Updated: Thursday, August 21, 2014
Real Estate Recruiting: Its NOT Just a Numbers Game, Its a PEOPLE Project
Since the dawn of recruiting, weve all been told, "its a numbers game," and "its a contact sport". While a portion of that is true -- you do have to contact a number of people CONTINUOUSLY to recruit new agents and build your company, its not JUST about numbers -- or contact. Its about PEOPLE. And >
So there are a three truths you should know
1. Its not about the money. Almost every time an agent leaves a current broker it doesnt have anything to do with money. Its usually lack of trust, or a breakdown in the >
2. Salespeople dont like to be SOLD. If every contact you make with the folks in your pipeline is about pitching them to move to your office, save yourself time and money now. It wont work. What does work is CONSISTENT interaction. Non-threatening, non-salesy interaction with something of value. Something that makes them WANT to hear from you.
3. Its not about the first contact or the last. Its about showing up time and time again in a supportive and positive way. Agents who are looking to make a move dont go with the first broker that tried to recruit them or even the last -- they go with the one who is rock-steady and always there.
Our brokers are loving the way we help them stay consistently in touch and build those >
Picture this: Lets just say, for easy maths sake, you are a broker with 50 agents in your office. Multiply the math for your current numbers. You send your message every Monday to your current agents. You invite them to tweak it and make it their own, and send to their sphere and farm. If each of your agents have 200 in their sphere or farm, youre then reaching 10,000 people each week and helping your agents do the same. Add to that a recruiting hit list of 50 agents, and you invite them to also tweak and make it their own and share with THEIR sphere or farm. Thats 20,000 each week you are touching. Thats going a long way towards making a serious impact on your market, your communities, and the agents who service it.
Will they all do it? Of course not. But will it stick with the ones who are eager to take the lead? Absolutely. Will it make a difference to those agents who are ready to make a move and wondering who to turn to in terms of a new company, culture, and broker >
Need help or want to learn more about our Monday Morning Wake Up Calls? Contact us today or learn more about our Member Benefits Happy Recruiting.
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Can Delinquent Condo Owners Be Exposed?
If you live in a condominium and you are delinquent on your monthly assessment, can your association disclose your name? If you live in a Montgomery County, Maryland condominium, the answer is yes.
Thats the decision of the Montgomery Commission on Common Ownership Communities CCOC, which was affirmed recently by the Sixth Judicial Circuit Court of Maryland.
Carl Brown is an owner at Americanna Finnmark Condominium Association in Silver Spring, Maryland. A couple of years ago, he raised several concerns with the associations management company, including a request for a complete delinquency report, which would list the names and unit numbers of the owners who are delinquent. Browns legal argument in support of his request was based on the By-laws of his Association, which specifically state that "the Board of Directors may post a list of members who are delinquent..."
When the association refused to honor any of Browns requests, he filed a complaint with the CCOC. This is a governmental agency with authority to adjudicate disputes between homeowners and their associations. It is a unique operation, in that there are very few -- if any -- such bodies anywhere else around the country. Dispute resolution is binding on all parties, and the process often is less painful -- and less expensive for owners -- than having to go to court.
The CCOC referred the matter to a Montgomery Country Hearing Examiner, who concluded that Mr. Brown could obtain a delinquency report but with names of the delinquent owners redacted -- i.e crossed off. Furthermore, the Examiner denied Browns request that the Association publically post a list of delinquent owners. Her reasoning was based on the language of the Bylaws, namely that the Board "may" post. This, according to the Examiner, "left the matter to the discretion of the Board... and thus comes within the scope of the business judgment rule."
That rule -- which applies in many States -- basically means that "courts will not second-guess the actions of directors unless it appears that they are the result of fraud, dishonesty or incompetence." citing from a 1992 Maryland court case entitled Black v Fox Hills North Community Condominium.
The CCOC reviewed the Examiners report and rejected her recommendation regarding the disclosure of the names of delinquent owners. According to the CCOC, and based on Section 11-116 of the Maryland Condominium Act, "a unit owner is entitled to examine the books and records of the Association, including the Associations delinquency reports, without redaction of the names. Redaction of names also conflicts with the Complainants right under the Associations governing documents to sue the Association and any of its members to enforce those documents."
However, the CCOC agreed with the Examiner that the Association is under no duty to publically post the names of its delinquent members.
Publication of delinquent association names is a hot topic in community associations. If a unit owner is delinquent, proponents of disclosure argue they will be shamed into bringing themselves current. Opponents say this is an intrusive invasion of privacy and the board has other remedies -- such as filing liens, lawsuits and foreclosures -- so as to resolve and cure any delinquency.
What should a Board of Directors do when faced with a request for the names of delinquent owners? In Maryland especially Montgomery County -- the law is clear. The Board must >
However, there are some conditions which a Board should impose on itself as well as on the owner receiving the list. First, make absolutely sure that the list is accurate. If, for example, the list says that Mark is delinquent as of the date the owner gets the list, but Mark paid up before the list is printed, it is an error and Mark could sue the association for libel. Accordingly, the list that the condo submits should be dated at least one month before it is provided to anyone. This way, you can correctly state "as of July 1, Mark was delinquent in the amount of XXX."
Next, the owner who requested the list of delinquent owners should be asked to sign a confidentiality agreement, whereby he/she agrees that the list will not be circulated outside of the condominium association. This is consistent with the law of this case, namely that the delinquency list does not have to be posted for all to see.
Finally, the Board should advise all owners who are delinquent that it is about to provide a list to a requesting owner, and give them a few days to bring themselves current so they can be removed from the list.
Will the same law apply in other states? That depends enti>
Delinquent owners clearly will object to any disclosure. But the Board can resolve all such concerns by doing what it should do in the first place; if an owner is delinquent, once your legal documents permit you to take legal action, file a lien against the unit, file a small claims district court case against the owner or in the last resort, file for foreclosure. It is always interesting to see how fast many delinquent owners suddenly pay up when faced with such legal actions.
Boards should not permit any owner to be delinquent. They should adopt what I call " a zero tolerance with a heart" -- we will pursue you if you are delinquent unless you have a real, documented, hardship. A strong case could be made that the directors are breaching their fiduciary duties to all owners by allowing such delinquencies to mount. Of course, there are and always will be extenuating circumstances. If a unit owner has a legitimate reason for the delinquency, he/she can meet in private with the board called "executive session" and explain the problem. The board can work out a reasonable payment plan, but any such agreement must be reduced to writing and signed by the owner and a board member.
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How To Know If Youre That Neighbor... And What To Do About It
Everyone has that one neighbor. The one whos the last to know about the neighborhood garage sale. Whos left out of the weekly game of Bunco. But what if that neighboris you?
If youre being ignored, left out, avoided, or whispered about, you just might be. Doors slammed in your face may be another good indication. The good news is, there are steps you can take to remedy your reputation. You may not be able to undo whatever it is you did to become the neighborhood ninny, but maybe you can cultivate enough goodwill for a fresh start. Here are a few things to try.
Host an open house
Inviting people into your home may be all it takes to turn the corner. Hand-delivered invitations will provide an olive branch and welcoming touch for neighbors, and give you an opportunity to reach out personally. Letting people get to know you - or rediscover you - with a peek into your world may be all you need to undo a bad rep.
Organize a block party
An activity that invites participation and offers fun among the whole block is hard to resistespecially if you offer to provide a main course. Think burgers on the grill or bring in barbecue if you dont want to be stuck cooking when you could be mingling.
Kids lemonade stand
Yes, its cheap to use your kids...which is exactly why it may work. Even crusty old irritated neighbors have a hard time denying a kid a quarter for a refreshing drink. If youre there to supervise and offer a friendly smile and small talk, you have an "in" to start mending fences.
Actually mend fences
Do you have a neighbor who could use a hand with a fence that needs patching or a lawn that needs mowing? Go for it Do it yourself or help organize a neighborhood fix-it weekend. Helping out an older neighbor or a single parent is a great gesture.
Bake cookies for your neighbors and hand-deliver them in tins
Theyll only hate you until the first bite. Not a baker? Get some great recipes here.
Use the time of the year to incite a little spirit among neighbors. Summer? Set up a giant inflatable waterside in the cul-de-sac and invite all the kids over for some fun. Back to school? Send out notes to all the neighbors with kids offering a top ten list of back to school tips, packaged cleverly with a pencil and eraser. On the precipice of winter? Dole out ice scrapers to everyone on the street. A little effort goes a long way.
Get in the holiday spirit
Pump up your holiday dcor. Being known as the house with all the festive decorations at Halloween and Christmas can help you go from neighbor non grata to neighbor need to go check out that house again.
For extra flair, show some warm holiday spirit by passing out holiday cookie kits to your neighbors. Need some more ideas for neighbor gifts during the holidays? Check out Pinterest.
When all else fails, move
Sometimes, neighborhood chemistry just isnt there. If you or your kids are being isolated, or worse, insulted, you might just want to go elsewhere. Being happy in your home may not be so happy if you cant enjoy your surroundings and be part of the fabric of the neighborhood.
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