How Can I Convince My Employer to Hire TRH Consulting?
I have Relocation Directors tell me all the time that they would like to hire me but they don’t believe they can convince their broker/owner to do it. Don’t be afraid to ask. A respectful request for help from an outside consultant can be a win-win for you and your employer.
It is not about convincing them. It is about showing them the value and the increased ROI you can generate from new and existing sources. It is about pointing out how your customer, agent, and employee satisfaction rates will improve by updating your processes and procedures, and service delivery. How many increased transactions would it take to cover my expense? Not many.
Some fresh perspectives can help.
It is about calculating what you stand to lose if you don’t work with me. Everyone is fighting for the same relocation management company and broker-to-broker business. If you can’t make yourself and your company stand out, another entity will grab their attention. Relocations aren’t expected to increase in big numbers any time soon. It is time to take a look at other opportunities to generate revenue and protect your position in your company.
As they say, you have to spend money to make money. And while investment in my services is small based on the return, I am aware it is hard to ask to create an additional expense at this uncertain time in the market when budgets are being trimmed and expenses cut. But it is a simple dialogue if you position it from a place of increased revenue and satisfaction. My assistance will help to break you out of the current pattern you are in, no matter how good it seems. One thing I know from working with many brokers from all brands and sizes in all markets is that there is always room for improvement and growth.
You aren’t too busy.
My customized approach will help you uncover where there are new opportunities. It may mean going after new business lines or revamping your marketing efforts. It may mean switching up how you deliver your services or evaluating your agent team. By looking at your competition, we can determine the best path to grow and enhance your services and your position to ensure you receive the lion’s share of the business.
Some brokers say they don’t have the time to devote to working with me because they are shorthanded or too busy. They say their marketing departments are swamped and can’t help with any additional marketing efforts. I say you can’t afford not to work with me in that case. As Tom Ferry says, “Prioritize until it is painful.” I can help you evaluate your workflow and how you can maximize the resources you have. I have learned there are often tasks that can be retired or delegated to free up those with the highest earning potential. I can take off some of the load by copywriting and developing your short and long-term strategy that will take your department into the future. In today’s environment, I don’t buy that anyone is ‘too busy’ to grow.
Help me, help you.
After a short exploratory call with you and key leadership, I write a skeletal proposal for everyone that reaches out to speak to me seriously about how I might help them. But as the person in charge of the business development of the department that you manage, you have to translate it into a meaningful context for your decision-making leadership. While I will write it with them in mind, at this point I haven’t seen your financial contribution to the company or understand the privileged details of how your department fits into the bigger organization. Those details won’t come to me until we begin to work together.
While I can tell you how I believe I can assist you, you have to translate it into language around how you believe you can improve your return on their investment by working together with me. You know your own culture and how to get things done. By putting the proposal into a dialogue that has dollars attached to it, now the results paint a tangible picture of what success looks like.
Here is what I recommend you do before you set a call with me and your leadership:
Look at your 2022-2023 revenue and closings compared to 2018/2019 (2020-2021 and part of 2022 were a Covid anomaly so throw them out)
See where your business is off and why you believe it is
Determine where you might focus to generate some new sources of business or increase existing sources
Figure out how many transactions it would take to get you into a profitable status or get your numbers where you want them to be
Focus on exponential impact (how your department’s success will have a multiplier effect on the company), tangible results, and the transformation of your department and you
Work with me to create a strategic dialogue to achieve your revenue and transactional goals
Anticipate possible questions and objections
Practice your pitch to propose my services and back it up with the above information
Money talks. Increased transactions talk. Improved satisfaction talks. But they won’t know the potential if you don’t spell it out for them. The biggest mistake is not asking at all. Telling your leadership you want help is not a sign of weakness, it is a sign of strength and confidence. I am here to support you in however I can lift you up, help you achieve your goals, and give you the attention and resources you deserve.
"What you get by achieving your goals is not as important as what you become by achieving your goals." ~ Henry David Thoreau, American naturalist, essayist, poet, and philosopher
