Post on 09-Oct-2020
March 20-21, 2017
Leadership Conference
Marcus & Millichap is a service mark of Marcus & Millichap Real Estate Investment Services, Inc.
©2016 Marcus & Millichap. All rights reserved.
Recruiting
Experienced Agents
J.D. Parker
Senior Vice President/Division Manager
Brian Hosey
Regional Manager, New Jersey
Marcus & Millichap is a service mark of Marcus & Millichap Real Estate Investment Services, Inc.
©2016 Marcus & Millichap. All rights reserved.
RECRUITING EXPERIENCED AGENTS
Agenda:
• Free Agent Recruiting Overview
• Experienced Agent Recruiting Continuum
• Case Study
Marcus & Millichap is a service mark of Marcus & Millichap Real Estate Investment Services, Inc.
©2016 Marcus & Millichap. All rights reserved.
RECRUITING EXPERIENCED AGENTS
Why Recruit Experienced Agents?
• Fastest way to grow office revenue
• Fastest way to grow personal revenue
• Immediate impact versus 2-3 year process
with walk-on candidate
Marcus & Millichap is a service mark of Marcus & Millichap Real Estate Investment Services, Inc.
©2016 Marcus & Millichap. All rights reserved.
EXPERIENCED AGENT DEFINITIONS
Experienced Agent 1:
1. Five-plus years of direct continuous experience as a licensed investment
sales broker or agent (not as an analyst or an assistant).
2. REIS: Closed 20+ sales transactions including at least ten list-side closings.
3. MMCC: Closed 10+ debt/equity transactions totaling $100M.
4. A consistent record of growth in number of deals over the past several years.
5. No major gap in direct work experience that cannot be satisfactorily explained.
6. At least three strong professional references.
Marcus & Millichap is a service mark of Marcus & Millichap Real Estate Investment Services, Inc.
©2016 Marcus & Millichap. All rights reserved.
EXPERIENCED AGENT DEFINITIONS
Experienced Agent 2:
1. Two to five years of direct, continuous experience as a licensed investment
sales broker/agent or commercial mortgage broker.
2. REIS: Closed 10+ sales transactions including at least five list-side closings.
3. MMCC: Closed 5+ debt/equity transactions totaling $50M
4. A consistent record of growth in number of deals.
5. No major gap in direct work experience that cannot be satisfactorily explained.
6. At least three strong professional references.
Marcus & Millichap is a service mark of Marcus & Millichap Real Estate Investment Services, Inc.
©2016 Marcus & Millichap. All rights reserved.
Sourcing experienced agents is no different than sourcing clients.
It starts with a systematic approach and high activity levels.
Marcus & Millichap is a service mark of Marcus & Millichap Real Estate Investment Services, Inc.
©2016 Marcus & Millichap. All rights reserved.
ZONE 3
HARVEST
ZONE 2
CULTIVATE
ZONE 1
GENERATE
EXPERIENCED AGENT RECRUITING CONTINUUM
Branding Campaign
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©2016 Marcus & Millichap. All rights reserved.
Branding Campaign
EXPERIENCED AGENT RECRUITING CONTINUUM
PROLOGUE
• History of the firm
• History of your office
• Your “story” in 3 minutes
• Clear vision for your office
• Behavioral Event Interview
ZONE 1
GENERATE
Marcus & Millichap is a service mark of Marcus & Millichap Real Estate Investment Services, Inc.
©2016 Marcus & Millichap. All rights reserved.
Branding Campaign
EXPERIENCED AGENT RECRUITING CONTINUUM
RESEARCH / SOURCING
• Create list of all experienced agents and loan
originators
• Recruiters
• Co-Star
• Existing agents
• Past clients
• Competitor websites
• Lenders
• Attendee lists from events
• Trade publications
• Google alerts
• Add to Applicant Tracking System (ATS)
ZONE 1
GENERATE
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©2016 Marcus & Millichap. All rights reserved.
Branding Campaign
EXPERIENCED AGENT RECRUITING CONTINUUM
INITIAL CONTACT
• Prepare research file
• Bio
• Comps
• Press
• Call agent
• Purpose: Close for meeting in Person
ZONE 1
GENERATE
Marcus & Millichap is a service mark of Marcus & Millichap Real Estate Investment Services, Inc.
©2016 Marcus & Millichap. All rights reserved.
Branding Campaign
EXPERIENCED AGENT RECRUITING CONTINUUM
1st MEETING
Purpose: Determine Viability of Future Partnership
1. Intro/Build Rapport
2. Ask Open-Ended Questions
3. Determine “Push/Pull Factors”
4. If Warranted: Lay Groundwork for Subsequent Meetings
1. Division/Specialty Group Manager Meeting
2. Review Agent Resource Guide
3. Team Building
4. Meeting with Top Agents
5. Close for 2nd Meeting
ZONE 1
GENERATE
Marcus & Millichap is a service mark of Marcus & Millichap Real Estate Investment Services, Inc.
©2016 Marcus & Millichap. All rights reserved.
ZONE 3
HARVEST
ZONE 2
CULTIVATE
EXPERIENCED AGENT RECRUITING CONTINUUM
ZONE 1
GENERATE
Branding Campaign
Marcus & Millichap is a service mark of Marcus & Millichap Real Estate Investment Services, Inc.
©2016 Marcus & Millichap. All rights reserved.
ZONE 3
HARVEST
ZONE 2
CULTIVATE
EXPERIENCED AGENT RECRUITING CONTINUUM
ZONE 1
GENERATE
Branding Campaign
Marcus & Millichap is a service mark of Marcus & Millichap Real Estate Investment Services, Inc.
©2016 Marcus & Millichap. All rights reserved.
Branding Campaign
EXPERIENCED AGENT RECRUITING CONTINUUM
BRANDING CAMPAIGN
• Scheduled and Consistent Emails
• Just Sold Press Releases
• Research Reports
• CNBC Features
• Follow-up call – every 30 to 60 Days
• Face-to-face meeting – every 90 to 180 Days
• Direct Mail – every 8-12 weeks
ZONE 2
CULTIVATE
Marcus & Millichap is a service mark of Marcus & Millichap Real Estate Investment Services, Inc.
©2016 Marcus & Millichap. All rights reserved.
Branding Campaign
EXPERIENCED AGENT RECRUITING CONTINUUM
SUBSEQUENT MEETINGS MENU
• Division Manager/Specialty Group Director
• If appropriate fly candidate to a major office
• Review of Agent Resource Guide
• Mnet
• Mnet Offering
• Research, etc.
• Team Building
• Lay out an invitation to build a team and walk
agent through Team Building Presentation
• Meet with Top Agents
• Recruit non competing agents to sell the value of
association
ZONE 2
CULTIVATE
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MNetCompanywide Property Inventory and Marketing System
• Fast, easy electronic access to Marcus & Millichap’s national inventory
• Foundation of matching propertieswith buyers through the firm’s nationalsales force
• Provides output options:
• Executive Summary
• Electronic and Print Marketing Package
• E-brochures and other strategic marketing resources
• Buyer Needs matched to listings
• Posting select listings on the external websites automatically – MM.comand Agent Profiles
• Market Summary
• Master Property Database
• New listing and listing expiration notifications
AGENT RESOURCE GUIDE
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©2016 Marcus & Millichap. All rights reserved.
• MNet-Offering – a cloud-based application for creating marketing proposals and packages
• Features of MNet-Offering:
• Web-based application providesaccess anywhere, anytime
• Team-based, allowing multiple agents or assistants to work simultaneously
• User-friendly output is in PowerPoint, enabling easy agent customization
• Make edits to existing pages
• Insert and create new pages
Marketing Proposals and Packages:
STEPHEN EBY & PARTNERS
OFFERING MEMORANDOM • ELECTRONIC BROCHURES • MARKET RESEARCH • DEMOGRAPHICS
ESCROW MANAGEMENT • WIRE TRANSFERS • THIRD-PARTY REPORTS ESTOPPEL • PRODUCTION
DEBT & STRUCTURED FINANCING:
Anita Paryani RiceVICE PRESIDENT
CAPITAL MARKETS
DEBT & STRUCTURED FINANCING:
Jake RobertsFIRST VICE PRESIDENT
CAPITAL MARKETS
FINANCIAL ANAYLYSIS &
COMPETITOR ANALYST:
Chad PaquetteFINANCIAL ANALYST
MARCUS & MILLICHAP SUPPORT:
Jane SmithMAJOR ACCOUNT SERVICES
FINANCIAL ANAYLYSIS &
COMPETITOR ANALYST:
Anthony LombardoSENIOR FINANCIAL ANALYST
MARCUS & MILLICHAP SUPPORT:
Jan DoeMARKERTING COORDINATOR
AUSTIN WEISENBECKVICE PRESIDENT, INVESTMENTS
SENIOR DIRECTOR, NATIONAL RETAIL GROUP
SENIOR DIRECTOR, NET LEASE PROPERTY GROUP
ACCOUNTING:
Michele EllisTRANSACTION COORDINATOR
Over 1,500 Investment Professionals
in Offices Throughout the U.S. and Canada
Over 1,500 ProfessionalsThroughout the U.S. & Canada
Electronic Marketing(MNet, E-mail, Posting, etc.)
Direct Client Calling Effort
Advertising & Direct Mail
Cooperating Brokerage Community
Confidentiality Registration
Offering Memorandum Distribution
MARKETING – TEAM
MARKETING TEAM
PROPERTY NAME
#
STEPHEN EBY & PARTNERS
OFFERING MEMORANDOM • ELECTRONIC BROCHURES • MARKET RESEARCH • DEMOGRAPHICS
ESCROW MANAGEMENT • WIRE TRANSFERS • THIRD-PARTY REPORTS ESTOPPEL • PRODUCTION
DEBT & STRUCTURED FINANCING:
Anita Paryani RiceVICE PRESIDENT
CAPITAL MARKETS
DEBT & STRUCTURED FINANCING:
Jake RobertsFIRST VICE PRESIDENT
CAPITAL MARKETS
FINANCIAL ANAYLYSIS &
COMPETITOR ANALYST:
Chad PaquetteFINANCIAL ANALYST
MARCUS & MILLICHAP SUPPORT:
Jane SmithMAJOR ACCOUNT SERVICES
FINANCIAL ANAYLYSIS &
COMPETITOR ANALYST:
Anthony LombardoSENIOR FINANCIAL ANALYST
MARCUS & MILLICHAP SUPPORT:
Jan DoeMARKERTING COORDINATOR
AUSTIN WEISENBECKVICE PRESIDENT, INVESTMENTS
SENIOR DIRECTOR, NATIONAL RETAIL GROUP
SENIOR DIRECTOR, NET LEASE PROPERTY GROUP
ACCOUNTING:
Michele EllisTRANSACTION COORDINATOR
Over 1,500 Investment Professionals
in Offices Throughout the U.S. and Canada
Over 1,500 ProfessionalsThroughout the U.S. & Canada
Electronic Marketing(MNet, E-mail, Posting, etc.)
Direct Client Calling Effort
Advertising & Direct Mail
Cooperating Brokerage Community
Confidentiality Registration
Offering Memorandum Distribution
MARKETING – TEAM
MARKETING TEAM
PROPERTY NAME
#
STEPHEN EBY & PARTNERS
OFFERING MEMORANDOM • ELECTRONIC BROCHURES • MARKET RESEARCH • DEMOGRAPHICS
ESCROW MANAGEMENT • WIRE TRANSFERS • THIRD-PARTY REPORTS ESTOPPEL • PRODUCTION
DEBT & STRUCTURED FINANCING:
Anita Paryani RiceVICE PRESIDENT
CAPITAL MARKETS
DEBT & STRUCTURED FINANCING:
Jake RobertsFIRST VICE PRESIDENT
CAPITAL MARKETS
FINANCIAL ANAYLYSIS &
COMPETITOR ANALYST:
Chad PaquetteFINANCIAL ANALYST
MARCUS & MILLICHAP SUPPORT:
Jane SmithMAJOR ACCOUNT SERVICES
FINANCIAL ANAYLYSIS &
COMPETITOR ANALYST:
Anthony LombardoSENIOR FINANCIAL ANALYST
MARCUS & MILLICHAP SUPPORT:
Jan DoeMARKERTING COORDINATOR
ACCOUNTING:
Michele EllisTRANSACTION COORDINATOR
SEAN SHARKOVICE PRESIDENT, INVESTMENTS
SENIOR DIRECTOR, NATIONAL RETAIL GROUP
SENIOR DIRECTOR, NET LEASE PROPERTY GROUP
AUSTIN WEISENBECKVICE PRESIDENT, INVESTMENTS
SENIOR DIRECTOR, NATIONAL RETAIL GROUP
SENIOR DIRECTOR, NET LEASE PROPERTY GROUP
Over 1,500 Investment Professionals
in Offices Throughout the U.S. and Canada
Over 1,500 ProfessionalsThroughout the U.S. & Canada
Electronic Marketing(MNet, E-mail, Posting, etc.)
Direct Client Calling Effort
Advertising & Direct Mail
Cooperating Brokerage Community
Confidentiality Registration
Offering Memorandum Distribution
MARKETING – TEAM
PROPERTY NAME
MARKETING TEAM
#
AGENT RESOURCE GUIDE
Marcus & Millichap is a service mark of Marcus & Millichap Real Estate Investment Services, Inc.
©2016 Marcus & Millichap. All rights reserved.
• Constant Contact – The industry’s leading email marketing tool offering bulk emailing and advanced tracking and reporting capabilities
• Features of Constant Contact:
• No cost to agents or originators
• Simple, intuitive interface
• Customizable Marcus & Millichap branded templates as well as Constant Contact’s own templates
• Email Marketing Hub
• Offers a variety of fully designed email campaigns
• Easily move branded emails into your Constant Contact account
Email Marketing:AGENT RESOURCE GUIDE
Marcus & Millichap is a service mark of Marcus & Millichap Real Estate Investment Services, Inc.
©2016 Marcus & Millichap. All rights reserved.
Research Support and Publications
National Reports
• Covers 46 major marketsfrom coast-to-coast
• National branding and name recognition
• National report by property type (apartment, office and retail)
• Featuring forward-lookingranking index
• Central mailing to avoid duplicates
AGENT RESOURCE GUIDE
Marcus & Millichap is a service mark of Marcus & Millichap Real Estate Investment Services, Inc.
©2016 Marcus & Millichap. All rights reserved.
The Brokerage Continuum As it Relates to Team Building
Research/Database
Biz Dev Call
1st App.
2nd App.
ListingMarketing
Offers
Contract
Due Dil.
Remove
Contingencies
Closing
Post Closing
ZONE 1
ZONE 2 ZONE 3
Generate
CultivateHarvest
ZONE 1
Generate
ZONE 2
Cultivate
Marcus & Millichap is a service mark of Marcus & Millichap Real Estate Investment Services, Inc.
©2016 Marcus & Millichap. All rights reserved.
Zone 1 = Generate
Research/Database
Biz Dev Call
1st App.
2nd App.
ZONE 1
1. The Phone
2. 3rd Party Referrals: Attorney, Accountant, etc.
3. Internal Referral
4. Tracking On Market Comps
5. Post Cards
6. Networking Events
7. Email Campaigns( Research, Listings, Marketwatch)
8. Mentorship
9. Personal Letters
10. Seminars
11. Client Referrals
12. Company Website Leads
13. Signs
14. Press Releases/Articles you write
15. News Paper Advertisements
16. Social Media (Facebook, Linked In, etc…)
17. Online Advertisements
Ways to Enter the Sales Cycle = Start A Relationship
Marcus & Millichap is a service mark of Marcus & Millichap Real Estate Investment Services, Inc.
©2016 Marcus & Millichap. All rights reserved.
Zone 2 = Cultivate
2nd App.
Listing
ZONE 2
• Scheduled E-mails rotating Content
• Consistent Direct Mail: Postcards, Letters or Flyers
• Scheduled Personal Letters: Articles, Research or Comps
• Scheduled Follow up Calls
• Product Flow
• Holiday Cards/birthday cards/Seasonal & Closing gifts
• Scheduled Follow up Meetings
• Educational Seminars
• Social Client Events
• Invite all to live webcasts
• Industry Conferences
• Closing Dinners
Methods of Cultivation
Marcus & Millichap is a service mark of Marcus & Millichap Real Estate Investment Services, Inc.
©2016 Marcus & Millichap. All rights reserved.
Zone 3 = Harvest
Listing
MarketingOffers
Contract
Due Dil.
Remove
Contingencies
Closing
Post Closing
• Harvesting is a by-
product of Generating and
Cultivating the relationship
• Market Share vs
Proposal Market Share
• Find a Project to Work on
For the Client – Sale,
Purchase, Financing,
Consulting/Advisory
Zone 3 – Harvesting the Relationship
Through a Project
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©2016 Marcus & Millichap. All rights reserved.
Team Creation – The Six Pillars
Team LeaderProlific Deal Generator/Rainmaker
Building a Team to get more At Bats, not to disconnect from the Client
Database
Transaction
Management
Team
MembersStaff
Branding/
Marketing
Proposal
Solution
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©2016 Marcus & Millichap. All rights reserved.
Team Construct Options
Senior Agent
Junior
Partner
Junior
partner
Junior Agent
on long term
team
agreement
Junior Agent
on long term
team
agreement
Junior Agent
on long term
team
agreement
Junior Agent
on long term
team
agreement
Agent
Junior
Partner
Junior
partner
Junior Agent
on long term
team
agreement
Junior Agent
on long term
team
agreement
Junior
PartnerJunior
Partner
Junior
Partner
Junior
Partner
Junior
Partner
Junior
Partner
Junior
Partner
Tiered Team Structure
Flat Team Structure
Marcus & Millichap is a service mark of Marcus & Millichap Real Estate Investment Services, Inc.
©2016 Marcus & Millichap. All rights reserved.
Team Construct Options
Agent
Junior
Partner
Junior
PartnerJunior
Partner
Junior
Partner
Junior
Partner
Junior
Partner
Junior
Partner
Junior
Partner
Flat Team Structure
• Creates Leverage Through Others
• Doesn’t Allow Junior Agents to Grow
• Can create complacency among junior partner as they feel to no pressure
• Creates risk upon junior agent termination
• Allows for the creation of a long-term partnership
• Creates ability to mine the market for proposals across the price spectrum
• Senior agent can become stretched
• Senior agent doesn’t want to train junior agents in perpetuity
Marcus & Millichap is a service mark of Marcus & Millichap Real Estate Investment Services, Inc.
©2016 Marcus & Millichap. All rights reserved.
Team Construct Options
Senior Agent
Junior
Partner
Junior
partner
Junior Agent
on long term
team
agreement
Junior Agent
on long term
team
agreement
Junior Agent
on long term
team
agreement
Junior Agent
on long term
team
agreement
Junior
partner
Junior Agent
on long term
team
agreement
Junior Agent
on long term
team
agreement
Tiered Team Structure
• Creates Leverage Through Others
• Allows Junior Agents to Grow
• Creates Pressure on Junior Partner to continue to generate and grow skills
• Allows for the creation of a long-term partnership
• Creates ability to mine the market for proposals across the price spectrum
• Wide adoption of provided database
• Allows you to leverage Junior Agents to train new agents
Marcus & Millichap is a service mark of Marcus & Millichap Real Estate Investment Services, Inc.
©2016 Marcus & Millichap. All rights reserved.
5 Year pathway to Team Leader
Walk on Agent
mentored by RM
or Sole Proprietor
AgentAgentAgentAgent
Free or
Franchise Agent
Junior
Partner
Junior
partner
Junior Agent
on long term
Team
Agreement
Junior Agent
on long term
team
agreement
Mentee Hired on
basic Mentorship
AgreementSIP
Junior Agent
on long term
team
agreement
Junior Agent
on long term
team
agreement
Junior Agent
on long term
team
agreement
Junior Agent
on long term
team
agreement
0-12 Months 6-18 Months 24-48 Months 48-72 Months12-36 Months
Belief System
Creation
Basic
Mentorship/Resource
Management Skills
Developed
Mentorship Skills
Developed –
Leadership
Demonstrated
Team Leader Skills
Developed
Resource Management
Skills Developed
Team Leader Empowers
others
Creates Leverage through
others
Pillar 1 &
Pillar 2 Required
Marcus & Millichap is a service mark of Marcus & Millichap Real Estate Investment Services, Inc.
©2016 Marcus & Millichap. All rights reserved.
ZONE 3
HARVEST
ZONE 2
CULTIVATE
EXPERIENCED AGENT RECRUITING CONTINUUM
ZONE 1
GENERATE
Branding Campaign
Marcus & Millichap is a service mark of Marcus & Millichap Real Estate Investment Services, Inc.
©2016 Marcus & Millichap. All rights reserved.
Branding Campaign
EXPERIENCED AGENT RECRUITING CONTINUUM
PRODUCTION HISTORY
• Trailing 3 Years of production history
• Itemized Closed Transaction History:
Property address, price, gross fee
• Under contract
• Listed
• Current Deal
• Marketing
• Staff
• Current Fee Split
• Verifiable Trailing 3 Years of income
• 1099 or Tax Return
ZONE 3
HARVEST
Marcus & Millichap is a service mark of Marcus & Millichap Real Estate Investment Services, Inc.
©2016 Marcus & Millichap. All rights reserved.
Branding Campaign
EXPERIENCED AGENT RECRUITING CONTINUUM
OFFER
• 5-year Projection Worksheet
• Quantify Profitability
• Offer Generated by Senior Management
• Present Offer in Person
ZONE 3
HARVEST
Marcus & Millichap is a service mark of Marcus & Millichap Real Estate Investment Services, Inc.
©2016 Marcus & Millichap. All rights reserved.
Branding Campaign
EXPERIENCED AGENT RECRUITING CONTINUUM
OFFER
• 5-year Projection Worksheet
• Quantify Profitability
• Offer Generated by Senior Management
• Present Offer in Person
EA1:
• Agent Support (If Appropriate)
• Title
• Split
• Physical Location in Office
ZONE 3
HARVEST
Marcus & Millichap is a service mark of Marcus & Millichap Real Estate Investment Services, Inc.
©2016 Marcus & Millichap. All rights reserved.
Branding Campaign
EXPERIENCED AGENT RECRUITING CONTINUUM
ONBOARDING
• Association Agreement
• Computer Setup/Purchase
• Seating Arrangement
• Private office?
• Attend Training?
• How Often Will You Meet
• Business Plan
• What is your “Project” with the Agent?
ZONE 3
HARVEST
Marcus & Millichap is a service mark of Marcus & Millichap Real Estate Investment Services, Inc.
©2016 Marcus & Millichap. All rights reserved.
CASE STUDY: TIMELINE
Activity Date
Researched/Sourced candidate April 2015
First Contact - Call May 2015
Brian has lunch with candidate June 2015
Brian and J.D. meet candidate October 2015
Brian and J.D. have breakfast with candidate April 2016
Production history & expenses April 2016
Brian and J.D. meet with candidate May 2016
Technology meeting/meeting with agents June 2016
Meeting with agents July 2016
First offer presented July 2016
Updated production history & proof of expenses August 2016
Brian and J.D. negotiate terms of offer August - September
Start date October 2016
Team building meeting with J.D. October 2016
First activity review November 2016
Together won $65M listing January 2017
Closed first transaction January 2017
FAHRI OZTURK
Cushman & Wakefield
Total time to recruit: 18 months
Marcus & Millichap is a service mark of Marcus & Millichap Real Estate Investment Services, Inc.
©2016 Marcus & Millichap. All rights reserved.
CASE STUDY: TIMELINE
Researched/Sourced candidate April 2015
First Contact - Call May 2015
Brian has lunch with candidate June 2015
Brian and J.D. meet candidate October 2015
Brian and J.D. have breakfast with candidate April 2016
Production history & expenses April 2016
Brian and J.D. meet with candidate May 2016
Technology meeting/meeting with agents June 2016
Meeting with agents July 2016
First offer presented July 2016
Updated production history & proof of expenses August 2016
Brian and J.D. negotiate terms of offer August - September
Start date October 2016
Team building meeting with J.D. October 2016
First activity review November 2016
Together won $65M listing January 2017
Closed first transaction January 2017
ZONE 1
GENERATE
ZONE 2
CULTIVATE
ZONE 3
HARVEST
ONBOARDING
Marcus & Millichap is a service mark of Marcus & Millichap Real Estate Investment Services, Inc.
©2016 Marcus & Millichap. All rights reserved.
CASE STUDY: TIMELINE
Researched/Sourced candidate April 2015
First Contact - Call May 2015
Brian has lunch with candidate June 2015
Brian and J.D. meet candidate October 2015
Brian and J.D. have breakfast with candidate April 2016
Production history & expenses April 2016
Brian and J.D. meet with candidate May 2016
Technology meeting/meeting with agents June 2016
Meeting with agents July 2016
First offer presented July 2016
Updated production history & proof of expenses August 2016
Brian and J.D. negotiate terms of offer August - September
Start date October 2016
Team building meeting with J.D. October 2016
First activity review November 2016
Together won $65M listing January 2017
Closed first transaction January 2017
ZONE 1
GENERATE
ZONE 2
CULTIVATE
ZONE 3
HARVEST
ONBOARDING
Marcus & Millichap is a service mark of Marcus & Millichap Real Estate Investment Services, Inc.
©2016 Marcus & Millichap. All rights reserved.
CASE STUDY: TIMELINE
Researched/Sourced candidate April 2015
First Contact - Call May 2015
Brian has lunch with candidate June 2015
Brian and J.D. meet candidate October 2015
Brian and J.D. have breakfast with candidate April 2016
Production history & expenses April 2016
Brian and J.D. meet with candidate May 2016
Technology meeting/meeting with agents June 2016
Meeting with agents July 2016
First offer presented July 2016
Updated production history & proof of expenses August 2016
Brian and J.D. negotiate terms of offer August - September
Start date October 2016
Team building meeting with J.D. October 2016
First activity review November 2016
Together won $65M listing January 2017
Closed first transaction January 2017
ZONE 1
GENERATE
ZONE 2
CULTIVATE
ZONE 3
HARVEST
ONBOARDING
Marcus & Millichap is a service mark of Marcus & Millichap Real Estate Investment Services, Inc.
©2016 Marcus & Millichap. All rights reserved.
CASE STUDY: TIMELINE
Researched/Sourced candidate April 2015
First Contact - Call May 2015
Brian has lunch with candidate June 2015
Brian and J.D. meet candidate October 2015
Brian and J.D. have breakfast with candidate April 2016
Production history & expenses April 2016
Brian and J.D. meet with candidate May 2016
Technology meeting/meeting with agents June 2016
Meeting with agents July 2016
First offer presented July 2016
Updated production history & proof of expenses August 2016
Brian and J.D. negotiate terms of offer August - September
Start date October 2016
Team building meeting with J.D. October 2016
First activity review November 2016
Together won $65M listing January 2017
Closed first transaction January 2017
ZONE 1
GENERATE
ZONE 2
CULTIVATE
ZONE 3
HARVEST
ONBOARDING
Marcus & Millichap is a service mark of Marcus & Millichap Real Estate Investment Services, Inc.
©2016 Marcus & Millichap. All rights reserved.
ZONE 3
HARVEST
ZONE 2
CULTIVATE
ZONE 1
GENERATE
EXPERIENCED AGENT RECRUITING CONTINUUM
Branding Campaign
Marcus & Millichap is a service mark of Marcus & Millichap Real Estate Investment Services, Inc.
©2016 Marcus & Millichap. All rights reserved.
Scenario 1 (First Contact): You are calling an industrial broker for the first time. You saw
that he sold a $4 million distribution center in your market.
Goal: To get a meeting.
Scenario 2 (First Meeting): You are recruiting a multifamily agent concentrating on $1 to
$5 million deals and closing 10+ deals annually. He is with a mid-size firm and is known as a
talented, up-and-coming broker. Using open-ended questions, mine for the “push factors”
that may cause him to leave his current firm.
Goal: To mine for the motivation and close for the second meeting. RM should layout the
focus of subsequent meetings (technology, team building, meetings with division manager,
product specialty director, top producers, etc).
BREAKOUT
Scenario 3 (First Meeting): You are recruiting a loan originator from a well-respected,
boutique mortgage brokerage in the market. He is a 10-year veteran and ranked 3rd on his
team. He receives company leads but generates the majority of his own business.
Goal: To mine for the motivation and close for the second meeting. RM should layout the
focus of subsequent meetings (technology, team building, meetings with division manager,
product specialty director, top producers, etc).
Marcus & Millichap is a service mark of Marcus & Millichap Real Estate Investment Services, Inc.
©2016 Marcus & Millichap. All rights reserved.
BREAKOUT
Scenario 4 (Second Meeting): You are on a second meeting with the multifamily agent
from Scenario 2 above. Using the information gathered in the first meeting have a
conversation regarding technology, team building, etc while simultaneously accessing the
target.
Goal: To demonstrate the value of association and get a commitment to receive production
history.
Scenario 5 (Onboarding): You successfully recruited a talented retail agent with 3 years of
experience from a small regional firm! Great job! Training at his previous firm consisted of a
one-day “crash course” in sales. Nothing more.
Goal: To provide a clear roadmap for the agent’s onboarding. Consider the following:
Does he have a business plan?
Where will he sit? Will he receive a private office?
How often will you meet? Will that meeting be an activity review, team meeting, or some other
format?
Will the agent attend training?
Marcus & Millichap is a service mark of Marcus & Millichap Real Estate Investment Services, Inc.
©2016 Marcus & Millichap. All rights reserved.
Recruiting
Experienced Agents
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Marcus & Millichap is a service mark of Marcus & Millichap Real Estate Investment Services, Inc.
©2016 Marcus & Millichap. All rights reserved.
March 20-21, 2017
Leadership Conference