I recently spent some time with the recruiter from a large real estate company on the East Coast.

She’s responsible for managing the experienced agent recruiting activities of 17 real estate offices in her region.

Part of her responsibility is to coach and help motivate each office manager to meet their recruiting goals.

During the discussion, I asked her,

Why do some of your hiring managers not reach their goals?

She was quick to answer.  

They lack motivation, and it usually boils down to one of three reasons:

1. Fear. They’re scared to make calls and connect with prospects.

2. Lack of Belief. They don’t believe in the viability of what their company is offering.

3. Focused on Other Goals. Some hiring managers are “just putting in their time” and prefer to focus on the easier/more enjoyable parts of the real estate management job.

If you’re a hiring manager who’s struggling, perhaps it’s time to honestly examine your motives.

What’s holding you back?