s personality. Believe it or not, it’s quite easy to spot rehearsed answers. Using this kind of question during an initial meeting can also reveal top candidates hiding in plain sight. Those who provide impactful, insightful, and creative answers to such a simple query are likely to exhibit the same traits at work.
A Script Isn’t Law
Remember that unlike in the movies, you’re allowed to make adjustments to your script. After all, different people will respond differently to questions and conversation prompts. The ability to adjust a script on the fly is particularly important if you notice that the conversation isn’t going as expected.
You should also be open to changing your scripts depending on feedback and results. Remember that there’s no “perfect” script per se. It’s always under development, since the industry and talent market are always changing with the times.
Practice, Practice, Practice
In relation to the above-mentioned tip, developing the skill of maneuvering a conversation the way you want it to go requires some practice. Ideally, you should practice in two ways. First is on your own, ideally with a video camera or mirror so you can see your expressions. The second is with another person like a colleague, so you can get used to back-and-forths.
You should also time yourself when speaking. Remember that everyone—particularly real estate agents—has demands on their time. Showing respect and consideration to these can give a good impression. Besides, going on for too long can bore even the most patient job applicant.
Remember: It’s Not About You
No matter how urgent your brokerage’s need is to fill a post, you have to remember that recruitment is not all about you—it’s also about the candidate. It’s essentially a give-and-take relationship. Thus, you need to give the candidate a chance to talk as well. Let them talk about their qualifications and ask questions. With ample research and a script prepared, you’ll be more than well equipped to answer.
By giving candidates the room to speak, you’re also showing them that they’ll be treated in the same way if or when they get the job. It’s a great opportunity to emphasize that, as a company, you’ll listen to their concerns and welcome their suggestions.
Conversion Is Not the Goal—At First
If you’re only in the early stages of recruitment, note that the goal isn’t to hire but to narrow the pool of candidates. Thus, you have to adjust your script so that the call to action is to schedule another appointment or perhaps for the applicant to take an exam. The key is to be straight to the point.
You should also remember that depending on your initial assessment, your call to action may change from candidate to candidate. Did they make the initial cut or not? The ability to adjust the script smoothly will come in handy at this point.
Some long-term recruiters find scripts unnecessary, considering their level of experience. Nevertheless, there are also industry veterans who still swear by scripts. Just remember that any tool, even something as simple as a recruiting script, is only as effective as the person using them. Keep these tips in mind so that using your real estate recruiting scripts will always be worthwhile!