Tracking commissions and entering other broker information is part of the bookkeeping function that your staff is performing.  Have you ever thought about how that information can be used for your recruiting activities?

Outside agents who consistently close deals with your agents are prime candidates for recruitment!  Brokers who are successful at recruiting review the Other Broker’s Activity report (2.P.C.1).  This report shows agents from other offices who are listing properties, as well as the agents from outside offices who are selling your office listings.  Making that recruiting phone call and having talking points about the agent themselves, instead of just you is a great way to keep them engaged and on the line.

We all have conditions or file requirements to complete prior to finalizing a sale. Most of these center on compliance to ensure that your files meet legal requirements.  However, those tasks can also include other items to assist you with reaching out to agents from other companies. There is a default thank you letter for outside agents included in your transaction letters.  You can customize it, or setup additional letters in the Edit Letters option (I.L).  The letters can be personally addressed utilizing merge codes from your deals (2.1).  As part of your staff’s closing process, issuing a thank-you letter is a point of contact between your office and the outside agent.

Another reminder that could be produced is an Outside Agent File Requirement that can be setup in I.3.5, and printed or e-mailed to you or your recruiter using the Track File Requirements options (2.2), for each closing involving an outside agent. This would serve as a reminder for you to make a phone call and congratulate the other agent on the sale they completed with your office.

And lastly, a number of successful brokerages in marketplaces that issue checks from the listing broker to the selling broker, actually have the broker/owner hand out the checks instead of the receptionist. HANDING OVER MONEY IS A WAY TO CONNECT with the agent at a happy time. People are more receptive when they are in a good mood!