Hey Retainers, Recruiters, and Attracters!
“I’m giving my current brokerage another chance.” Sound familiar? It’s a classic, and honestly, totally understandable. Agents have loyalty, or maybe they’re just hoping for a turnaround. But does that mean the conversation ends? Absolutely not!
My morning TAG Zoom session just dropped some serious wisdom on how to navigate this, and I’m buzzing to share. We’re talking P.A.I.D.: your new secret weapon for turning a “not now” into a “maybe later” (and eventually, a “yes!”). The P.A.I.D. model comes from real estate sales trainer David Knox.
P.A.I.D. in Action:
- P Pause: Breathe. Don’t interrupt. Let them speak. Respect goes a long way.
- A Acknowledge: “Got it. Loyalty’s key.” “That’s fair, wanting to see improvement.” “I respect that.” Validate their stance.
- I Isolate: Gently probe: “What specifically are you hoping changes?” “What would a successful second chance look like?” “What support are you really looking for?” Understand their underlying needs.
- D Discover: Subtly connect their needs to your firm’s strengths: “Interesting… many who join us were seeking [your relevant benefit].” “Mind if I briefly share how our [specific resource] helps agents achieve [desired outcome]?” Be helpful, not pushy.
Turning “Not Now” into Future Opportunities:
So they’re staying put… for now. Here’s how I keep the pipeline flowing:
- Smart & Consistent Outreach: Target the right agents, use LinkedIn/email/events, and always offer value beyond just recruitment. Think insights, not just invites.
- Long-Game Relationships: Connect on LinkedIn, offer your newsletter, and suggest a low-pressure check-in down the road. Be a resource, even if they don’t switch today.
- Subtle Value Drops: When the moment’s right, highlight the benefits of your firm (more income, better support), not just the features. Let your agents’ success stories do the talking.
- CRM is Your Brain: Track conversations, note their timelines, and schedule those follow-ups. Stay organized!
My Takeaway: “Second chance” isn’t a rejection. It’s a pause. By using P.A.I.D. and focusing on genuine connection and value, we can build a pipeline of agents who will remember us when the time is right.
What are your go-to moves for this objection? Let’s swap strategies.
Framework: This post is part of The 8 D’s of Agent Movement, the eight forces that decide whether an agent stays or goes. See all eight and how to use them in your brokerage.
Want help applying this in your brokerage? Book a 30-minute conversation with Mark at calendly.com/mjsession.
Great breakdown! I see the P.A.I.D. strategy as a standout takeaway. It’s a smart, empathetic way to handle loyalty objections, maintain connections, and nurture agents into future “yeses.” Plus, consistently offering subtle value rather than overt pitches ensures lasting relationships and long-term wins.